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Mergers & Acquisitions
How to Help Sales Reps Succeed in a Hybrid Remote/In-Person Model
The silver lining of the transition we’ve seen over the past 12-18 months is that it opens up new opportunities for sales reps.
4 Marketing Ideas For Industrial Distributors
While some teams will assume that digital marketing is more expensive than traditional marketing, that is no longer true.
Jun 23rd, 2021
Earning the Ultimate Currency of Customer Relationships: Trust
How can distributors build trust in this new, ultra-competitive, digital-first environment? Two experts weigh in here.
Jun 16th, 2021
Zoom to Acquire Cloud Company in $14.7B Deal
Jul 19th, 2021
Bringing Science to Your Art-Heavy Sales Management Methods
Jul 16th, 2021
How Much Do 'Made in USA' Claims Help in Marketing Results?
Jul 1st, 2021
Quote Management Tool Improves Close Rates by 30-50%
Jun 24th, 2021
Your Complete Guide to Inventory Forecasting
An accurate inventory forecast is invaluable, especially when supply chains and consumer demand are changing rapidly. Effective inventory forecasting can mean the difference between profitability and piles of unsold goods that eat up your available cash.
Jul 1st, 2021
5 Minutes With ID: Paul Reilly on Selling Through Tough Times
Sales guru Paul Reilly discusses what it's been like for salespeople to adjust their tactics during the pandemic, and what he's preaching to sales pros coming out of it.
May 25th, 2021
The Challenges Ahead for Outside Salespeople
Former ID editor Jack Keough discusses the permanent impacts the pandemic has had on the outside sales position, and its outlook going forward.
May 20th, 2021
How To Increase Your Company’s Digital Presence To Drive Revenue
Modern digital marketing enables your company to attract quality prospects that your sales team otherwise could never reach.
May 19th, 2021
Sales is NOT an Outside Activity. It Hasn’t Been for Years.
Justin Roff-Marsh argues that if you design your sales function around the concept of sales as an outside activity, you will seriously handicap growth.
May 14th, 2021
How to Build an Inside Sales Dream Team
Selling more while spending less compared to field sales sounds great, but it is much easier said than done.
Apr 27th, 2021
How Distributors Can Generate Growth in the New Normal
Even once the pandemic subsides, many the selling adjustments it caused will remain at least in place. Here's how to adjust your team's approach to fit today's reality.
Apr 23rd, 2021
Sales Compensation: Best Practices in an Uncertain Market
Companies are seeing a new path forward that leaves behind legacy programs that tie income to territory.
Apr 14th, 2021
LAST CHANCE: ID's 2021 Survey of Operations Closes Monday
As one of ID's most anticipated annual features, our Survey of Distributor Operations is open through Monday. Completing it gives you a chance to win one of six $10 gift cards.
Apr 9th, 2021
The Secret to Overcoming Price Objections
Research shows that over 70 percent of you would cave in to a late-game price objection. But why?
Mar 5th, 2021
5 With ID: Justin Roff-Marsh Wants to Set Salespeople Free
The Ballistix founder & CEO says it’s not that salespeople have the wrong intentions — they simply operate in an environment that constrains them.
Jan 28th, 2021
How to Build a Value-Based Pricing Culture
Moving to a value-based pricing approach begins by creating a culture for it internally. Here's a 10-step roadmap to do so.
Jan 22nd, 2021