Subscribe to Magazine
Mergers & Acquisitions
ISM: Most Firms Considerably Cut Revenue Goals
ISM's third round of research on COVID-19 impacts found that 61% of May business respondents cut revenue goals by an average of 35%.
4 Big 50 Distributors Named Among Best Companies to Sell For
The list ranks US companies of all sizes, with sales forces ranging from less than 100 representatives to those with thousands.
Jul 9th, 2020
4 Ways to Help Your Team Sell Value
While you may be able to recite your company’s value proposition by heart, do you know what it really means to your customer?
Jun 22nd, 2020
Sales: Are You An Explorer or an Exploiter?
Jun 16th, 2020
ID's 2020 Salary Survey is Here
Jun 2nd, 2020
Sales: The Fog Will Lift Soon
May 21st, 2020
Opportunity Reviews: A Pipeline, or Pipedream?
May 12th, 2020
The Importance of Marketing During a Downturn
The natural recession tendency is to go conservative on spending, including marketing. Robert Kravitz explains why that's a mistake.
May 1st, 2020
Sales: Same Game, New Rules
While sudden, massive disruption doesn't throw out all the rules of selling, it does remove or change at least a handful.
Apr 17th, 2020
Are You Creating Enough Personal Value?
Relationship building is more than just showing up with donuts.
Apr 6th, 2020
What it Means to Be an Innovative Seller
Darrell Sterling discusses how if you're not changing in distribution sales, you're being left behind.
Apr 2nd, 2020
Distributor Pricing Priciples in Recessionary Times
Lee Nyari provides useful, practical guidelines for distributors working to maintain a level of financial success as they navigate through new realities.
Mar 30th, 2020
Last Chance! Take ID's Survey of Operations and Enter Drawing
ID's 2020 Survey of Distributor Operations is open through EoB on 4/22. Completing it gives you a chance to win one of five $10 gift cards!
Mar 27th, 2020
The Sales Contrarion in B2B Distribution
ID chats with sales management consultant and author Justin Roff-Marsh to get his perspective on how distributors can overhaul their sales processes to maximize results.
Mar 26th, 2020
How 'General' Should a Generalist Sales Rep Be?
Can versatility negatively impact productivity? Are generalist sales roles more effective than specialized roles? Andrew Horvath examines this here.
Mar 25th, 2020
Selling in Uncertain Times
Given the recent events, it’s time for perspective, not panic.
Mar 17th, 2020
Reducing Sales Rep’s Role in Forecast Errors
Sales reps tend to hoard customer information, often leading to forecasting errors that can hurt both the company and customer. Here's how to bridge the customer intelligence gap.
Mar 12th, 2020
ID's March/April 2020 Digital Edition
ID's March/April digital edition features our 2020 Guide to the Modern Sales Organization List, packed with B2B sales best practices. Other features include an ID In-Depth on Berkshire eSupply and discussions with Hisco and MHS Industrial Supply.
Mar 10th, 2020
Q&A: ID, Conexiom CEO Talk Sales Order Automation
ID editor Mike Hockett chats with Conexiom's new chief executive Ray Grady about his job transition, the factors impacting B2B distribution and the role sales order automation can, and should, play in this market.
Mar 10th, 2020