Once you have identified your customer’s needs and those making the purchasing decision, move into investment discussions and present your...

A critical phase of a successful sales cycle is validating the decision maker(s). Digitalization has made communication — the centerpiece of any...

Once you have built trust and understand your customers’ backgrounds and motivations, you can identify their needs and begin to formulate solutions....

Building trust in customer relationships is critical to a successful sales cycle. To establish trust you need to understand your client’s needs and...

Selling involves the transfer of trust, and a successful sales cycle revolves around establishing trust in customer relationships. The manner in...

Having a consistent digital filing system that supports your business's objectives is critical to success in the digital era. Here are 3 key actions...

A full mailbox is a time sink. Many people assert that checking emails is the biggest time-waster among all management tools. This makes it...

The digital calendar Today’s digital calendars offer highly effective calendar systems that greatly improve our ability to manage time. When...

Generating insights As I age, I find myself taking more time with a friend or colleague over a cup of coffee. Gone are the “all business” meetings...

Your Contact List is your lifeline. Managing it well is essential to your success. Let’s look at the skills required for an effective automated...

Many purchasing decision makers are now digital natives and that number continues to grow. This makes the excellence of your digital capabilities...

Independent distributors succeed based on the added value they bring to the customer relationship. In 2024, strengthening customer personalization...

The traditional marketing landscape is changing rapidly as Artificial Intelligence (AI) tools are introduced. AI is disrupting the usual sales...

Looking Back As I start the New Year, I like to make observations about the previous year. Looking back, 2023 was a year replete with some big...

One of the greatest advantages of deploying Artificial Intelligence (AI) applications is the effective cost containments they yield. AI can help...

Artificial Intelligence (AI) applications offer exciting possibilities for transforming how business is done. Its applications are complex and very...

Coming to your market Artificial Intelligence (AI) applications are rapidly infiltrating market spaces. McKinsey has declared that “AI is poised to...

Data is the basis of Artificial Intelligence (AI) and drives its application. Additionally, it's accuracy impacts the tool’s effectiveness, making...

Be a differentiator The distribution business is built on managing change, building trust, strong relationships, and the ability to find solutions...

Digital tools have altered the customer experience. For example, product research, once the realm of the sales rep, is now done routinely by the...

Changing Customer Relationships I consult primarily with distributors with revenues of $10 million and below. This group's success stems from...

Entering all pertinent business-related information in a daily journal is an invaluable tool. It allows you to be organized in your approach to each...

Our mind can be likened to an iceberg. The tip of the iceberg represents the relatively small part of our brain which is our conscious mind. This...

Why organize? What is it that makes being organized a functional way to succeed? To begin, it is important to realize that with every business...