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...

We all look for the best ways to succeed in a competitive economic environment. As a business consultant, I encourage clients to use organizational...

There are many elements that go into achieving success in a competitive sales environment. I have found that passion is one of the most critical. A...

Stress at Work When stress overcomes you, it can hinder your ability to move forward. I have often been so stressed by noon that I wasn’t hungry for...

As digital transformation reshapes the sales process, it is crucial to establish a good balance between technology and personalization. Also, the...

Professional sales reps need to pay attention to what is new, particularly as it relates to Artificial Intelligence (AI) and enterprise selling. It...

We need to look for the opportunities often hidden within disruption. As author Barbara Kingsolver, says, "The changes we dread most may contain our...

Cultural Fragility Each business has a unique culture and it can be fragile. Changes within and outside your organization can threaten the culture...

Building customer loyalty in a business environment typified by rapid digital transformation and virtual online alternatives is challenging. Sales...

As customers, we look for vendors who provide stable and fair pricing.  As sales reps, we know that pricing products consistently creates better...