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...

There is no stopping the impact of economic disruptors on your business. Consequently, supply chains may become tangled, inflation can flare up, and...

With digitization has come rapid change in how we view and analyze pricing decisions. It is no longer viable to price on a set-it and forget-it...

Technology has changed the dynamics of pricing strategy. With digitalization, information is now readily available to measure customer performance....

Trusted Advisors We are all aware of how challenging the rapid pace of sales is in today’s digitized market. Also, changing customer expectations...

Digitization Digitization is the name of the game in today’s fast-paced world of sales. Technology options can seem overwhelming but to be...

The best measure of performance is a satisfied customer. Today’s digital business practices enable swifter transactions. However, they can be a...

Happy employees create happy customers. Don’t let employee complaints reach your customers’ ears. Optimize employee performance by providing your...

In the Digital Era Traditional relationship skills as well as AI technology are necessary for successful selling in the digital age. The ability to...

Motivation and Restraint John Grisham is one of my favorite writers. I only read his books on vacations because once started, I can’t stop. As a...

Core Strength A highly successful independent technical specialist recently contacted me for help. His dilemma — he was bored and this left him...

Selling in the Digital World A lot has changed in the world of selling in the past decade, including the role of the salesperson. The pandemic and...

Implementation Forming and implementing an effective strategic plan is challenging. It takes building a good leadership team and developing a...

I work with small and medium business owners (SMBs) in the distribution sector and find they struggle with implementing meaningful strategic plans....

Leadership doesn’t just happen. To be functional it has to be promoted. Recently, in a Distributor Strategy Group webcast, Eric Chernik, CEO, of...

A Needle in a Haystack Today, finding the right product can feel like searching for a needle in a haystack. In your B2B business, how do you help...