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...

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...

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...