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...

Pitching your Products Today’s market is flooded with an array of goods and services. As a B2B seller, this makes pitching your products more...

Workers in the US labor market are on the move. A shortage of talent combined with greatly expanded job options has led to rapid employee turnover....

Personalize the Sale I have an older car which I use for fun when family comes to visit. As it gets only occasional use, the battery often needs...

Job-Hopping on the Rise Today's labor market is marked by a shortage of talent and many new job options. These factors enable younger employees to...

Pricing strategy One of the top distribution subjects in the last two years has been pricing strategy. In 2021 and through the first half of 2022,...

Changes and Challenges As 2022 comes to a close, it’s time to formulate a plan for 2023. I find that webcasts are a great way to acquire relevant...

Digital natives The pandemic impacted the role of the outside sales rep (See adjusting-to-changes-in-sales-process-relationships) but what about the...

Changing Sales Dynamics In the book, Thriving on Chaos, Tom Peters states: “If you’re not confused, you’re not paying attention". As a result of...

In Baltimore City, Maryland, my father owned two 20-foot refrigerated displays in a store that sold meat. His five children learned how to develop a...

B2B buyers are doing a lot of purchasing online these days — about $1.6 trillion annually according to projections by Digital Commerce 360. Are...

My son-in-law works in the motion picture industry. The film projects he works on were staffed with people from multiple companies as well as...

How to Measure Success While VP of Sales, I oversaw a hospital account that was among our leading 10 customers. Their purchases topped the charts....

Get Organized Twenty years ago, as the VP of Sales for industrial gas and welding supply company, I started writing a monthly column, “The Art of...