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...

A lot to Consider As an independent regional distributor, you need to take a close look at where to invest your digital dollars. In a recent MDM...

Key Differentiator Many B2B purchases are made before a consumer even contacts a vendor. According to data from SiriusDecisions, 67% of the...

Remind Customers of Your Value As Benjamin Franklin said, “The bitterness of poor quality remains long after the sweetness of low price is...

Technical Abilities A young woman came into a distributor’s store to buy a robot to automate her company’s business. The counterperson referred her...

The New Sales Model MSC Industrial Supply Co's new brand proposition — built to make you better — is an important strategy to note. The digitalized...

One of the most challenging responsibilities of a sales manager is bridging the gap on account profitability between sales reps and the executive...

Proverbs 11:14 says “Where there is no guidance the people fall, but in the abundance of counselors there is victory.”   I find these words...

A sales manager responded to a recent article I wrote which examined the importance of finding out why a customer was unresponsive. He noted that...

Digitization is altering the way people sell. Sales professionals must now look at how to personalize their processes. A great way to do this is...

The Advent of Distribution Networks As we know it today, distribution sales began in the United States in the late 19th and early 20th centuries....

A punch-card solution I have seen how digitalization has transformed society through my long and fulfilling career. I still have my first calling...

Focus on core strength Independent distributors have been introducing Enterprise Resource Planning (ERP) platforms to their businesses over time....

Price increase alert The Producer Price Index (PPI) climbed 10% in 12 months through February 2022. In line with economists' expectations, the...