A potential outcome of COVID-19 is a rethinking of sales organizations. You\’ve now had an opportunity to consider their effectiveness in a different sales environment and hopefully are starting to …
Increasing Sales Effectiveness, a COVID Opportunity? Read More »
We\’re in an environment that could be called BC vs PC – Before Coronavirus and Post Coronavirus. The challenge is that PC, which could be defined as Q3 and Q4 …
We’ve gone from looking at the coronavirus from afar to being in the middle of the coronavirus storm. It’s obviously changed the business and outlook for the year. While tragic, …
Much is talked about how distributors needing to sell services to differentiate themselves. They need to create / provide solutions and will need to generate revenue from these services. While …
Throughout the fall Channel Marketing Group surveyed NEMRA reps and also interviewed dozens of them on behalf of NEMRA for the upcoming Rep of the Future report, which will be …
In a market where most experience margin stagnation or margin erosion, strategies that can help improve profitability, potentially capture sales and as enhance / ensure quality processes, should be embraced. …
You’ve heard the story, “there is a difference between wants and needs.” For example, especially this time of year you hear one parent say to the other “the kids ‘want’ …
With a tight economy, tight labor market and tight margins, increasing productivity is more important than ever, especially for warehouse operations where finding qualified staff that can meet HR requirements …
In a penny nickel business, every penny counts. Which is why SPAs can matter. Increasing gross margins and, more importantly, net profitability, in today’s environment is extremely challenging. Publicly-held national …
We’re in the midst of meeting and planning season and with it comes the perennial question of “what’s the outlook for 2020?” While no one has a crystal ball, it’s …
