Ready for Growth?
As you sit around your corporate boardroom and and make decisions that impact growth either via acquisition or generating incremental sales, many don\’t give consideration to PRODUCTIVITY (in the back office). Why …
Insights
Industrial Margins Declining?
Feedback from manufacturers and distributors indicate a rather significant drop in sales but recent conversations indicate that margins could be even more significantly impacted. While industrial margins typically are higher …
Moneyball for Growth
If you are stymied with geographical growth and think that many of your customers are not buying all they can from you, the odds are stacked in your favor that …
Increasing Pressure and Competition in the Industrial MRO Market
Grainger and WESCO are typically good industry benchmarks to get a sense of the industrial MRO market. Grainger also sometimes provides insights into the institutional market, so let\’s look at …
Increasing Pressure and Competition in the Industrial MRO Market Read More »
B All You Can B For Sales Effectiveness
Earlier this week I was speaking with distributor and we were discussing sales effectiveness. Throughout his career he has been in sales roles, inclusive of sales management. One of the areas …
Sales Persistence Pays
Recently I saw a posting on LinkedIn that shared these sales statistics. Having been in sales, managed sales teams and consulted with clients regarding their sales organizations, it struck a …