Are you interested in new customers? New sales?
Companies are currently planning their 2017 initiatives. Corporate typically sets the revenue goal (okay, they may ask for input, but …) A portion of the objective comes from an expectation …
Sales Channel
“Can you hear me now?” – Verizon
Many may remember the Verizon commercials titled \”Can you hear me now?\” And while the spokesperson may have moved to Sprint and is focusing on price, the lighting industry may …
Grainger Q2 Earnings … Industrial slowdown continues
It\’s Q2 earning season, providing distributors (and manufacturers) with an opportunity to benchmark their performance, gain insights (or confirmation) on what they are seeing in the market and possibly learn …
Grainger Q2 Earnings … Industrial slowdown continues Read More »
Is Joint Business Planning a Dying Art or a Growth Differentiator?
An issue we\’re starting to hear more and more about is Joint Business Planning (JBP). We started hearing rumblings just before the NAED National from some larger distributors and manufacturers …
Is Joint Business Planning a Dying Art or a Growth Differentiator? Read More »
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 …
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 …