Instinctively everyone knows why companies have websites – to generate sales by sharing information. Given this, it then begs the question of why more electrical distributors do not have websites that have product content on them and why are not commerce-enabled. It’s two different questions. Consider, that, according to a recent CMG survey, 65% of contractors have … [Read more...] about 6 reasons you may not want to have a product/commerce enabled website
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Contractor trends impacting distributor relationships
The number one criteria influencing contractor decision-making today is access to inventory. The supply chain disruptions are the talk of every conversation. No material, no work. Putting the supply chain issues aside, why do contractors select the distributors that they do and what will drive their decisions tomorrow? Earlier this year Channel Marketing … [Read more...] about Contractor trends impacting distributor relationships
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 of recurring revenue / customer retention. An element is expected growth from existing customers. Maybe there will be a branch opening or an acquisition. Perhaps you\'re funding for new … [Read more...] about Are you interested in new customers? New sales?
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 cord. Common perceptions of most distributor sales organizations include: Not too effective at new account development Variably effective at account penetration Very good at account … [Read more...] about Sales Persistence Pays
