What’s a Distributor’s Purpose? To Create Value for Customers
The purpose of a distributor isn’t profitability – it’s to create value for customers. To learn how to determine that value, contact the experts at IRCG.
Mike Marks
3 Key Steps in Sales Transformation
Self-directed sales teams are not efficient. Be smart in deploying your most powerful sales tools (your reps) with guidance from Indian River Consulting Group.
The Drivers of Digital Transformation in Distribution? Customers First
You will be left behind if you’re not on the path toward digital transformation. Unfortunately, many distributors think they don’t have the time to implement new tools and processes...
3 Trends in Distribution for Growth Leaders
Customer expectations have been changing for years, and the COVID-19 pandemic simply magnified and accelerated them in 2020.
Mindsets for Managing a Slowdown
Our national media likes to play Chicken Little – predicting calamity with the merest justification. We’ve heard the predictions we’ll be facing a recession in 2023, but the pundits...
CRM Adoption: The Time is Now for Distributors
CRM stands for Customer Relationship Management. It refers to the strategies your salespeople—and all customer-facing staff—use to manage customer relationships. CRM technologies exist to help the people on your...
Market Better: How to Segment Your B2B Customers Using Behavioral Analytics
You want to improve your marketing strategy, but you’re staring down the abyss of options to take. For proven success, develop a laser focus on where you direct your...
Managing Change in Digital Transformation: How to Build the Path of Least Resistance
Let’s say you’ve greenlighted the adoption of technology in your business, whether that’s implementing automation for certain processes or adopting an ecommerce platform. That’s great – it’s important, in...
6 Steps to Improve Your Customers’ Experience with Your Company
It’s probably safe to assume that we all understand what the customer experience refers to: how a business engages with its customers. But the critical part of the definition...