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.
Distribution
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...
An Investment Roadmap for Digital Transformation for Distributors
Digital transformation isn’t as simple as just selecting software and then hitting go. To be successful, you need to do the research and build a technology investment roadmap. This...
5 Best Practices to Guide Your Sales Compensation Redesign
For salespeople, the top predictor of income should be performance, not tenure. But all too often, it’s the other way around. The truth is traditional sales compensation plans that...
Bridge the Disconnect Between Tech and Culture in the Use of Big Data
In April 2019, a large national consulting firm surveyed 1,000 executives of large firms (classified as having 500+ employees) with the intent of discovering key points about their...
2 Proven Ways to Add Real Value for Customers Instead of Just Cutting Prices
When asked how you can provide them with more value, most customers will instantly suggest a price cut. After all, it is the easiest way to compare multiple vendors...
Is Your Sales Force Structure Built for the Rebound?
Is your sales organization in February the same organization that you want as you rebuild? Or should you take this opportunity in the midst of disruption to restructure your...
Access Now: Distributor Response to COVID-19 – 04/10/2020 MDM On Demand Recording
IRCG Managing Partner Mike Marks joins Modern Distribution Management for another live webinar event on how distributors can respond to the COVID-19 crisis.