IRCG Insights Blog

Distribution

Now Available - Myths and Misperceptions: How Markets Are Really Made in HVACR

Now Available - Myths and Misperceptions: How Markets Are Really Made in HVACR

on Wednesday, 25 March 2015.

Indian River Consulting Group Partners Mike Marks and Steve Deist partnered with the Heating, Air-conditioning and Refrigeration Distributors International to publish a book...
Keys to Market Access, Part 1: Understand How Demand is Created

Keys to Market Access, Part 1: Understand How Demand is Created

Written by Steve Deist, Mike Marks on Saturday, 21 March 2015.

This blog is the first of five looking at the five keys to unlocking profitable growth. The first key to building a successful market access strategy is to understand how...

The Use and Abuse of Customer Profitability Analytics

on Friday, 13 March 2015.

Over the past couple of months, a series of IRCG articles on the use and abuse of customer profitability analytics has appeared in Modern Distribution Management’s premium...

Distributor's Guide to Analytics Now Available

on Monday, 09 March 2015.

Indian River Consulting Group Partner Steve Deist is featured in the new MDM compendium, The Distributor’s Guide to Analytics. In his chapter, Steve helps readers...

Prepare for 2015 by Deciding What Not to Do

on Tuesday, 16 December 2014.

Indian River Consulting Group Partner Steve Deist was recently interviewed by Modern Distribution Management for its monthly Executive Briefing.  

Avoid the CRM Trap

Written by Steve Deist on Thursday, 06 November 2014.

Customer relationship management (CRM) software is only a tool and only one piece of the “sales fitness” equation. Successful people have good habits and the tools...
Align Selling Resources to the Market

Align Selling Resources to the Market

Written by Mike Emerson on Thursday, 06 November 2014.

For distributors who have had to implement reductions to their sales force, there is a legitimate concern that, as the number of salespeople goes down, so will revenues. This...
Steve Deist

The Sales Manager’s Best Friend

Written by Steve Deist on Tuesday, 30 September 2014.

Sales management practices largely determine whether your company will thrive or dive. Crucially, many companies fail to provide sales managers with the clear sales objectives...
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