Distribution

Mike Marks writes that the question how frequently sales reps should call on customers misses the mark. It assumes, he says, that outside sales reps should regularly be visiting...

Are your direct and inside sales teams structured to embrace or resist an e-commerce channel? If you're grappling with this very challenge, Zilliant and IRCG invite you to a...

A lot of distributors have been operating in an echo chamber without realizing it. Distributors in an echo chamber don't measure anything, so they don't understand what's...

Most distributors are offering customers things they really don't want or need.

Leverage human resources - not just technology - to bridge the gap between raw data and actionable insights.

Dan Horan offers distributors a pragmatic way to narrow the gap between their current brand and their ideal brand.

Your outside sales reps are your most expensive resource. Here's how to increase sales productivity and ROI.

This is the second part of a four-part series on distributor branding.

Benchmarks help distributors identify where they're furthest behind their most innovative peers.

IRCG Associate Consultant Dan Horan argues that a company brand is defined by much more than its logos or letterhead.

Don't let your enthusiasm for the latetst and greatest technology outpace your understanding of what your customers want.

Are you ignoring customers that have bought from you once and never came back? You may be missing out.

There's nothing wrong with a "lifestyle" approach to management... unless you want your business to grow beyond your own contributions.

Specialized sales roles are more efficient and effective, as the medical industry well knows.

Loyal customers will give reps the opportunity to fix problems when they arise.