Distribution

How Often Should Sales Reps Call on Customers?

How Often Should Sales Reps Call on Customers?

Written by Mike Marks on Monday, 01 October 2018.

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...
Free Webinar w/Zilliant: Restructuring Your Sales Team When Incorporating eCommerce

Free Webinar w/Zilliant: Restructuring Your Sales Team When Incorporating eCommerce

Written by Mike Marks on Monday, 24 September 2018.

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...
Distributors: Get Out of Your Echo Chamber

Distributors: Get Out of Your Echo Chamber

Written by Mike Marks on Monday, 06 August 2018.

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...
In the News: 5 Things Your Customers Need Less Of

In the News: 5 Things Your Customers Need Less Of

Written by Mike Marks on Wednesday, 18 July 2018.

Most distributors are offering customers things they really don't want or need.
In the News: To Successfully Leverage Data Think People, Not Technology

In the News: To Successfully Leverage Data Think People, Not Technology

Written by Mike Marks on Monday, 25 June 2018.

Leverage human resources - not just technology - to bridge the gap between raw data and actionable insights.
3 Steps to a More 'Intentional' Brand

3 Steps to a More 'Intentional' Brand

Written by Dan Horan on Thursday, 17 May 2018.

Dan Horan offers distributors a pragmatic way to narrow the gap between their current brand and their ideal brand.
5 Ways to Improve Sales Productivity

5 Ways to Improve Sales Productivity

Written by Mike Marks on Thursday, 03 May 2018.

Your outside sales reps are your most expensive resource. Here's how to increase sales productivity and ROI.
The Difference Between Good Branding and Great Branding

The Difference Between Good Branding and Great Branding

Written by Dan Horan on Wednesday, 25 April 2018.

This is the second part of a four-part series on distributor branding.
In the News: 7 Qualities of a Digital Distributor in 2020

In the News: 7 Qualities of a Digital Distributor in 2020

Written by Mike Marks on Tuesday, 17 April 2018.

Benchmarks help distributors identify where they're furthest behind their most innovative peers.
What Makes a Brand in B2B?

What Makes a Brand in B2B?

Written by Dan Horan on Tuesday, 03 April 2018.

IRCG Associate Consultant Dan Horan argues that a company brand is defined by much more than its logos or letterhead.
In the News: A Cure for Technology 'Analysis Paralysis'

In the News: A Cure for Technology 'Analysis Paralysis'

Written by Mike Marks on Wednesday, 07 March 2018.

Don't let your enthusiasm for the latetst and greatest technology outpace your understanding of what your customers want.
How to Turn Spot Buys into Repeat (and Profitable) Customers

How to Turn Spot Buys into Repeat (and Profitable) Customers

Written by Mike Marks on Monday, 26 February 2018.

Are you ignoring customers that have bought from you once and never came back? You may be missing out.
In the News: The Risks of a Stagnant Management Style

In the News: The Risks of a Stagnant Management Style

Written by Mike Marks on Tuesday, 20 February 2018.

There's nothing wrong with a "lifestyle" approach to management... unless you want your business to grow beyond your own contributions.
A Lesson in Role Specialization from Your Doctor’s Office

A Lesson in Role Specialization from Your Doctor’s Office

Written by Mike Marks on Wednesday, 24 January 2018.

Specialized sales roles are more efficient and effective, as the medical industry well knows.
The Economic Value of Customer Trust

The Economic Value of Customer Trust

Written by Mike Marks on Thursday, 11 January 2018.

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