Distribution

5 Value Drivers That Don't Involve Cutting Prices

Written by Mike Marks on Monday, 29 October 2018.

5 Value Drivers That Don't Involve Cutting Prices

Most customers will ask for a price cut if you ask them how you can provide more value. But discounts are the surest way to erode margins and start a race to the bottom.

How Often Should Sales Reps Call on Customers?

Written by Mike Marks on Monday, 01 October 2018.

How Often Should Sales Reps Call on Customers?

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 existing customers.

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

Written by Mike Marks on Monday, 24 September 2018.

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

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 watch our free webinar: Restructuring Your Sales Team When Incorporating eCommerce.

 

Distributors: Get Out of Your Echo Chamber

Written by Mike Marks on Monday, 06 August 2018.

Distributors: Get Out of Your Echo Chamber

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 working and what isn't. They also focus a lot on the day-to-day minutia without seeing the big picture.

In the News: 5 Things Your Customers Need Less Of

Written by Mike Marks on Wednesday, 18 July 2018.

In the News: 5 Things Your Customers Need Less Of

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

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

Written by Mike Marks on Monday, 25 June 2018.

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

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

3 Steps to a More 'Intentional' Brand

Written by Dan Horan on Thursday, 17 May 2018.

3 Steps to a More 'Intentional' Brand

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

Written by Mike Marks on Thursday, 03 May 2018.

5 Ways to Improve Sales Productivity

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

Written by Dan Horan on Wednesday, 25 April 2018.

The Difference Between Good Branding and Great Branding

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

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

Written by Mike Marks on Tuesday, 17 April 2018.

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

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

What Makes a Brand in B2B?

Written by Dan Horan on Tuesday, 03 April 2018.

What Makes a Brand in B2B?

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'

Written by Mike Marks on Wednesday, 07 March 2018.

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

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

Written by Mike Marks on Monday, 26 February 2018.

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

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

Written by Mike Marks on Tuesday, 20 February 2018.

In the News: The Risks of a Stagnant Management Style

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

Written by Mike Marks on Wednesday, 24 January 2018.

A Lesson in Role Specialization from Your Doctor’s Office

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

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