Distribution

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.
In the News: The 'Amazon Effect' Hits Distribution M&A

In the News: The 'Amazon Effect' Hits Distribution M&A

Written by Mike Marks on Tuesday, 02 January 2018.

Distribution markets remain fragmented, and disruption is fueling M&A activity.  
IRCG's Top 5 Most-Read Blogs of 2017

IRCG's Top 5 Most-Read Blogs of 2017

Written by Mike Marks on Wednesday, 20 December 2017.

Throughout 2017, Indian River Consulting Group's Insights blog kept you informed. Here are 2017's most-read posts.
3 Distribution Trends to Take Advantage of in 2018

3 Distribution Trends to Take Advantage of in 2018

Written by Mike Marks on Wednesday, 06 December 2017.

Distributors playing to win in 2018 – not just to not lose – must be proactive.
In the News: How (Not) to Respond to Amazon

In the News: How (Not) to Respond to Amazon

Written by Mike Marks on Wednesday, 22 November 2017.

In the wake of Amazon's announcement that it will offer a Prime option with unlimited free two-day shipping to Amazon Business customers, some distributors may react...
In the News: Marks Compares Lighting Distribution to the 'Wild West'

In the News: Marks Compares Lighting Distribution to the 'Wild West'

on Monday, 06 November 2017.

The lighting distribution market is rife with change. In a recent interview with LightED Magazine, Indian River Consulting Group's Mike Marks called the market “the wild, wild...
What Is the Best Inside-To-Outside Sales Ratio?

What Is the Best Inside-To-Outside Sales Ratio?

Written by Mike Marks on Wednesday, 25 October 2017.

The ideal ratio for inside sales to outside sales ranges from 1:1 to around 10:1. To find your ideal ratio, consider the current reality inside your company and that of others...
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