Articles tagged with: Wholesale distribution

Video: How to Stress Test Your Business in Times of Crisis

Written by Mike Marks, Mike Emerson on Monday, 23 March 2020.

Video: How to Stress Test Your Business in Times of Crisis

In a recent video conversation with Dirk Beveridge of UnleashWD, Indian River Consulting Group’s Managing Partner and Founder Mike Marks and Partner Mike Emerson spoke about how to manage next steps in the time of the COVID-19 pandemic.

What’s Missing in Amazon’s B2B Strategy

Written by Mike Marks on Monday, 13 March 2017.

What’s Missing in Amazon’s B2B Strategy

A lot of distributors are worried about Amazon’s growing influence in B2B markets. Despite Amazon’s replacement of AmazonSupply with the somewhat less-threatening Amazon Business in 2015, the increased competition in B2B markets created by Amazon Business still outweighs the new selling opportunities it has created.

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 make goals easier to accomplish. The best tools in the world will not make up for bad behavior.

The Sales Manager’s Best Friend

Written by Steve Deist on Tuesday, 30 September 2014.

Steve Deist

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 or management processes that are critical. In short, they don’t have the tools to get the job done. Start with your foundation: set clear sales objectives, apply uniform measurements for accountability and institute a baseline sales management structure.