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What’s Missing in Amazon’s B2B Strategy

Written by Mike Marks on Monday, 13 March 2017. Posted in Distribution

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.

New Download: The Distribution Sales Rep of the Future

Written by Mike Marks on Thursday, 23 February 2017. Posted in Distribution

New Download: The Distribution Sales Rep of the Future

To give you a taste of of our upcoming Sales GPS event, we’ve put together a new whitepaper: The Sales Rep of the Future, now available for free download.

Distributors: Take the Long-Term View

Written by Mike Marks on Thursday, 16 February 2017. Posted in Distribution

Distributors: Take the Long-Term View

On a daily basis, you can get news on mergers and acquisitions and the quarterly reports of publicly traded companies. And it seems like every week a new report comes out outlining new industry trends.

Are Your Salespeople Market-Makers or Market-Servers?

Written by Mike Marks on Monday, 16 January 2017. Posted in Distribution

Are Your Salespeople Market-Makers or Market-Servers?

Is your field sales team filled with market-makers or market-servers?

Most distributors would answer that question with “market-makers.” But they would be wrong.

Management- vs. Self-Directed Sales Reps – What’s the Difference?

Written by Mike Marks on Tuesday, 13 December 2016. Posted in Distribution

Management- vs. Self-Directed Sales Reps – What’s the Difference?

The field sales function has been largely self-directed, with salespeople typically making their own decisions about how and where they go to market. Distributors must shift to a management-directed sales model.

3 Reasons the Field Sales Role Must Change

Written by Mike Marks on Thursday, 01 December 2016. Posted in Distribution

3 Reasons the Field Sales Role Must Change

Historically, the distribution sales process has been largely artisan – with field salespeople making their own decisions about how they go to market with little oversight from sales management. Here are three reasons why that has to change.

Distribution Executives: You're Invited to Sales GPS

on Tuesday, 15 November 2016. Posted in Distribution

Distribution Executives: You're Invited to Sales GPS

Join IRCG, Modern Distribution Management and your peers at Sales GPS on March 1-2 in Austin, TX, to reimagine the distribution sales model, and get the tools you need to transform your business to one that is more responsive to rapidly changing customer needs.

Mike Marks to Present 4 Courses at 2017 University of Innovative Distribution (UID)

on Friday, 28 October 2016. Posted in Distribution

Mike Marks to Present 4 Courses at 2017 University of Innovative Distribution (UID)

The University of Innovative Distribution (UID) has opened registration for its March 2017 program. IRCG's Mike Marks is a permanent faculty member at UID, and will be presenting four courses.

What Separates Market-Driven Distributors from the Competition

Written by Mike Marks on Friday, 07 October 2016. Posted in Distribution

What Separates Market-Driven Distributors from the Competition

One distinction stands above all others in separating market-driven distribution companies from the competition: They set internal priorities based on an external, market perspective.

How to Play to Win – Not to Not Lose

Written by Mike Marks on Wednesday, 21 September 2016. Posted in Distribution

How to Play to Win – Not to Not Lose

Every distributor says they are different because of their service and their people. But those are not differentiators: They are just the ante to play. If you have both, you get to bid. But if that’s your strategy, you’re going to be stuck competing on price.

Changing Your Sales Comp Plan? Communication is Key

Written by Mike Emerson on Wednesday, 07 September 2016. Posted in Distribution

Changing Your Sales Comp Plan? Communication is Key

If you embark on changes to your sales compensation plan, remember: Communication is key.

Featured in MDM: Work on Your Business, Not Just In It

on Wednesday, 24 August 2016. Posted in Distribution

Featured in MDM: Work on Your Business, Not Just In It

IRCG’s Mike Marks wants distributors to be proactive, not reactive, about finding and acting on opportunities. That’s his message in two different recent articles featured on MDM.com.

How Distributors Should Respond to Nontraditional Competition

on Thursday, 09 June 2016. Posted in Distribution

How Distributors Should Respond to Nontraditional Competition

Distributors are fighting wars on multiple fronts, according to a recent panel moderated by IRCG at the National Association of Electrical Distributors (NAED) annual meeting, and they must respond with a fresh approach to compete effectively.

What Separates Distributors from the Pack

on Friday, 27 May 2016. Posted in Distribution

What Separates Distributors from the Pack

IRCG’s Mike Marks recently moderated a panel discussion at the 2016 National Association of Electrical Distributors (NAED) annual convention. The topic was "Are You Predator or Prey?" Panelists discussed how distributors are responding to the increasing pace of disruption in the electrical distribution industry.

When Should Distributors Invest in Analytics?

on Thursday, 26 May 2016. Posted in Distribution

When Should Distributors Invest in Analytics?

In which part of the business cycle should distributors invest in analytics? IRCG Managing Partner Mike Marks and PROS Director of Industry Marketing Sean Duclaux addressed this question and more in the recent National Association of Wholesaler-Distributors webinar “Realizing Revenue and Profit Growth for Wholesale Distributors.”

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