Market leaders have the brand, the budget, and the network. They also have the complacency and bureaucracy that come with size. Here is how an independent distributor turns that into an advantage.
Your lead generation is not broken. It is built on the wrong expectations. Four traditional tactics that disappoint distributors, and how to reshape each one so it fits how distribution actually sells.
Traditional Lead Generation for Distribution Does Not Work Read Post »
When your website promises a strategic partner and your sales rep pitches products, prospects are forced to reconcile two messages. Most of them choose neither.
Why Sales and Marketing Alignment Isn’t Optional Anymore for Distributors Read Post »
Most CRM projects crack during planning, when sales and marketing never agree on what they are trying to accomplish together. Fix that first and the rest of the implementation has a chance.
Not everyone in your pipeline is ready to buy. Lead scoring tells your sales team which leads are sales-ready so they stop chasing the ones that are not.
Lead Scoring — Close Sales More Quickly and Easily Read Post »
Distribution is crowded with competitors selling the same products and using the same platitudes. If you really are the best at something, here are six ways to make sure your customers know it.
6 Ways to Stand Out in a World Full of Sameness Read Post »
