Industry Insights

Why Traditional Tactics Stall—and How to Fix Them Without Starting From Scratch Distributors, are you solving your customers’ pain points? Of course you are, or you wouldn’t be in business. But here’s what I keep noticing: distributors are investing in lead generation tools, partnering with agencies, and launching campaigns based on traditional B2B playbooks—and then […]

Sales and Marketing Alignment Isn’t Optional Anymore for Distributors Why are Sales and Marketing still playing from different playbooks? Is it a communication problem? I think so. More importantly, though, it’s a profitability problem. When your sales team focuses on products and technical know-how, but your website leads with messaging about solutions and strategic partnerships,

In researching CRM success in distribution I found an article written by my colleague, Brian Gardner, wrote an article earlier this year about CRM implementation, where he said: “Business leaders often get started on a CRM project, choose the solution with the most bells and whistles, follow directions to a T, and then wonder why

You’re bound to attract more visitors to your website when you optimize your content for search engines. But to convert those visitors into leads and buyers, take it a step further with some easy-to-do personalization. Personalizing sales content on your website means taking an already robust solution — content marketing — and tailoring it to

What is Lead Scoring? Lead scoring is a function of your CRM and marketing automation systems. It assigns points to leads based on their behavior and characteristics and then, based on the lead’s score, alerts the salesperson when that lead is sales-ready. How Lead Scoring Works Lead scoring works by assigning points to leads based

Marketing automation is a catch-all phrase for software platforms designed to share digital sales and marketing collateral effectively. “Work smarter, not harder.” “Let’s do more with less.” You are an anomaly if you haven’t heard (or said) these phrases in the workplace. After all, every company seeks opportunities to be more efficient, productive, and lean.