Industry Insights

  When you’re an independent distributor going up against an established market leader, the challenge to compete successfully can feel overwhelming. Your competitor has brand recognition, deeper pockets, broader distribution networks, and seemingly every advantage that matters in your industry. But being the underdog gives you unique opportunities that giants simply can’t replicate! I’m currently […]

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

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

Let’s face it. The distribution industry has become crowded with competitors who sell the same products and use the same platitudes about how they’re the best. Platitudes fall on deaf ears, but if you ARE the best at what you do with something valuable to offer your customers and prospects, they want to know about