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.
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 »
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 »
Change is uncomfortable, especially in distribution. But the question is not whether you have time to change. It is whether you have time not to.
Buyers are Changing. Are You? Read Post »
Buyers tune out messaging that is all about you. Focus on the goal or struggle each buyer is dealing with and you will stand out immediately.
How Distributors Capture and Keep a Buyer’s Attention Read Post »
Product research and purchasing have moved online, and distributors who go all in on digital sales enablement are seeing the results. Here is what two of them learned.
Buyers are Searching for Your Solutions and Services Read Post »
