Even—or especially—in tough economic times, investing in your organization’s customer service function is critical for...
3 Key Ways Excellent Customer Service Benefits Distributors
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5 Ways Senior Leadership Can Inspire a Top-Performing Sales Culture
Developing a healthy sales culture starts at the top with senior leadership. The leadership you provide can have a...
The Top 10 Things a Sales Rep Should Never Say to a Sales Manager
My brother and I were chatting in the Atlanta airport on our way to a meeting in Phoenix a few weeks ago and I...
What Are Soft Skills and Why Should You Care?
We know we need to be looking for people with the right skills when we add new members to our teams. But companies who...
Sales Effectiveness Tip: Create the Perfect Email Meeting Invite
Great salespeople should always be looking for ways to improve their sales effectiveness. But sometimes it’s tweaking...
3 Ways to Maintain a Customer Focus in a Digital Age
Are you keeping a customer focus in today’s digitized world? Technology is quickly shifting the industrial...
4 Ways Sales Leaders Can Make or Break the Company Sales Culture
Lou Gerstner, retired CEO of IBM once said, “Fixing culture is the most critical – and the most difficult – part of a...
5 Ways Your Salespeople Are Wasting Time
According to a study cited by Forbes, sale reps on average spend less than 36% of their time on revenue generating...
4 Tips for Finding Industrial Salespeople Who Can Sell Value
Our clients in industrial distribution are constantly telling us that it’s difficult to find the right people for the...
5 Things That Kill Your Sales Leadership Productivity
The role of a sales leader is straightforward (in theory): to lead a sales team to produce profitable revenue. In...