Sales & Marketing
-
Your Customers Want Email … But It Has to Be Relevant
Print is not as universal as it once was (though it’s still very relevant for some customers), and even in-person sales rep visits, long considered the gold standard of customer-relationship building in distribution, are declining in popularity in today’s efficiency-driven market. In fact, 20 percent of customers we surveyed said they want a sales rep…
-
Customers Don’t Always Want a Field Sales Rep, So Now What?
As the world of distribution continues to shift to digital, the way that customers want distributors to communicate with them is shifting as well. To gain a better understanding of these changes, Real Results Marketing has surveyed more than 10,000 of distributors’ customers across diverse sectors and geographies. The goal of this ongoing Shopping and…
-
Podcast: Do You Know What Your Customers Want?
Jonathan Bein, managing partner of Real Results Marketing, spoke with Lindsay Young on the 3 Aspens Media podcast, Attract. Engage. Grow., about the importance of understanding what your customers want.
-
Best Practices in SEO for B2B Distributors
With all of these websites, how can your site stand out from the competition? Why would someone choose to click on a link to your site? About 90 perfect of Google traffic comes from page one placement in search results. Conversely, less than 10 percent click on the second page of the search results. At…
-
2017 State of Distributor Marketing, part 2: Distributors Lack Marketing Differentiation
Most distribution companies take a similar approach to touting their position in the supply chain, with 80 to 90 percent of distributors believing their value proposition contains at least one of the following attributes: product selection and availability, speed of delivery and pre-sales or post-sales expertise.
-
2018 State of Distributor Marketing, Part 1: Move to Digital Continues
While distributors are growing their use of digital vehicles, it may not be quickly enough. Many still rely on trade shows, print flyers and branch-based events despite customers’ decreasing preference for these channels.
-
2017 State of Distributor Marketing, part 1: Distributors Increase Search Marketing Efforts
This article examines how distributors across sectors approach marketing, what they consider the most effective channels to be and the frequency with which they conduct their different marketing vehicles.
-
Inside Sales in 2017: Survey Results
69% of inside sales people are spending less than 10% of their time making proactive outbound calls. They are spending the majority of their time doing after sale support, order entry and pre-sale support.
-
How Do You Identify the Top Variables That Help You Sell More?
An analysis of distributor data often identifies a dozen or more variables, or markers, that segment customers in certain ways.
-
What the Executive Suite Needs to Know About Marketing Automation
To be successful, you need to make the case that your plan serves the company’s – and management’s – best interests. Emphasize results, not features, and be ready to make your business case with numbers and support from your counterparts in sales, customer success, and other stakeholders.