Sales & Marketing
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A Key Grainger Manager Moves into U.S. Sales and Onsite Services Leadership Role
Brian Walker most recently served as chief product officer, where he oversaw Grainger’s technology priorities, including its digital platforms and Grainger.com.
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When AI Threatens Your Core Value Proposition: What Distribution Leaders Can Do Now
Your value proposition is based on a set of market assumptions, and AI has the potential to upend those assumptions.
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Stop Competing on Price: How Distributors Can Sell Execution Value
In a volatile market, buyers rely on the partner who helps them execute reliably and confidently when conditions change.
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Sales Onboarding That Works: How Distributors Can Ramp New Reps Faster and Better
Winning the complex sale isn’t about heroics—it’s about a system that works across the entire sales cycle.
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Sales Onboarding That Works: How Distributors Can Ramp New Reps Faster and Better
In distribution, onboarding’s not as simple as handing over a laptop and a pricing strategy.
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Tariffs Increase Working Capital Risk: Simple Ways to Spot Exposure
Tariff shifts hit the front lines first, long before ERP rules adjust, and that mismatch triggers early buys, overrides, and inventory drift. If it goes unseen, capital gets trapped for an entire quarter. This piece breaks down the early warning signs any distributor can spot in under an hour. Quick Checklist: Spotting Tariff-Driven Working Capital…
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Amazon’s New AI Agents Raise Customer Service Stakes for Distributors
The new capabilities signal how agentic systems may eventually take on larger portions of troubleshooting, quoting, and multi-step service workflows.
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Proton.ai, Revenue Optics Partner to Update Distributors’ Inside Sales Model
Both companies are expanding to support additional customers.
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The Talent Imperative: Why Investing in Frontline Sales Talent Is the Key to Distributor Growth
This article makes the case for a strategic shift: treating sales talent not as a cost center, but as a growth engine.
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Global Industrial Builds Momentum with Growth in Key Accounts and Stronger Margins
The distributor said sales rose 3.3% in the third quarter to $353.6 million, marking its second straight period of revenue growth.