Account Management & Inside Sales
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How to Cultivate a Real Customer-Centric Culture
How distributors can set themselves on the right CX path.
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How to Implement the Right Customer Service Automation Solution for Your Company
Here’s a framework for distributors for selecting customer service automation solutions.
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6 Keys to a Successful Proactive Inside Sales Program
Selecting the right support, technology and people for a successful inside sales program.
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How to Build Key Account Plans That Get Results
Check out this key account management process that gets results for distributors.
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3 Inside Sales Models That Sell
Businesses must have clear expectations of this role if they want to maximize growth opportunities. Here are three inside sales models that are working for distributors looking to build a more proactive role for their inside sales teams:
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How Technology Enables Sales Reps (Instead of Replacing Them)
With the right technology, sales teams can produce better results — for the customers, the sales reps and your bottom line.
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Why Sales Reps Go Straight to Price: 3 Challenges in Selling Value
We talk a lot about the importance of sales reps’ selling value, rather than going directly to price.
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The Art of Sales Prospecting When You Can’t Be There: A New Challenge for Field Sales in Distribution
Distributors’ field sales teams are adapting to a new way of reaching prospects now that they cannot just get in the car to visit in person.
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6 Keys to Outbound Success with Proactive Inside Sales
When most distributors talk about inside sales, they are usually referring to customer service agents. Yet, customer service personnel are generally more reactive than sales agents, because their goals are to make customers happy and solve problems.
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Wholesale Change Show: Are Inside Salespeople Really Salespeople? (June 10, 2020)
Distributors often call their customer service personnel, “Inside Sales Salespeople” – but are they?