Every conference has some session about AI. And every reception at every conference has someone asking about what you’re doing with AI. So, imagine being at a conference that is all about AI and where everyone is talking AI 24x7x3. This is what will happen next week at DSG’s Applied AI conference in Chicago. If you are attending get ready to hear from many AI companies about … [Read more...] about Adding a Nudge to Sales Coaching to Accelerate Sales
Sales Channel
Sales Incentives Drive 2026 Goal Achievement
We're almost 50% of the way through the year. Are you almost 50% towards your 2026 sales and profitability goals? If not, now is the time for a quick review. While there may be customer-specific issues, one of the areas that requires a tough self-reflection is asking "is our salesforce performing the way we want them to?" Everyone hems and haws because the reality is some … [Read more...] about Sales Incentives Drive 2026 Goal Achievement
Byrnes Retires from Impactful Career at NetPlus, Leadership Promotions
NetPlus Alliance, the industry buying group with over 400 distributor members, shared a recent press release announcing the retirement of Paul Byrnes and some recent promotions. The NetPlus Headline And the Story After 12 years as a trusted leader at the helm of NetPlus Alliance’s business development team, Paul Byrnes is set to retire in June of 2026. Byrnes is … [Read more...] about Byrnes Retires from Impactful Career at NetPlus, Leadership Promotions
10 Steps to Replacing Hope with a Real Sales Plan
Last month Mark Roberts shared how hope is not a sales strategy. As we enter May, and you are 33% of the way through the year, where are you relative to goals? Are you "just managing"? Slightly ahead? What does your pipeline look like to ensure you are going to exceed your goals? And remember, there are sales goals, strategic goals (you know, the one to support someone's … [Read more...] about 10 Steps to Replacing Hope with a Real Sales Plan
4 Reasons Why Industrial Supply Manufacturers Need Amazon Business
Industrial buyers have been in the midst of change, much of it precipitated since Covid. Generational change in the workplace; utilizing digital tools to buy and manage projects; channel fragmentation. Manufacturers, seemingly always seeking to "meet the quarter" have adapted with website upgrades, product content attribution development, personnel changes, online training … [Read more...] about 4 Reasons Why Industrial Supply Manufacturers Need Amazon Business
Hope Is Not a Sales Strategy (But Most Teams Are Running on It)
While we all know that hope is (or should not be) a sales strategy, most industrial supply sales teams, whether they are distributors, manufacturer reps, or manufacturer direct salespeople, are running on it. Yes, there are planning processes and yes everyone sets goals based upon bottom-up input (until the field's number doesn't match management's expectations (or their … [Read more...] about Hope Is Not a Sales Strategy (But Most Teams Are Running on It)
Distribution Sales Managers: What Top-Performing Sales Teams — And How Leaders Create It
If you lead a sales team for an industrial supply distributor, you already know the pressure. Margins are tight. Competition is aggressive. The number of SKUs continues to grow. We win customers, or current customers leave, for a lower price or faster order turnaround. Customers expect speed, technical accuracy, and competitive pricing. And every year, sales expectations … [Read more...] about Distribution Sales Managers: What Top-Performing Sales Teams — And How Leaders Create It
Gain Industry Insights. Participate in the Q3 Pulse of Industrial Supply Survey
Industrial Supply Trends is continuing our quarterly series of gaining marketplace insights and sharing it with you, helping you benchmark your performance. The Q3 Pulse of Industrial Supply survey is now open, until September 24th. Results will be shared the first week in October. We need input from distributors, manufacturers, and independent manufacturer … [Read more...] about Gain Industry Insights. Participate in the Q3 Pulse of Industrial Supply Survey
AI for Industrial Supply IMR’s
From a tech viewpoint, AI is what companies talk about. Distributors are implementing it or at least discussing it. Not much gets shared within the manufacturer environment but it is well in use. Independent manufacturer reps (IMRs) have also asked the question. Some have dappled. Few are advanced. Most are intrigued but lack expertise and/or are concerned about … [Read more...] about AI for Industrial Supply IMR’s
ISA Member Haggard and Stocking – Acquisition News
A few weeks ago, I was able to do an IST profile on Haggard and Stocking and their history. It was a fun story to write on an Industrial Channel leader who has shown steady growth over the past five decades. As what always seems to happen if right after you write a story the company, they go out and make a big move right after it is published. Haggard and Stocking make an … [Read more...] about ISA Member Haggard and Stocking – Acquisition News
