As a distributor building a digital strategy and creating digital solutions, I’ve worked with advanced and basic software solutions. I’ve been fortunate to be on distribution teams and work with distribution clients over the past 15 years learning sometimes the hard way, the key mistakes to avoid on a digital journey. 1: Mistake of Investing in technology instead of talent The … [Read more...] about How to Avoid Three Big B2B Distribution Digital Death Traps
Technology
Is your experienced associate led pricing model approaching a cliff?
If your winning pricing model is still being led by just your experienced sales team, it is probably time to make changes for the future. I had the opportunity to sit in on an excellent Pricing certification session that kicked off recently with my friends and colleagues leading the session from ACTvantage: Senthil Gunasekaran and Pradip Krishnadevarajan. Senthil and Pradip … [Read more...] about Is your experienced associate led pricing model approaching a cliff?
Embrace Change to Adopt AI and Improve Profits in the Industrial Channel
The concept of digital transformation, let alone AI, as a future driver for your organization is probably a folly unless … You have a leader, and leadership team, which believes in change. There are two key words in the above sentence … “leadership” and “change.” Leadership infers vision, an ability to perceive “need,” an entrepreneurial mentality that desires growth, … [Read more...] about Embrace Change to Adopt AI and Improve Profits in the Industrial Channel
CRM … Today’s Marketing Backbone
Marketing for distribution today requires more nuance than ever before. It is no longer solely counter days, events (especially golf!), flyers, short-term promotions and logoed items. It's more about strategy, analysis, targeting customers, determining messaging, tailoring offers to selected audiences, promoting your value proposition and more. Further, giving a flyer to … [Read more...] about CRM … Today’s Marketing Backbone
Prokeep Helps Capture the Text and Turn it Into Dollars
As distributors seek cost-effective ways to improve customer experience, improve productivity and have a cost-effective sales tool, while doing all of these digitally, Industrial Trends is pleased to welcome our newest partner, Prokeep. Prokeep offers a unique solution to distributors, which can also cost-effectively and easily be used by manufacturer representatives, which … [Read more...] about Prokeep Helps Capture the Text and Turn it Into Dollars
