Who Does What and Why When you think about the responsibilities between marketing and sales, it seems fairly straightforward. Marketing ignites interest, while the sales team is responsible for getting people to buy. Traditionally the responsibilities [...]
Today the sales function in distribution is experiencing quite a challenge. Buyers are hard to reach. Salespeople can't visit like they used to, and even for areas where in-person visits are encouraged, salespeople are often [...]
Change is Inevitable, but Where do You Start? We've known for a while now that innovation and digital technology are critical to almost any company's success—perhaps every company. Still, many distributors held off on investing [...]
Distributors are often very wise about using resources sparingly. Their decisions are well thought out and based on their bottom-line, except when it comes to digital advertising, technology and digital innovation. I've been seeing a lot [...]
The idea of an article about how sales can assist marketing may seem like an anomaly to most. But, one of the most significant disconnects I've seen is the perception that marketing isn't involved with, or [...]
Most industries (not distribution) have been taking significant strides toward integrating their sales and marketing departments into what is now known as the Sales and Marketing Team -- two separate departments working as one team. [...]
What is Sales and Marketing Alignment? In a nutshell, sales and marketing alignment comes down to the marketing team creating content that successfully generates prospects, and the sales team successfully converting those prospects into customers. [...]
Marketing should be treated as a profit center, even in distribution companies. Sure it's an investment, but when done correctly, it will produce a measurable return in the form of qualified leads that can convert into bankable sales.
The marketing and sales teams share the same primary goal of increasing revenue by increasing sales. The best way to do this is to give your sales team a smart marketing team [...]
In the distribution industry, there's panic in the air. The most read stories of 2017 revolve around how Amazon is overtaking your industry, and the solution offered most often is to get innovative and up [...]