Moving Prospects Through Your Pipeline – Part 1
Most companies write content, post it, and hope the right person sees it at the right time. But did you know that, instead of merely hoping for good results, you can map your content so it’s [...]
Your Value Lies in Your Problem-Fixing Abilities
Logically, you would initially believe that most communication from your sales and marketing departments should revolve around your products, their features, and why they should be purchased from you. Up until recently, in fact, this approach [...]
Creating Buyer Personas
To understand who your prospects and customers really are, and which message or communication each should receive from your company, let's talk about creating your buyer personas. The Best Buyer Persona Tool for Distributors My [...]
Digital Sales & Marketing in Distribution
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 [...]
Aligning the Sales and Marketing Teams in Distribution
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 [...]
New Year, New Normal
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 [...]
Can a Strong Digital Infrastructure Guarantee a Company’s Longevity?
Most distribution companies have always thrived in face-to-face sales and traditional methods of advertising and marketing, until now.In a world where technology has made so many things easier for us, it has made gaining leads and [...]
How to Create a Marketing Budget That Guarantees a Return on Your Investment
Many distributors struggle when trying to figure out how to create a marketing budget. They're just not sure what they'll need or what it will cost. If you read my previous blog post, you’re familiar with [...]
When it Comes to Your Digital Advertising Spend, You Have to Walk Before You Run
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 [...]
3 Steps Toward Getting Your Customers Familiar With Your Website
Getting customers familiar with your website means being able to get customers to revisit your website. Customers revising your website means there is a greater chance they'll consider using your products and services. There’s no denying [...]