Author: Mark Dancer, NAW Institute for Distribution Excellence Fellow

Distributors in the Digital Era
Create New Value That Is Measurable, Meaningful and Unmatched
Create New Value That Is Measurable, Meaningful and Unmatched-Distributors in the Digital Era #19

When you decide to acquire and adopt a digital tool, it is the beginning of a process, not the end. Getting results from digital investments requires you to focus on building capabilities. Without equal investment and smart coordinated planning around people, processes and digital tools, your company will fail to reap the benefits of its […]

Distributors in the Digital Era
Where Does Social Media Fit Within Your Business?
Where Does Social Media Fit Within Your Business?-Distributors in the Digital Era #18

Among all digital tools, many distributors are most skeptical about the practical benefits that their business can achieve using social media. E-commerce platforms are necessary to intercept customer buying preferences and to keep pace with disruptive channels. Advanced analytics can identify opportunities and reduce inefficiencies. CRM and marketing automation tools help track progress with customers […]

Distributors in the Digital Era
Innovation Turns the Table on Amazon
Innovation Turns the Table on Amazon-Distributors in the Digital Era #17

Distributor leaders are rightly concerned that disruptive online marketplaces like Amazon are attracting customers and winning business. Many are seeking to implement state-of-the-art e-commerce platforms to have a shot at competing on a disruptor’s terms. There is another path, one that involves offering new value for customers that is not offered by disruptors. This path […]

Distributors in the Digital Era
Are You Calling the Right Plays for Sales Success?
Are You Calling the Right Plays for Sales Success?-Distributors in the Digital Era #16

More and more of the time, winning at sales is not about hiring experienced salespeople and letting them do the things that have always made them successful. Rather, it’s about working together as a team, identifying the sales activities that are essential for achieving your unique goals, leveraging digital tools to help salespeople execute those […]

Distributors in the Digital Era
Digital Progress Requires New Channel Partnerships
Digital Progress Requires Reinvented Channel Partnerships -Distributors in the Digital Era #15

In my conversations with leaders, I frequently find that distributors and manufacturers are adopting and using digital tools for their own benefit, but are not sharing their accomplishments and plans with each other. This reality is bad for both partners, because it can lead to distrust and declining commitment to long-standing partnerships. The way forward […]

Distributors in the Digital Era
Digital Era 14
Inside Sales Teams Drive Excellent Customer Experience-Distributors in the Digital Era #14

Your inside sales team offers unique and powerful ways to align your customer services and solutions with the new ways your customers are operating in today’s highly competitive markets. In part, this is because inside sales teams, by their nature, work through digitally-enabled and virtual processes that are very much in line with customer expectations […]

Distributors in the Digital Era
Insides Sales Improves Profits and Grow Sales-Distributors in the Digital Era #13
Inside Sales Teams Improve Profits and Grow Sales-Distributors in the Digital Era #13

If you aren’t looking to add or expand to your inside sales team, you are missing a proven opportunity for driving sales and profits. Inside sales teams are fully capable to generate leads, sell technical products and manage high-value accounts. These are the lessons I learned last week at the American Association of Inside Sales […]

Distributors in the Digital Era
What Manufacturers Say About Digital Tools
What Manufacturers Say About Digital Tools-Distributors in the Digital Era #12

For suppliers, channel management is about designing programs and partnering policies that create a two-way exchange of values, not just with customers, but with their best distributors. More and more, manufacturers use digital tools to turbocharge these efforts. If your best suppliers are not talking with your business about how to leverage digital tools for […]

Distributors in the Digital Era
NAW-Drive-Organic-Sales-Growth
You Can Drive Organic Sales Growth By Up to 25% – Distributors in the Digital Era #11

Middle-performing salespeople—not your top performers—are the key to driving untapped sales growth from a sales team. Top performers set the standard for what is achievable by any team, and it is not uncommon to find that the average middle performer delivers results that are about 60% of what a top performer achieves. Most often, it […]

Distributors in the Digital Era
Digital Sales Builds on Inside Sales Expertise
Digital Sales Builds on Inside Sales Expertise -Distributors in the Digital Era #10

As a channel, Digital Sales is a new concept, best practice, or essential capability, depending your level of progress toward building a digital vision and enabling your sales team. When fully deployed, a digital sales channel is built around the creative use of what is traditionally known as inside sales, powered by a full suite […]