Key Accounts are a sizable and important segment for most mid-sized and larger distributors. While the exact definition of key accounts differs depending on the distributor, we’ll define key accounts as large volume customers with multiple locations (e.g., branches, dealerships) that span multiple sales territories or regions. Key accounts often involve multiple buyers and influencers […]
Andrew Horvath
How Remote Should Your Remote Sales Team Be?
The pandemic caused a major shift in the deployment of sales, marketing and service teams. Over the past year, field sellers moved inside, either to a socially distanced office or to their home offices. As pandemic-related restrictions continue to lift, many sellers are returning to the field. Distribution has been a highly relationship-based industry, so […]
