The COVID-19 pandemic has changed B2B sales forever. Remote selling has become the norm, and, according to McKinsey, more than 80% of B2B professionals expect remote selling to stay with us. This is an inflection point in B2B sales. To remain competitive, B2B sales organizations can reassess their sales infrastructure and identify new strategies to […]
Gary Clark
The Sales Infrastructure That Adapts to Changing Demands
Agile manufacturing is a well-understood concept that allows companies to compete more efficiently by adapting quickly to changing customer and market needs. Just as you have to compartmentalize and adapt production processes for agile manufacturing, distributors can create a compartmentalized sales infrastructure that adapts to changing demands. When you consider how complex and fragmented industries […]
Keys to Adopting a Customer-Centric Distribution Sales Strategy
Market research shows that business-to-business selling continues to evolve and the purchasing journey has changed drastically in recent years, hence the need for a customer-centric distribution sales strategy. B2B buyers are smarter and understand more about their procurement needs than ever before, requiring sellers to be more agile and adaptable to meet their needs. Research […]
Adopting a Customer-Centric Distribution Sales Strategy
Market research shows that B2B selling continues to evolve and the purchasing journey has changed drastically in recent years. B2B buyers are smarter and understand more about their procurement needs than ever before, requiring sellers to be more agile and adaptable to meet their needs. Research from Gartner shows that B2B buyers don’t want to […]
