Now That You Know Your Breed, What's Next?
Last week, we discussed about the differences between a Volume and Value-Add distributor. So what has that got to do with sales? Is there...
What Is Your Breed?
In the distribution business, they are different types of distributors ranging from electronics, information technology, retail etc......
Ever Heard of Commodity Syndrome?
In our last post, we shared the reasons why distributors have a justified existence and also peeked into the differences between a...
Why Are There Distributors?
In the coming weeks, we will be focusing on a series of topics surrounding distributors, what issues their sales are facing, and what...
Not Hitting Sales Quotas - Is It Always About Poor Sales Performers or No Detailed Planning?
Whenever you hear that a sales team or person fail to meet or exceed their sales quota, it is often very easy to point finger to say that...
Do You Need More Headcounts or Thoughts?
Often hear many companies tell their managers, or partners – “Add more headcounts to generate more sales”. Is this really true? While...
Time To Revisit Our Sales Process?
We all know that the dynamics of change in the market is prominent. The way a sales person engages a customers, from hard selling, to...
