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Sales and Marketing

Want to Grow? MARKET!

Here’s a simple, tragic truth about the vast majority or distributors and manufacturers: not enough prospective buyers know about your company and the wonderful things you can do to help them.

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Professional Skills for Material Handling Distributor Sales Managers

By Gary T. Moore In the 1992 movie Glengarry Glen Ross, actor Alec Baldwin portrays a hard-nosed sales manager. His basic sales management skill is to threaten and intimidate salespeople! In the 1934 Thomas Wolfe novel You Can’t Go Home Again, a sales manager’s only apparent skill is cheerleading. At the end of an emotional sales speech, he faces the ...

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MHEDA Suppliers Recognize Best of the Best Dealers

MHEDA is proud to recognize its members who have been identified by their manufacturers and suppliers as Top Distributors. MHEDA distributors are routinely ranked among the best in the world. The affinity programs, education, networking opportunities, publications and more that the association offers are valuable resources for material handling distributors. With MHEDA’s resources at their disposal, these already great distributors ...

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Search Engine Marketing Value Proposition

How Big is the Opportunity and How Much Will it Cost? By Brian Bluff Generating more leads is the first step to growing sales. In the absence of an ecommerce enabled website, an Internet marketer’s job is to use your website to drive leads. That grows sales and directly impacts your bottom line. There are practically as many strategies for ...

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What Looks Good on Paper

By Doug Cartland I’m not kidding… A contractor needed to tear down a house to start a new construction a few years ago in Georgia. He showed up, looked the job over, revved up his machinery and proceeded to tear down the wrong house. Really! The wrong house! Someone was living there (thankfully not at home at the time). If ...

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An Expert, Advisor, Resource and Single Point of Contact

By Warren Greshes I recently conducted a webinar on “Effective Prospecting Skills.” As part of the process, attendees were able to type in and submit questions online before and during the webinar. The question that popped up most often was, “How can we convince our customers and prospects of the value of paying fair market prices or slightly more for ...

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