Home >> Tag Archives: Sales and Marketing

Tag Archives: Sales and Marketing

How to Get Your Online Marketing Efforts Back on Track

By Brian Bluff Over the past 18 months we have audited the online marketing efforts of over 175 distributors and manufacturers. For the most part, these companies are in the same boat – digital marketing has become more difficult than a single person or skill set can handle and the company doesn’t have a plan. The aim of this article ...

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What Does a Winning Sales Strategy Look Like in 2015?

By Ryan Estis The sales techniques that most small business owners and sellers relied upon ten (or even five) years ago have stopped working. Customers have changed. We’re living in the middle of a major market transformation. Sales are changing more right now than it has in the past 100 years. Today, selling is about getting referred and getting found. ...

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Six Surprising Reasons to Enhance Your Business Ethics

By Jeff Havens Business ethics are usually boring. I know that when you read the word ‘ethics,’ a little tiny piece of your soul dies. “Why do people always want me to be ethical?” I can hear you shouting. “Why can’t I just do whatever I want and plunder the world like my Vikings ancestors of yore?” Well you can ...

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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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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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