Industrial Distribution - Sales & Marketing http://www.inddist.com Tue, 10 Nov 2009 08:16:10 MST Sales & Marketing news eng Copyright 2009 Reed Business Information. Subject to its Terms of Use (http://www.inddist.com/info/terms-and-conditions.php) Keeping the sales cycle moving http://www.inddist.com/article/355874-Keeping_the_sales_cycle_moving.php?rssid=20170 http://www.inddist.com/article/355874-Keeping_the_sales_cycle_moving.php?rssid=20170 Tue, 01 Sep 2009 06:00:00 GMT On a list of the “Top 10 Things Salespeople Don't Want to Hear from Customers,” few rank as... Fighting a price war http://www.inddist.com/article/355903-Fighting_a_price_war.php?rssid=20170 http://www.inddist.com/article/355903-Fighting_a_price_war.php?rssid=20170 Tue, 01 Sep 2009 06:00:00 GMT Understanding why customers shop on price can help renew your commitment to selling... Holding on to key customers http://www.inddist.com/article/328837-Holding_on_to_key_customers.php?rssid=20170 http://www.inddist.com/article/328837-Holding_on_to_key_customers.php?rssid=20170 Tue, 25 Aug 2009 15:23:09 GMT Preparation and planning can keep you from losing strategic customers when key salespeople walk... CM consolidates brands into one sales force http://www.inddist.com/article/315030-CM_consolidates_brands_into_one_sales_force.php?rssid=20170 http://www.inddist.com/article/315030-CM_consolidates_brands_into_one_sales_force.php?rssid=20170 Mon, 13 Jul 2009 17:41:42 GMT All hoist and rigging products and brands will be under single sales... The power of business relationships http://www.inddist.com/article/316733-The_power_of_business_relationships.php?rssid=20170 http://www.inddist.com/article/316733-The_power_of_business_relationships.php?rssid=20170 Wed, 01 Jul 2009 06:00:00 GMT Professor Ted Levitt of Harvard University wrote: "The purpose of a business is to get and keep... Making the most customer relationships http://www.inddist.com/article/263845-Making_the_most_customer_relationships.php?rssid=20170 http://www.inddist.com/article/263845-Making_the_most_customer_relationships.php?rssid=20170 Fri, 01 May 2009 06:00:00 GMT Marketing is an underdeveloped science for most distributors, as few seem to have a consistent,... Adopting a positive attitude in tough times http://www.inddist.com/article/263810-Adopting_a_positive_attitude_in_tough_times.php?rssid=20170 http://www.inddist.com/article/263810-Adopting_a_positive_attitude_in_tough_times.php?rssid=20170 Fri, 01 May 2009 06:00:00 GMT Robert H. Schuller wrote a book titled “Tough Times Never Last, but Tough People Do.” Rarely... Prevent sales from waning by pulling customers closer http://www.inddist.com/article/190595-Prevent_sales_from_waning_by_pulling_customers_closer.php?rssid=20170 http://www.inddist.com/article/190595-Prevent_sales_from_waning_by_pulling_customers_closer.php?rssid=20170 Tue, 24 Mar 2009 15:15:27 GMT Now that the good times are gone, salespeople need to get back to the basics they neglected for... Smart distributors know: A recession is a terrible thing to waste http://www.inddist.com/article/190580-Smart_distributors_know_A_recession_is_a_terrible_thing_to_waste.php?rssid=20170 http://www.inddist.com/article/190580-Smart_distributors_know_A_recession_is_a_terrible_thing_to_waste.php?rssid=20170 Sun, 01 Mar 2009 07:00:00 GMT To paraphrase Paul Romer, Stanford economist, a recession is a terrible thing to waste. Implicit... NAW, Texas A&M announce new alliance http://www.inddist.com/article/173623-NAW_Texas_A_M_announce_new_alliance.php?rssid=20170 http://www.inddist.com/article/173623-NAW_Texas_A_M_announce_new_alliance.php?rssid=20170 Tue, 03 Feb 2009 19:35:00 GMT Council for Research on Distributor Competitiveness to conduct annual educational consortia on... Preventing price objections http://www.inddist.com/article/167859-Preventing_price_objections.php?rssid=20170 http://www.inddist.com/article/167859-Preventing_price_objections.php?rssid=20170 Tue, 16 Dec 2008 18:53:00 GMT Sales expert Dave Kahle offers five strategies to help prevent price objections; the key is... New books on distribution sales and management http://www.inddist.com/article/170964-New_books_on_distribution_sales_and_management.php?rssid=20170 http://www.inddist.com/article/170964-New_books_on_distribution_sales_and_management.php?rssid=20170 Tue, 16 Dec 2008 14:34:00 GMT Check out these new books for the sales rep on your holiday shopping... Cut the jargon and get to work http://www.inddist.com/article/165996-Cut_the_jargon_and_get_to_work.php?rssid=20170 http://www.inddist.com/article/165996-Cut_the_jargon_and_get_to_work.php?rssid=20170 Tue, 18 Nov 2008 17:23:00 GMT Marketing expert John Graham lists some outdated expressions and stale business practices every... No fear in tough times http://www.inddist.com/article/163372-No_fear_in_tough_times.php?rssid=20170 http://www.inddist.com/article/163372-No_fear_in_tough_times.php?rssid=20170 Sat, 01 Nov 2008 06:00:00 GMT Good salespeople and good companies have nothing to fear from tough times. Good times and bad... A day in the life http://www.inddist.com/article/166205-A_day_in_the_life.php?rssid=20170 http://www.inddist.com/article/166205-A_day_in_the_life.php?rssid=20170 Sat, 01 Nov 2008 06:00:00 GMT Bill Colby has spent more than 30 years at Accurate Fasteners, a South Boston, Mass.-based... Avoid drawn-out sales cycles and win quality business http://www.inddist.com/article/169134-Avoid_drawn_out_sales_cycles_and_win_quality_business.php?rssid=20170 http://www.inddist.com/article/169134-Avoid_drawn_out_sales_cycles_and_win_quality_business.php?rssid=20170 Tue, 14 Oct 2008 17:53:00 GMT On a list of the Top 10 Things Salespeople Don’t Want to Hear from Customers, few rank as high... Survey says... http://www.inddist.com/article/171291-Survey_says_.php?rssid=20170 http://www.inddist.com/article/171291-Survey_says_.php?rssid=20170 Tue, 14 Oct 2008 17:51:00 GMT Tough times got you down? We asked Strictly for Sales readers last month to tell us what tactics... MSC Industrial Direct introduces next-day delivery http://www.inddist.com/article/169120-MSC_Industrial_Direct_introduces_next_day_delivery.php?rssid=20170 http://www.inddist.com/article/169120-MSC_Industrial_Direct_introduces_next_day_delivery.php?rssid=20170 Mon, 15 Sep 2008 13:06:00 GMT Broad-line MRO distributor launches nationwide next-day delivery... Distributors and their value propositions http://www.inddist.com/article/169544-Distributors_and_their_value_propositions.php?rssid=20170 http://www.inddist.com/article/169544-Distributors_and_their_value_propositions.php?rssid=20170 Mon, 01 Sep 2008 06:00:00 GMT Something that's getting a lot of play in marketing circles these days is your value... Training your reps to sell in today’s complex environment http://www.inddist.com/article/164650-Training_your_reps_to_sell_in_today_s_complex_environment.php?rssid=20170 http://www.inddist.com/article/164650-Training_your_reps_to_sell_in_today_s_complex_environment.php?rssid=20170 Tue, 19 Aug 2008 18:01:00 GMT Ongoing sales training and development programs should address the salesperson’s new role as a... Barnes Distribution adds 4,200 products to 2008 catalog http://www.inddist.com/article/172032-Barnes_Distribution_adds_4_200_products_to_2008_catalog.php?rssid=20170 http://www.inddist.com/article/172032-Barnes_Distribution_adds_4_200_products_to_2008_catalog.php?rssid=20170 Thu, 14 Aug 2008 12:23:00 GMT MRO distributor debuts 2008 master catalog, targeting the transportation, manufacturing,... Air Liquide implements immediate price increases http://www.inddist.com/article/171385-Air_Liquide_implements_immediate_price_increases.php?rssid=20170 http://www.inddist.com/article/171385-Air_Liquide_implements_immediate_price_increases.php?rssid=20170 Mon, 30 Jun 2008 15:53:00 GMT Company cites rapidly rising fuel and transportation costs as the... Sales and Marketing Strategies for Era 3: How to leverage value to win—and keep—profitable customers http://www.inddist.com/article/171161-Sales_and_Marketing_Strategies_for_Era_3_How_to_leverage_value_to_win_and_keep_profitable_customers.php?rssid=20170 http://www.inddist.com/article/171161-Sales_and_Marketing_Strategies_for_Era_3_How_to_leverage_value_to_win_and_keep_profitable_customers.php?rssid=20170 Tue, 17 Jun 2008 16:27:00 GMT ... Dealing with price sensitivity http://www.inddist.com/article/170985-Dealing_with_price_sensitivity.php?rssid=20170 http://www.inddist.com/article/170985-Dealing_with_price_sensitivity.php?rssid=20170 Thu, 29 May 2008 06:00:00 GMT All industries face price sensitivity in varying degrees and at different times. Understanding... ISA announces American Eagle Award recipients http://www.inddist.com/article/170488-ISA_announces_American_Eagle_Award_recipients.php?rssid=20170 http://www.inddist.com/article/170488-ISA_announces_American_Eagle_Award_recipients.php?rssid=20170 Thu, 22 May 2008 19:47:00 GMT Awards to be formally presented at the Industrial Supply Conference & Trade Fair, June 1-3 in... Selling in a down economy http://www.inddist.com/article/172196-Selling_in_a_down_economy.php?rssid=20170 http://www.inddist.com/article/172196-Selling_in_a_down_economy.php?rssid=20170 Mon, 28 Apr 2008 06:00:00 GMT Doing business in tough times requires a tough attitude. Half the battle is in your head and the... 5 Critical Skills for Sales Success http://www.inddist.com/article/170565-5_Critical_Skills_for_Sales_Success.php?rssid=20170 http://www.inddist.com/article/170565-5_Critical_Skills_for_Sales_Success.php?rssid=20170 Tue, 15 Apr 2008 16:25:00 GMT Preparation, collaboration and the right mindset are three of the five key ingredients to sales... The four characteristics of successful salespeople http://www.inddist.com/article/164661-The_four_characteristics_of_successful_salespeople.php?rssid=20170 http://www.inddist.com/article/164661-The_four_characteristics_of_successful_salespeople.php?rssid=20170 Tue, 18 Mar 2008 15:58:00 GMT ... Know your customer base http://www.inddist.com/article/167780-Know_your_customer_base.php?rssid=20170 http://www.inddist.com/article/167780-Know_your_customer_base.php?rssid=20170 Sat, 01 Mar 2008 07:00:00 GMT Price shoppers come in all shapes and sizes and represent less than 20 percent of the market. My... A debate on whether to give salespeople pricing authority http://www.inddist.com/article/169729-A_debate_on_whether_to_give_salespeople_pricing_authority.php?rssid=20170 http://www.inddist.com/article/169729-A_debate_on_whether_to_give_salespeople_pricing_authority.php?rssid=20170 Sat, 01 Mar 2008 07:00:00 GMT In October 2007, INDUSTRIAL DISTRIBUTION's TechTalk column, by Anthony Pericle, touched on a... Praxair to upgrade Texas Gulf Coast facilities http://www.inddist.com/article/164032-Praxair_to_upgrade_Texas_Gulf_Coast_facilities.php?rssid=20170 http://www.inddist.com/article/164032-Praxair_to_upgrade_Texas_Gulf_Coast_facilities.php?rssid=20170 Tue, 15 Jan 2008 15:55:00 GMT Industrial gasses distributor increases gaseous oxygen... Top-read sales stories of 2007 http://www.inddist.com/article/173328-Top_read_sales_stories_of_2007.php?rssid=20170 http://www.inddist.com/article/173328-Top_read_sales_stories_of_2007.php?rssid=20170 Wed, 19 Dec 2007 13:29:00 GMT As 2007 comes to a close, here's a look at the top 10 best-read sales articles we published this... A passion for distribution is infectious http://www.inddist.com/article/165515-A_passion_for_distribution_is_infectious.php?rssid=20170 http://www.inddist.com/article/165515-A_passion_for_distribution_is_infectious.php?rssid=20170 Sat, 01 Dec 2007 07:00:00 GMT Many years ago, I spent a day with an outside salesperson named Bill. I've written about Bill... Tom Reilly to offer “Train the Trainer” seminars for STAFDA members http://www.inddist.com/article/165442-Tom_Reilly_to_offer_Train_the_Trainer_seminars_for_STAFDA_members.php?rssid=20170 http://www.inddist.com/article/165442-Tom_Reilly_to_offer_Train_the_Trainer_seminars_for_STAFDA_members.php?rssid=20170 Wed, 14 Nov 2007 12:55:00 GMT Author, speaker and ID columnist Tom Reilly ill extend his work with STAFDA in 2008 with a... Stay motivated for sales success http://www.inddist.com/article/168268-Stay_motivated_for_sales_success.php?rssid=20170 http://www.inddist.com/article/168268-Stay_motivated_for_sales_success.php?rssid=20170 Tue, 13 Nov 2007 14:28:00 GMT Speaker and author David McNally offers five tips to sustainable self motivation for sales... Salespeople sell more when they spend less time on paperwork http://www.inddist.com/article/164779-Salespeople_sell_more_when_they_spend_less_time_on_paperwork.php?rssid=20170 http://www.inddist.com/article/164779-Salespeople_sell_more_when_they_spend_less_time_on_paperwork.php?rssid=20170 Thu, 01 Nov 2007 06:00:00 GMT Searching for a sure-thing approach to sales management is a bit like searching for the perfect... Salespeople who blame others are destined for failure http://www.inddist.com/article/166280-Salespeople_who_blame_others_are_destined_for_failure.php?rssid=20170 http://www.inddist.com/article/166280-Salespeople_who_blame_others_are_destined_for_failure.php?rssid=20170 Thu, 01 Nov 2007 06:00:00 GMT In talking with some sales reps recently, the conversation naturally turned to the outlook for... John Graham explains five marketing mysteries http://www.inddist.com/article/169122-John_Graham_explains_five_marketing_mysteries.php?rssid=20170 http://www.inddist.com/article/169122-John_Graham_explains_five_marketing_mysteries.php?rssid=20170 Thu, 01 Nov 2007 06:00:00 GMT Rumors abounded in the months leading up to the introduction of the iPhone—and Apple did... Top salespeople’s keys to success http://www.inddist.com/article/172735-Top_salespeople_s_keys_to_success.php?rssid=20170 http://www.inddist.com/article/172735-Top_salespeople_s_keys_to_success.php?rssid=20170 Thu, 01 Nov 2007 06:00:00 GMT Today, I spoke to a large medical distributor sales force at their national sales meeting. I had... Reilly’s Tips for Delivering Feedback and Coaching http://www.inddist.com/article/173238-Reilly_s_Tips_for_Delivering_Feedback_and_Coaching.php?rssid=20170 http://www.inddist.com/article/173238-Reilly_s_Tips_for_Delivering_Feedback_and_Coaching.php?rssid=20170 Fri, 26 Oct 2007 14:25:00 GMT ... Survey Says... http://www.inddist.com/article/171394-Survey_Says_.php?rssid=20170 http://www.inddist.com/article/171394-Survey_Says_.php?rssid=20170 Tue, 16 Oct 2007 15:05:00 GMT We asked and you responded. Golf and sales go hand in hand, according to last month’s reader... Avoiding sales self-sabotage http://www.inddist.com/article/170317-Avoiding_sales_self_sabotage.php?rssid=20170 http://www.inddist.com/article/170317-Avoiding_sales_self_sabotage.php?rssid=20170 Tue, 16 Oct 2007 14:43:00 GMT No sales professional in their right mind would sabotage their own sales intentionally.... PTDA: August sales up nearly 10 percent http://www.inddist.com/article/169469-PTDA_August_sales_up_nearly_10_percent.php?rssid=20170 http://www.inddist.com/article/169469-PTDA_August_sales_up_nearly_10_percent.php?rssid=20170 Mon, 15 Oct 2007 18:23:00 GMT Market Outlook report shows strong improvement from July to August for distributors and... Get paid for what you know http://www.inddist.com/article/167295-Get_paid_for_what_you_know.php?rssid=20170 http://www.inddist.com/article/167295-Get_paid_for_what_you_know.php?rssid=20170 Mon, 01 Oct 2007 06:00:00 GMT In this month's cover story (p. 22), we profile Lane Systems & Supply, which has the reputation... Coaching for sales success http://www.inddist.com/article/168325-Coaching_for_sales_success.php?rssid=20170 http://www.inddist.com/article/168325-Coaching_for_sales_success.php?rssid=20170 Mon, 01 Oct 2007 06:00:00 GMT This month, Tom Reilly offers six tips for creating a value-added sales culture in your company.... Using sales data to improve margins http://www.inddist.com/article/170673-Using_sales_data_to_improve_margins.php?rssid=20170 http://www.inddist.com/article/170673-Using_sales_data_to_improve_margins.php?rssid=20170 Mon, 01 Oct 2007 06:00:00 GMT Years ago, setting prices was a relatively simple taskso simple that most distributors would... Wireless technology for your sales force http://www.inddist.com/article/167901-Wireless_technology_for_your_sales_force.php?rssid=20170 http://www.inddist.com/article/167901-Wireless_technology_for_your_sales_force.php?rssid=20170 Sat, 01 Sep 2007 06:00:00 GMT Ask your sales staff whether they prefer working in the office or out in the field and, chances... Negotiate for the customer http://www.inddist.com/article/170146-Negotiate_for_the_customer.php?rssid=20170 http://www.inddist.com/article/170146-Negotiate_for_the_customer.php?rssid=20170 Sat, 01 Sep 2007 06:00:00 GMT I've always bought into the attitude drives behavior philosophy. If the attitude is in place,... Sales is a people business http://www.inddist.com/article/172183-Sales_is_a_people_business.php?rssid=20170 http://www.inddist.com/article/172183-Sales_is_a_people_business.php?rssid=20170 Wed, 01 Aug 2007 06:00:00 GMT Competence in sales depends on how well salespeople master several areas, one of which is the...