Category & Supplier Management Strategies
Customers are experiencing price increase fatigue and looking for new ways to reduce costs in their operations. James Dorn shares thoughts on how [...]
How many accounts can an account manager effectively handle?
https://youtu.be/UKZhEHJEIHM If you think hiring another salesperson is the only way to grow, watch James Dorn, Jim Perdue and John Gunderson discuss a [...]
How B2B Distributors and Manufacturers Can Gain Market Share In A Down Cycle
https://youtu.be/MQDnwdnlmP0 The best time to gain market share is when your competitors are pulling back. It's as simple as that. Watch James Dorn, [...]
Pitfalls Jeopardizing The Success Of B2B New Product Introductions
https://youtu.be/LjMv3GV4Zq4 Forget the NPL/NPI checklist. The end of your stage gate process should should be the beginning of a long-term commitment to solution [...]
Going From Transactional Joint Planning Purgatory to Channel Strategy Nirvana
Recently, manufacturers have been resurrecting the strategies they developed two to three years ago. However, some elements of those strategies included how they [...]