Understanding Economic Cycles Is the Key to Market Share Growth
Your business may have been up 15% last year, but so was everyone else. This fact can be lost as companies focus on [...]
The Evolving Role of Sales in the Modern Industrial Manufacturing Organization
If you’ve been in a sales position at an industrial manufacturer for any length of time, changes to your role have likely been [...]
What’s In Your Database?
Databases are only as good as their content. Yet, many times the contents of a database can be surprising. For some manufacturers the [...]
Simplify Your Sales Message to Help Prospects Understand the Value of Your Offer
Hypothetically speaking, let’s say you’ve got fifteen minutes to talk to your biggest prospect next week at a conference in Atlanta. You’ve been [...]
The Answer Is Yes. Amazon Will Disrupt Your Industry Too
A looming challenge for your distributors could be a rare chance to gain a competitive advantage for your brand. The Baader-Meinhof phenomenon, or [...]