Sales Archives - Page 10 of 16

Stop Trying To Emulate Amazon, Start Listening To Your End Customers

Too many companies today are trying to emulate, or even copy, the strategies of their competitors thinking it will help their business in the same way it helped the other. Take Amazon, for example. Amazon is widely successful in its strategies and would seem like a great business model. But if all you do is copy Amazon, you won’t get the result you need. Although patterning your strategy off of other successful businesses seems like a viable approach, it won’t get you where you want to go in the end. You’ll [...]

Stop Trying To Emulate Amazon, Start Listening To Your End CustomersJames Dorn2023-01-31T15:56:09-06:00

Why An All Push No Pull B2B Channel Strategy Is No Longer Viable

How can manufacturers balance the push-pull investments they need to have to make it in today’s rapidly changing environment? A major problem today is that those who have relied solely (or put the majority of their investments) on the push side of things are now being superseded and left behind by manufacturers who have invested in both the push and pull and are doing it more effectively. So much is changing, and these manufacturers don’t have the resources or the interactions with end customers to build brands anymore. They’re still running [...]

Why An All Push No Pull B2B Channel Strategy Is No Longer ViableJames Dorn2023-01-31T15:55:39-06:00

Rethinking B2B Go-To-Market Strategy and Resource Allocation

You need a go-to-market strategy to successfully bring in repeated and dependable business. To create this plan, distributors have different teams in charge of certain aspects of the strategy. Over time, though, that strategy will likely need to change to stay competitive and successful. Because of this, here at Dorn Group, we’re seeing a large shift in the way distributors are doing their B2B go-to-market strategies and resource allocation. As a result, manufacturers are coming to us with questions about whether they should be redesigning their programs or changing the way [...]

Rethinking B2B Go-To-Market Strategy and Resource AllocationJames Dorn2023-01-31T15:55:02-06:00

If Distributors No Longer Control The B2B Buying Process, Then Who Does?

https://youtu.be/F2MEg4GewHU The 'Distribution Monarchy' is dead. Meet the new boss in the industrial supply channel buying process. Hint: It's neither the supplier, nor the distributor. Thoughts? Questions? As always, feel free to reach out to talk in greater depth about these and other issues impacting your business.

If Distributors No Longer Control The B2B Buying Process, Then Who Does?James Dorn2023-01-31T15:54:30-06:00

B2B Suppliers Don’t Need Point-Of-Sale Data To Grow Market Share

https://youtu.be/ur1wDJH7I9Y 9 out of 10 manufacturers want access to more point-of-sale data. But who needs POS when you've got market intelligence? Watch James Dorn and distribution veteran John Gunderson explain. Thoughts? Questions? As always, feel free to reach out to talk in greater depth about these and other issues impacting your business.

B2B Suppliers Don’t Need Point-Of-Sale Data To Grow Market ShareJames Dorn2023-01-31T15:53:43-06:00