Sales Archives - Page 15 of 16

Why Manufacturing Distributors Are Losing Relevance – and What They Can Do About It

The role of manufacturing distributors has changed. Historically, distributors positioned themselves as product experts and were seen as valued advisers. Today, they are often thought of as little more than order-takers. As a result, buyers are increasingly turning to online retailers or seeking to purchase products directly from manufacturers. This trend extends even to the industrial markets. For many distributors, the outlook is bleak, with all but the most successful businesses flailing to find ways to remain relevant. Some in the manufacturing space are even beginning to question whether distributors are [...]

Why Manufacturing Distributors Are Losing Relevance – and What They Can Do About ItJ Schneider2022-12-15T09:59:21-06:00

What to Do When You’re Missing Your Number

The quarter is ending and you’re not hitting your number … We’ve all been there. Some periods you’re the hero crushing growth targets. Other times you’re the one person in the room who is off-plan, jeopardizing the whole leadership team’s annual performance incentive. Missing your number can bring a lot of different stressors, but if you find yourself in a trailing position, your first thoughts should go towards understanding why the business is falling short of plan. In these times, it’s important to remember to remain calm, be in control, stay [...]

What to Do When You’re Missing Your NumberJames Dorn2022-03-08T14:48:00-06:00

Building and Revving Your Revenue Engine

If you were to do a Google search on ‘the rise of the revenue officer,’ you’d find a host of very interesting articles about the evolving role in many organizations of something called a revenue officer – a role that increasingly more companies are turning to in order to help drive growth within their companies. If your organization doesn’t yet have a revenue officer and you’re not exactly sure what it refers to, essentially, the role is that of an executive whose responsibility it is to ensure that the organization generates [...]

Building and Revving Your Revenue EngineMatt Troy2021-11-17T09:30:10-06:00

Navigating Go-To-Market Alignment As Your Portfolio Evolves

Recently at Dorn, we’ve been talking a lot about changes that occur in the marketplace or the business landscape that affect how your business is positioned to grow. But oftentimes, the biggest changes you have to deal with are those that you create yourself. Many of our clients have either been recently acquired as a part of a mergers and acquisitions deal or, they have added to their portfolio on the buy side of an acquisition. Still others have aggressive ongoing new product initiatives that are constantly changing the landscape of [...]

Navigating Go-To-Market Alignment As Your Portfolio EvolvesMatt Troy2021-11-17T10:50:48-06:00

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 supporting their own growth and continuing to invest in operations to keep up with demand. For most industrial manufacturers in the United States, 2018 was a strong year. Ten years after the great recession of 2008, it felt a long time coming to see such strong performance across many industrial segments. Most saw increasing profits and top-line revenue which has boosted capital investments from shareholders. However, understanding the [...]

Understanding Economic Cycles Is the Key to Market Share GrowthJ Schneider2021-11-17T10:57:07-06:00