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Profit Strategies for Distribution Management

Mastering the Penetration Element of the Sales Process

Dr. Jeanne Hurlbert, President
Hurlbert Consulting Group

• customer service • marketing practices • management strategies • Wholesale Distribution Industry • new opportunities for distribution industry

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Monday, May 28, 2018

The right customer service elements can provide sales with more tools to make the conversion process easier. Another element of the CPR process is the element of penetration. Penetration focuses on existing customers and penetrating their businesses more deeply. Penetration, while still a sales process, is less expensive and intense than conversion. [click for article]

For more information about Dr. Jeanne Hurlbert, visit: www.hurlbertconsulting.com 

Why "Superman" Sales Managers Are Bad for Business

Dirk Beveridge, President
4th Generation Systems

• distribution management best practices • sales practices • management strategies • Wholesale Distribution Industry • sales management • sales management styles in distribution • distribution industry sales management

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Monday, May 21, 2018

Gifted or talented salesmen and saleswomen who are promoted to sales management positions may be limited in their effectiveness as a manager.

Part of the problem is the reasons they were chosen — because they're great at selling. The best salespeople don't make the best sales managers. The skill sets and the responsibilities are different.

When considering a top salespeople for a promotion to sales management, you've got to ask yourself: What do they still love to do? Do they know how to coach? Do they know how to develop? Do they know how to discipline and reward and motivate individuals? [click for article]

For more information about Dirk Beveridge, visit: www.4thgenerationsystems.com 

Targeting the Right Customers

Dr. Jonathan Bein, President
Real Results Marketing

• competitive strategy • market intelligence • market segmentation • marketing practices • big data

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Monday, May 14, 2018

In this video interview, Randy MacLean sits down with Real Results Marketing president Jonathan Bein to discuss the advanced marketing work and segmentation that his company does for its clients.

Some of the topics discussed include the importance of following trends to identify sweet spots in the market, how to segment in a meaningful way so you can sell to customers more effectively, and the role of segmentation in account assignment. [click for article]

For more information about Dr. Jonathan Bein, visit: www.realresultsmarketing.com 

The Selling Process: Is it an Art or a Science?

Ron Holm, Trainer
Max Sacks Int'l

• sales practices • expert interview • Wholesale Distribution Industry • sales management • sales management styles in distribution • sales training

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Monday, May 07, 2018

In this video interview, Randy MacLean and Ron Holm discuss sales training, its benefits, and some of the nuances in the selling process. Ron has been doing sales training for Max Sacks International for over twenty years and is one of the top trainers in their system. He's an expert on the selling process and, in this video, answers the question whether selling is more art or science.

Ron discusses research into why people buy, the five buying decisions that prospects make, and the general psychology of selling. He also covers the importance of having a standard language and protocols for the sales team. Finally, Ron discusses how – when training is done correctly – the training will be embraced and utilized by the sales team on a daily basis. [click for article]

For more information about Ron Holm, visit: www.maxsacks.com/people/ronholm.html 

Questioning Your Way to Top Profits in Distribution

Steve Epner, President
the Startup Within

• competitive strategy • distribution management best practices • efficiency • Simplfy Everything book • innovation

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Monday, April 30, 2018

Distribution managers and executives who are looking for ways to raise efficiency in their units will want to listen to this video discussion with Randy MacLean and Steve Epner, President of The Startup Within. Randy and Steve offer best practices for distributors who would like to create a direct line to superior profits and superior profit rates with simple questions. [click for article]

For more information about Steve Epner, visit: www.thestartupwithin.com 

Are Bad Business Beliefs Limiting Your Profitability?

Bruce Merrifield, President
Merrifield Consulting

• profit analytics • profit strategy • Wholesale Distribution Industry • LIPA • line-item profit analytics in distribution

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Monday, April 23, 2018

In this video interview, Randy MacLean and Bruce Merrifield discuss how many distributors' beliefs may be limiting their ability to be profitable. Some of these beliefs may get in the way of recognizing the importance of managing cost-to-serve (CTS).

This discussion thoroughly debunks the idea that all costs are fixed and, at the time, advocates a different approach to productivity metrics. [click for article]

For more information about Bruce Merrifield, visit: www.merrifieldact2.com 

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