Recent Articles

April 20, 2018 8:30 am
As ever more distributors and manufacturers harness operational and customer information, they must find how to relate and centralize disparate sources of data that require massively different modeling approaches. Here, see how Master Data Management can be the answer.
April 17, 2018 8:30 am
Justin Johnson
With distributor and manufacturer sales reps receiving perhaps hundreds of sales leads in various formats every day, it's no wonder nearly 70 percent of leads are never contacted. So how can reps make sense of the leader sharing mess that suppliers dump on them? Justin Johnson explains.
April 16, 2018 8:30 am
Ellen Holladay
Fundamental digital capabilities such as transactional websites, eProcurement and mobile commerce are key capabilities for the industrial distributor. But what drives their success? Motion Industries' Chief Information Officer Ellen Holladay explains here.
April 12, 2018 8:30 am
Karie Daudt
List management is one of the “hidden” areas of B2B e-commerce where not just customers, but sales and service representatives can often find enormous value. Here, Karie Daudt discusses how distributors can make great us of this often overlooked aspect.
April 6, 2018 8:45 am
Mike Schultz
Objections are a natural step in the selling process. And like with championship sports teams, winning comes with difficulty. Here, Mike Schultz details the pros of sales objections, and how to handle them properly.
April 5, 2018 8:45 am
Dave Bent
For distributors, a well-planned e-commerce website means improved sales force effectiveness, growth in average order size and increased customer wallet share, among other benefits. Dave Brent explains here.
March 29, 2018 9:00 am
Adam Hatch
It takes most new sales reps at least six months to become proficient sellers, with half taking even longer to become productive enough to contribute to company goals. Here, see how Configure-Price-Quote software speeds up the learning curve for new sales reps.
March 28, 2018 9:00 am
Joe Humphries
March 26, 2018 9:37 am
TERENCE CHEA, Associated Press
Backed by venture capital, tech startups are developing robots, drones, software and other technologies to help the construction industry to boost speed, safety and productivity.
March 23, 2018 8:00 am
Dan Reeve
While electronic data interchange, or EDI, has been a great start in improving order purchasing process, comes with its own set of complexities and challenges. Here, Dan Reeves explains how automation smooths out the process and takes care of much of the heavy lifting.
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