Protecting Your Best Accounts from Competitive Encroachment
During difficult economic times, it is especially important for distributors to protect against competitive encroachment. As the focus shifts from…
Achieving Greater Account Penetration by Increasing Share of Wallet
Wallet share is an important metric to measure how much of a customer's purchase you're responsible for. In other words,…
Increase Purchasing Frequency by Staying Top of Mind
A very important piece of the puzzle in your revenue plan is to leverage every insight you've gained to strengthen…
The Many Benefits of a Centralized Customer Database
A centralized Customer Relationship Management (CRM) database is a critical component of your distribution business. SMP’s platform allows distributors to…
How Distributors Improve Customer Retention
How Distributors Improve Customer Retention A common rule of thumb in distribution is that it is seven times more expensive…
Reduce Customer Acquisition Costs with Distribution CRM
Reduce Customer Acquisition Costs with Distribution CRM Customer acquisition costs (CAC) are the amount you must spend to generate a…
The Increased Role of Data in Sales and Marketing
The Increased Role of Data in Sales and Marketing The importance of data has evolved dramatically over the last several…
The Growing Involvement of Marketing in Distribution
The Growing Involvement of Marketing in Distribution We meet with many sales distribution teams every month and a topic that…
Becoming a Customer-Centric Distributor
Becoming a Customer-Centric Distributor Distribution sales and marketing executives are having a lot of conversations about topics like account-based processes,…
Selling Vs. Negotiating
Selling Vs. Negotiating We are frequently asked to provide distribution sales training and new technology advice to distribution sales and…