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We have a proven path to growth in an ever-changing industry.

As a distribution executive, you must constantly be on the lookout for new opportunities for growth or face revenue erosion from new competitors and online sources. SMP provides you with a simple three-pronged growth plan: improving your contact database, nurturing those contacts toward more business opportunities, and providing tools to manage follow-up and sales processes for more closed deals.

SMP is the leading growth program for distributors. Period.

When it comes to building revenue, there are really only three things a distribution company should focus on: growing your database of customers, nurturing those customers to increase their purchasing and then improving follow up and execution to close more sales.

The difference between high-growth distributors and the rest of the pack is in how quickly and efficiently you can perform those three tasks compared to your competition. That’s the SMP difference.

With CRM, business intelligence, mobile sales enablement and proactive marketing tools all designed specifically for wholesale distributors, SMP makes it easy for your team to focus on the three most important processes to drive new revenue.

Grow Your Database

Grow Your Database

It all starts with your database of customers. With no other improvements in sales and marketing, an increase in the number of real, accurate and well-maintained contacts in your database will improve your revenue.

Nurture Your Customers

Nurture Your Customers

You face more competitive pressure than ever before and staying top of mind with your customers can make the difference between winning an losing their wallet share.

Close More Deals

Follow Up to Close More Sales

SMP is like having a sales coach in a box. Your team will know how and when to follow up and your sales managers will have greater visibility and control over the entire pipeline.

The underlying health of your business is your sales and marketing database.

Your sales and marketing database is truly the lifeblood of your company. According to data from Marketing Sherpa, contact databases degrade by about 22.5% each year. That means that even with the best sales techniques, without careful stewardship of your contact database your sales and marketing effectively suffers similar declines each year. Many distributors are at a further disadvantage because their sales reps keep their contacts to themselves. Getting control over your contact database is the first step toward building a machine focused on revenue growth.

Gain Control

Your customers, prospects and contacts and all of the information you collect about them are some of the most valuable intellectual property in your business. SMP allows you to take control of this important asset by providing you with one place to manage all of your important contacts — customers, prospects, vendors and more. By entering and maintaining all of your contacts in one centralized database, everyone on your team will have the information they need to track important activities, tasks, notes, emails, and more.

MARKETING – Lists

Centralized list management for all customers and contacts

MAKE THIS THE LANDING TAB. SMP gives you one place to manage your lists for all of your customers and contacts. You can build both static and dynamic marketing lists and segment them based on buying behavior, customer type or any other attribute. Import ad hoc lists any time. Keep them separate or combine them with any other existing list. (ADD: Has all of your transactional history including open orders and quotes)
  • Create and upload lists
  • Segment your customers and contacts
  • Leverage your contacts
  • Leverage your marketing lists
  • Create dynamic marketing lists based on profiling information
  • Manage opt-ins, opt-outs, subscriptions and CAN-SPAM Act compliance

“From a marketing perspective, once you develop customer lists in SMP, we can quickly convert them to marketing lists for mailings or special e-mailers.”

“SMP allows us to know our customer base better than the competition.”

“SMP makes filling the holes easier by showing us what we’re NOT selling to our customers.”

Leveraging Online Leads

Buying behavior has changed. According to Sirius Decision, buyers are 67% through their purchasing decision before ever reaching out to a sales rep. SMP makes it easy for you to integrate your online lead generation with your sales efforts in a single, centralized database. You can import contacts from any source to help maximize your ROI on search engine optimization and advertising. The contacts you generate from any source will be available for marketing and sales follow up through SMP.  COMBINE THE THREE TABS INTO A MESSAGE ABOUT GETTING THE MOST OUT OF ONLINE SPEND OR CONNECT THE DOTS BETWEEN YOUR DIGITAL SPEND AND WHERE THE RUBBER MEETS THE ROAD WHERE YOU SELL.

Distribution SEO

Attract More Buyers

Companies implementing an inbound strategy marketing strategy typically double their website visitor traffic and double their conversion rates from website visitors. Because B2B buyers conduct so much of their research online without the help of your sales reps, it becomes more important than ever to offer educational materials and online resources to attract more buyers. SMP makes it easy to coordinate your messaging all the way through your sales and marketing processes so that you can best leverage leverage your sales and marketing messages in one-to-one and personalized campaigns that attract buyers and keep them.

Coordinate your messaging

Leading companies are doing more online with blogging and social media. Unfortunately, those messages aren’t always coordinated with sales messages. SMP makes it easy for your marketing team to keep your message consistent from flyers to blogs to emails to sales email templates. The new buyers that you add from your online efforts will experience a seamless path all the way through sales based on their needs and preferences. Consistent messaging eliminates confusion, reduces sales friction and makes it easier for your customers to understand your offerings.

CRM – Contacts

New leads from events

When you attend sales events and trade shows it is a great opportunity to meet new potential clients. Unfortunately, the leads and contacts from those events often sit in a spreadsheet, in a mobile phone or on a sales rep’s desk in the form of a stack of business cards. SMP makes it easy to upload and manage those contacts to immediately  create follow up activities and marketing campaigns to make sure you are first in line after the event.  COULD LOSE THIS ONE OR MAYBE COMBINE ABOVE.

 

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Staying top-of-mind with your customers and prospects is your #1 competitive advantage.

Most distribution companies have no defined processes for engaging and re-engaging customers before and after a sale. And typically, most of the leads generated through marketing efforts, your e-commerce store and your inbound content strategy wind up lost, discarded or ignored. SMP gives you the visibility and the tools to make sure you stay top of mind with your customers.

Create customer newsletters

SMP makes it easy to do scheduled newsletters, leverage your marketing lists, schedule newsletters to go out to one or multiple lists. You can easily create ad-hoc marketing lists based on company and contact information inside of SMP, or create a dynamic list that is automatically updated with new contacts that meet the criteria of that list. Then you simply select your email template or create a new one in our HTML editor, schedule the email and you’re campaign is launched in minutes, not hours. After you launch, access our built-in reports for digital behavior like click-throughs to measure the success of your campaigns and qualify marketing leads.

MARKETING – Reporting

Email marketing made easy

Email marketing with SMP is different from other email marketing services because it features tight integration with a company’s ERP and its advanced list management capabilities. Distributors can leverage the customers, contacts and POS data to do truly targeted marketing. Build dynamic lists right from your ERP inside of SMP. There is no need to have to upload list to a third party; it is automatically available to you for your campaigns, e-blasts, newsletters and more. And with built-in templates and HTML editors, you don’t need a degree in marketing technology to create beautiful emails.

“Marketing was non-existent before Sales Management Plus; now, we have the tools to do it easily.  We’ve started a monthly newsletter, and updated mailing lists are always ready when we need them.”

Do we include this message?

SMP improves your profit margins as your sales reps spend more time selling and less time on administrative tasks. You’ll identify and close more deals without having to hire proportionately as your pipeline grows. Reps love SMP because it lets them focus on what they do best — selling — and spend less time preparing reports, emails and data-rich presentations.

CRM – Contacts

Better marketing with data

MAKE THIS THE FIRST TAB AND ADD THE OTHER MARKETING STUFF AS POINTS. MAKE THE THREE TABS: DATA DRIVEN FOLLOW UP, MARKETING ACTIVITIES TO STAY TOP OF MIND, SALES ACTIVITIES TO STAY TOP OF MIND. Dynamic and real-time reporting on digital behavior and email click-throughs gives you quick and powerful feedback on each of your campaigns and newsletters. You will be able to see responses and digital behavior when you need it to determine who the best and most qualified leads are from each of your email campaigns. Reporting makes it easy to generate new lists based on digital behavior as well as provide your sales team with the hottest leads from your marketing outreach.

“With SMP, we can easily see where we are (in sales volume) with a particular customer, vendor or product category.  And when we’re down, we can make a change to try to improve that before it’s the end of the year and we realize we’re down by X% and can’t do anything about it.”

Use predesigned templates and built-in HTML editor to design eye-catching emails

SMP makes email marketing even easier with predesigned templates and a built-in HTML editor to design your own templates and email campaigns. Choose from one of our templates and simply add your messaging, branding, logos and more to quickly personalize your emails. Or use our HTML editor to design eye-catching, custom emails for your e-blasts and newsletters. No coding expertise needed.

CRM – Contacts

Turn into a visualization?

Do we want to include a message about data visualization and differentiation here or something else?

CRM – Contacts

Get higher wallet share

Robust and actionable data from SMP combined with messaging tools and our tight integration to your distribution ERP system can result in numerous opportunities to increase your share of your customers’ wallets. With SMP you can:

  • provide immediate communication to customers when a particular discount or vendor rebate is available to extend the lines they purchase from you.
  • create one-to-one messages based on your customers buying profiles
  • provide your staff with data that makes their jobs easier, like transaction history from your back-end systems
  • create reports and dashboards that identify new product positioning opportunities

 

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Manage vendor comarketing programs

Your vendors are too removed from end user data to create and execute highly-targeted campaigns. With SMP, you can quickly create profiled lists for vendor comarketing campaigns, use self-serve data visualizations to demonstrate the effectiveness of those campaigns as well as new market opportunities to justify future comarketing spend. Additionally, by carefully tracking your sales opportunities in SMP, you can pull your vendor reps and support teams into sales calls at just the right moment to close a new deal.

 

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Industry-leading sales execution

SMP is like a sales coach in a box. With easy-to-use data visualizations, your reps will know exactly the right plays to run at the right times. Your sales managers will have all the data the need at their fingertips to better manage your reps and coach them to success. And with automation, you will close more open bids and quotes than ever before.

MAKE THE TABS DATA DRIVEN SALES, PROACTIVE COACHING AND CLOSE MORE BIDS AND OPEN QUOTES

Improved corporate-wide visibility

 

SMP gives you the visibility you need for the performance of your entire business. Naturally, this includes sales and marketing performance tracking and reporting around activities, forecasts, market trends, campaign effectiveness and more. But SMP goes a step further because of our self-serve visualizations and tight integrations to your ERP system. With SMP, you’ll be able to gain valuable insights in all areas of your business for better analysis and faster decision making.

 

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Gain Control

Your customers, prospects and contacts and all of the information you collect about them are some of the most valuable intellectual property in your business. SMP allows you to take control of this important asset by providing you with one place to manage all of your important contacts — customers, prospects, vendors and more. By entering and maintaining all of your contacts in one centralized database, everyone on your team will have the information they need to track important activities, tasks, notes, emails, and more.

MARKETING – Reporting

Launch new lines and markets

With SMP, you will have the information you need to identify new opportunities with new product lines, new markets and new geographies. With our advanced marketing tools, your launches will be carefully executed and manage for even greater success.

“We have many manufacturers and they’re all rolling out plenty of new product lines.  We can’t possibly send them all to all of our customers.  But I can use SMP to determine who has bought a similar manufacturer’s product from us in the past so we can target the people who will most likely be most interested in this new offering.”

Bigger Pipeline

SMP helps you increase the number of customer opportunities in your pipeline by better segmenting your lists and profiles and delivering personalized offerings to each of your customers.

“With SMP, we can easily see where we are (in sales volume) with a particular customer, vendor or product category.  And when we’re down, we can make a change to try to improve that before it’s the end of the year and we realize we’re down by X% and can’t do anything about it.”

Increased efficiencies

SMP improves your profit margins as your sales reps spend more time selling and less time on administrative tasks. You’ll identify and close more deals without having to hire proportionately as your pipeline grows. Reps love SMP because it lets them focus on what they do best — selling — and spend less time preparing reports, emails and data-rich presentations.

CRM – Contacts

Distribution Sales Trends

Based on the results of our recent focus groups, this report shares the methods that sales and marketing leaders are planning to use in 2017 to gain deeper insights, build stronger relationships, serve their customers and improve their marketing effectiveness. This extensive 27-page report covers issues including:

  • Distribution top sales priorities for 2017
  • Sales management challenges leaders worry about
  • Strategies for mobile tools
  • Using business intelligence to find new opportunities
  • Closing more bids and quotes

Inefficiencies Are a Barrier to Growth

Distributors face barriers to growth through inefficiencies. SMP helps distributors leverage data, technology and centralized information to bring a greater level of efficiency and professionalism to your sales and marketing organization.

“We’re already up 23% year-to date… I directly attribute this to SMP!”

Wave

Bryan Stewart
Vice President of Sales