Digital transformation isn’t as simple as just selecting software and then hitting go—though the hype around emerging tech like artificial intelligence may make it seem so. To be successful,...
Customer expectations have been changing for years, and the COVID-19 pandemic simply magnified and accelerated them in 2020.
Our national media likes to play Chicken Little – predicting calamity with the merest justification. We’ve heard the predictions we’ll be facing a recession in 2023, but the pundits...
CRM stands for Customer Relationship Management. It refers to the strategies your salespeople—and all customer-facing staff—use to manage customer relationships. CRM technologies exist to help the people on your...
For salespeople, the top predictor of income should be performance, not tenure. But all too often, it’s the other way around. The truth is traditional sales compensation plans that...
In April 2019, a large national consulting firm surveyed 1,000 executives of large firms (classified as having 500+ employees) with the intent of discovering key points about their...
When asked how you can provide them with more value, most customers will instantly suggest a price cut. After all, it is the easiest way to compare multiple vendors...
Is your sales organization in February the same organization that you want as you rebuild? Or should you take this opportunity in the midst of disruption to restructure your...
IRCG Managing Partner Mike Marks joins Modern Distribution Management for another live webinar event on how distributors can respond to the COVID-19 crisis.
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