Do you know who your buyers are and what they expect? According to LinkedIn’s 2025 B2B Buyers Report , Millennials now make up 73% of all B2B buyers...

I recently read “Another Way” by Dave Whorton. In this book, Whorton gives practical advice and real-world examples of companies going Evergreen....

Early in my career, I worked for an international distribution company with a steep corporate ladder to climb. As a sales manager, I oversaw a...

Like so many areas of business, the art of strategic planning has been greatly altered by the introduction of new technology. Software applications...

Traditional forecasting When I retired from a very successful distribution company in 2018, we were creating our strategic plan using the most...

Using intuition As a consultant, I am often asked to interview potential new executive employees for my clients. In my sales management career, I...

AI continues to be in the news and increasingly in your life. If it’s not part of your business plan, be sure to include it now. For example, here...

In today’s digital marketplace, it is important to recognize that your sales team needs the right tools in order to successfully compete. Enterprise...

One of the best ways a company can improve sales is by providing its sales reps with consistent positive feedback. Being appreciated for a job well...

A sales leader knows how to set effective goals in specific areas and recognizes that par levels are different for each individual. To boost your...

One of an executive sales manager’s most challenging responsibilities is keeping people motivated and encouraging their professional growth. To be...

I am becoming increasingly aware of the importance of using digital tools, especially in the context of sales. The distributorship I was part of for...

It's a new day in sales Artificial Intelligence tools are transforming processes. By analyzing data and automating processes, AI can significantly...

Focus on your core business Artificial Intelligence (AI) tools are particularly effective for your core business. Companies have a lot of...

Traditional sales techniques can be improved with the assistance of Artificial Intelligence (AI). According to a recent article in Forbes (“Why...

Attention, all sales executives. Digital Transformation (DX) and Artificial Intelligence (AI) are here. It took a long time for the collection of...

Personnel issues, if left unaddressed, can create chaos and derail business operations. Remember, when working with others, there are no absolutes....

Keeping your business on track with good people management As an executive sales manager, I found that many work-related problems I encountered did...

With the latest technology, you can streamline operations, improve customer service, and stay competitive in today’s market. Using automation tools...

Things are changing fast. Virtual online channels are raising the bar for efficiency in distribution. Customer expectations are becoming more...

Business expansion should always be a topic for discussion. Branching out can be an excellent way to grow, but it represents a significant...

Central to any good business plan is the possibility of expanding. I am working with a distributor who asked me to advise him on adding a new branch...

Ease, Efficiency, and AI It’s hard to underestimate the power of AI. It is adding another layer of sophistication to the digitally transformed...

The word is out – or I should say, its initials are — AI. AI is dominating discussions in distribution, from webcasts to conferences. It's reshaping...