Many brands and wholesalers are convinced they don’t need a mobile CRM system. Top management are sometimes slow to change and like the ‘way things are done now’, but they may not realize they could be losing money for your business by not using one. Or perhaps your business has invested in an office-based CRM …
It’s no secret that it’s getting harder and harder to succeed in retail. Putting aside the obvious threat of online shopping, there are challenges within the shops themselves. The number of products is increasing but shelf space is shrinking, thanks to smaller retail formats. As a result, sales staff are faced with complex merchandising decisions …
As a brand or wholesaler with B2B customers, you’ve probably noticed a change in how your customers want to buy from you. As more and more people do their shopping online, your B2B customer, who is also a consumer, is fully accustomed to buying online in their personal lives. This online experience means they now …
There’s no doubt that sales software has changed sales reps working lives for the better. They have thrown away their order pads and pens and are tapping away on their mobile devices to their heart’s content. Whether on the road or at a trade show, they take orders electronically, use e-catalogs and access customer data, …
If you are a B2B sales manager, but were born after 1990, you may not be familiar with the ‘9 to 5’ working day. For all of you, this is what it meant… You arrive at the office at 9am, fresh and ready to face the day. You’re at your desk all morning before taking …
B2B sales involves selling high quantities of a product or service to a B2B buyer, who is not the end consumer. As a result, the challenges facing B2B companies are very different to those of a B2C company with many more steps in the selling process. If you’re a brand or wholesaler, your main priority …
Retail execution is often overlooked in B2B sales strategies, or at least not given the importance it deserves. But the sales process shouldn’t end as soon as your products are delivered to the retailer. Your retail execution must be a vital part of your sales strategy, but if not carried out correctly it can be …
Anyone who’s out on the road, a ‘road warrior’, knows the frustrations and challenges involved in planning a time efficient route every day. And the frustrations continue for management in trying to keep track and monitor their sales reps’ activities when they are out on the field. The aim is to accomplish as much as …
Buying online is the new normal for consumers buying in their personal lives, but it is becoming increasingly normal in the B2B world. In fact, Forrester has confirmed that B2B eCommerce in the U.S. will hit $1.2 trillion by 2021, causing huge changes in how brands and wholesalers are selling. So, if you’re a brand or wholesaler …
Ecommerce is now second nature to consumers with many of us preferring to buy online rather than in a bricks and mortar store. But for many brands and wholesalers, B2B ecommerce has always been an afterthought. But did you know that the B2B ecommerce industry is now twice as big as the B2C market? It …
