6 Tips for a Successful B2B Sales Strategy

To increase B2B sales, it’s important to periodically revisit your B2B sales strategy. This is particularly relevant after the recent shift to a customer-centric sales approach. As information about products and services are increasingly accessible to B2B buyers, they trust online information and product reviews more, and a self-interested sales rep less. Rather than focusing …

By Jo Sugarman on

What is B2B Software, and Why Brands & Wholesalers Should Care

What is B2B Software and Why Brands & Wholesalers Should Care

Recent advancements in mobile technology have given brand manufacturers, distributors and wholesalers opportunities to sell, market and connect with customers and prospects more efficiently and effectively than ever before. Where tools like carefully-crafted, mobile-friendly websites, ERP and accounting systems, and social media marketing were once considered a competitive advantage, they are now the linchpins that …

By Kym Ben-Ivgi on

Apples vs. Oranges

What’s the difference between SFA and CRM?

Like many other technology solutions used to support and streamline business and organizational processes, Customer Relationship Management (CRM) and Sales Force Automation (SFA) are often confused. There is a common misconception that they are interchangeable, but this couldn’t be further from the truth. So where does the confusion come from? The main reason for this …

By Guy Gilam on

free stuff

What are Trade Promotions?

In the consumer goods space, successful brands and wholesale distributors realize the importance of trade promotions in their B2B commerce activities and use them to gain an edge. Trade promotions take many forms. They vary between offering markdowns when introducing new product lines, to creative ideas executed in stores such as motion sensing cardboard cutouts …

By Jo Sugarman on

trade promotions

5 B2B Trade Promotion Best Practices

When it comes to competing in the B2B arena these days, there are many tactics the FMCG companies can use to grow their business and engage, retain and personalize every aspect of the customer experience. This is particularly relevant when it comes to trade promotions. One common mistake a lot of companies make is to …

By Jo Sugarman on

FMCG van sales

9 KPIs Fast Moving Consumer Goods Suppliers Should Track to Improve Van Sales Performance

The FMCG industry is highly competitive – product delivery from suppliers to their distribution network (wholesalers, retailers, forecourt stores, hospitality businesses (HoReCa) etc.) has to be quick and managing sales must be efficient as it all has a high impact on profit margins. Finding a mobile van sales application to streamline the delivery, invoicing and …

By Jo Sugarman on

sun showing power of sales force automation

Harness the power of a sales force automation app to improve sales enablement

In order for brands and wholesale distributors to be successful, it’s vital to provide your sales team with the right data, sales tools, and relevant content for them to communicate effectively and sell efficiently. This sales enablement process ensures your sales team will generate better results and customers receive better service. A sales force automation …

By Jo Sugarman on

superheroes using field sales software

Empower your sales reps to work smarter with field sales software

It’s no secret that good time management is one of the highest requirements for succeeding in B2B sales. But what is a surprise is that today’s sales reps spend the majority of their time on activities other than sales with 64.8% of reps’ time currently spent on non-revenue-generating activities. Let’s look at some of the …

By Jo Sugarman on

hands holding mobile devices showing field sales software

3 reasons why field sales software and wholesale eCommerce go hand-in-hand

In the past, wholesale purchasing was straightforward – retailers, hospitality (HoReCa) businesses, forecourt stores and other buyers met suppliers and ordered products. Re-orders were done over the phone, via fax, or face-to-face. But you also had merchandisers checking your shelves and submitting replenishment orders when needed… almost forgot about van drivers delivering products and able …

By Jo Sugarman on

Using sales order management software for actionable sales insights

In these days of data driven business, immediate access to real-time data has vital benefits for brands and wholesalers, leading to improvements in efficiency, reduce errors and grow sales. For FMCG companies sales order management software can help manage this data and provide critical insights… Consolidated data in an omnichannel world Omnichannel is crucial to survive in …

By Guy Gilam on

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