https://youtu.be/UKZhEHJEIHM If you think hiring another salesperson is the only way to grow, watch James Dorn, Jim Perdue and John Gunderson discuss a modern approach to account selling that minimizes low-value tasks and maximizes high-value customers. Thoughts? Questions? As always, feel free to reach out to talk in greater depth about these and other issues impacting your business.
https://youtu.be/MQDnwdnlmP0 The best time to gain market share is when your competitors are pulling back. It's as simple as that. Watch James Dorn, John Gunderson and J Schneider discuss how to play offense without investing in greenfields or acquisitions. Thoughts? Questions? As always, feel free to reach out to talk in greater depth about these and other issues impacting your business.
https://youtu.be/LjMv3GV4Zq4 Forget the NPL/NPI checklist. The end of your stage gate process should should be the beginning of a long-term commitment to solution selling and customer adoption. Thoughts? Questions? As always, feel free to reach out to talk in greater depth about these and other issues impacting your business.
IIs customer loyalty dead? Is there any way for manufacturers and distributors to win the loyalty of their customers? Or are there simply too many competitors in the marketplace today to merit any real effort to gain and maintain loyal customers? At Dorn Group, we firmly believe that customer loyalty is not dead. The key to revitalizing this relationship is for manufacturers and distributors to understand and improve the customer experience. https://youtu.be/CG8BDOvt6K0 What is customer experience? It encompasses the entire journey a customer goes through, from pre- to post-purchase. For manufacturers [...]
Are suppliers really providing distributors with more value today than they were five years ago? We’ve heard people talking about this topic, so let’s take a look at this statement and explore if it’s fact or fiction. This statement can be argued both ways. But we believe that suppliers are, in fact, providing more value to distributors today than they have in the past. https://youtu.be/hkOWrJaEtuQ In this article, we’ll look at what suppliers are currently doing that makes that relationship better. Of course, the other side of this argument is relevant [...]
