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Mark Dancer named Fellow for NAW Institute for Distribution Excellence

I am honored to be named a NAW Institute for Distribution Excellence Fellow and will focus on channel effectiveness, digital transformation and business model innovation. The adoption and use of [...]

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Digital Sales Builds on Inside Sales Expertise-Distributors in the Digital Era #10

As a channel, Digital Sales is a new concept, best practice, or essential capability, depending your level of progress toward building a digital vision and enabling your sales team. When fully [...]

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Distributor Leadership Symposium Primer #3: Are Your People Ready for Digital Tools?

This post is my third of three designed to help kick-start discussions for my upcoming symposium on what it means to becoming a digital distributor. If digital success begins with customers, it [...]

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Distributor Leadership Symposium Primer #2: What do Your Customers Want?

This post is my second of three designed to help kick-start discussions for my upcoming symposium on what it means to becoming a digital distributor. Over and over again in my conversations with [...]

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Distributor Leadership Symposium Primer #1: What is Your Digital Vision?

This post is my first of three designed to help kick start discussions for my upcoming symposium on what it means to becoming a digital distributor. In my research for Getting Results from Your [...]

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Leadership Symposium: Becoming a Digital Distributor

I’m very excited at the opportunity to lead discussions on what it means to become a digital distributor at a new symposium hosted by Achieve IT Solutions at Columbia University on [...]

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Take a Gut Check on Your Digital Vision-Distributors in the Digital Era #8

Do you have a digital vision for your company? Is it strong? Are you sure? Would your customers, suppliers and employees agree? Answer ten questions about your digital vision here: Take a Gut [...]

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How Competency Models Give You a Competitive Advantage-Distributors in the Digital Era #7

Plans for becoming a digital company often fail because investments in developing people competencies are ignored. Read my latest post here: How Competency Models Give You a Competitive [...]

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Why Data Sharing Leads to Better Value for Customers

  Distributors are leveraging videos, configurators, and other digital tools to lessen their dependence on manufacturers for product expertise. My latest post on digital channel [...]

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Forget Strategy. Look for Inspiration From Your Customers

Over the years of working with wholesaler-distributor leaders, I have often heard that leaps of progress around the use of digital tools happen when things just click. Some distributors have used [...]

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Digital Tools Were a Hot Topic at NAW 2017 Executive Summit

    I had the pleasure of attending the NAW 2017 Executive Summit earlier this month in Washington, DC. This year’s theme promised to speak to many of the challenges faced by [...]

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How to Build an Industry-Leading Sales Channel – Distributors in the Digital Era #3

    I’ve been looking at how channel disruptors, including both incumbent distributors and outside players, might restructure distribution-intensive value chains. A few predictions are [...]

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Making Sense of Digital Tools – Distributors in the Digital Era #2

  Cutting Through the Fog by Recognizing That Success Begins at Home My ongoing conversations with distributors reveals, over and over again, that leaders are inundated with a flood of [...]

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Don’t Leave Your Digital Vision to Chance – Distributors in the Digital Era #1

Follow a Process – Don’t Leave Your Digital Vision to Chance Following a process will help ensure that your vision is not driven by a single point of view, that it works in the value chain and [...]

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Channelvation: Back in Business to Grow Your Business

With the beginning of the new year, we are officially relaunching Channelvation. Our goal remains the same. Channelvation helps clients grow. We leverage thirty years of go-to-market experience [...]

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Winning with CRM: New Results Require New Behaviors

Channelvation’s newest article is available online at Industrial Distribution Magazine. Two key excerpts: Today’s CRM systems are innovative, flexible, and mobile, and offer considerable [...]

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Get Real: Stop Assuming Your Data Will Bring You Riches

In his new article on HBR’s Blog Network, Sunand Menon offers sage advice on monetizing the value of data. Among his many useful insights, I particularly liked this passage (emphasis added) [...]

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Good to Go: Channelvation’s New Digital Channel Project

Channelvation is launching our second major research initiative in partnership with the NAW Institute for Distribution Excellence. We are looking into digital trends, including e-commerce, CRM, [...]

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Chicagoland Event: Sales Enablement at the IBM Innovation Center

Please join me for a dynamic discussion of sales enablement, collaboration and CRM at the IBM Innovation Center in Chicago. Louis Richardson, IBM Social Evangelist, will share IBM’s [...]

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Human Capital: Enabling Strategic Sales Growth

Channelvation has the lead article in Hay Group’s quarterly ESE report for Enterprise Sales Executives, and will be a frequent contributor going forward. I’ll write about channel and [...]