Sales Funneling for Electrical Distributors

Customer Relationship Management (CRM)

In an earlier post, I wrote about (Contact Relationship Management) CRM implementation. In this post, I’m calling attention to the fact that salespersons are paid to sell, and Sales Managers …

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Industrial Segmentation for Global Expansion

When I first joined an Industrial Distribution company, our business was concentrated in the northeastern U.S. We had no product or market segmentation strategy.  Our motto was “We Sell Everything”. That …

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