Proper Segmentation Unlocks the Door to New Sales Opportunities

Proper Segmentation Unlocks the Door to New Sales Opportunities Most distributors examine their current sales reports to determine if their sales are trending up or down. The better sales people track this data customer-by-customer. Unfortunately, this type of analysis does not help you determine missing share of wallet. If a customer’s rate of sales decreases,…

Pieces of Your Revenue Puzzle

Pieces of Your Revenue Puzzle When you’re putting the pieces of your revenue plan together, an area often overlooked is increasing your share of wallet with each customer. It’s unusual for a customer to buy most or all of their products from a single distributor, but how do you get them to buy more from…