All posts by Brad Fleming

Guided Selling for Industrial Distributors

Guided Selling

Industrial distributors have lots and lots of products that they have to sell. Lots of products, good products—some of which get lost because salespeople are always looking for what is simple to sell that will generate the highest compensation; but this creates a major problem. There is little opportunity to cross-sell and up-sell. Most products […]

Share

Read More

Is CPQ for you? Find out with this checklist.

According to Aberdeen Research, the average sales cycle takes approximately 4.68 months to complete—more than four months to get one prospect to make that leap into becoming a customer. It’s a competitive marketplace, and the faster a prospect makes that commitment the better. There has to be a way to speed up the process. The […]

Share

Read More