by Content Marketing | Jul 3, 2017 | Growing Ideas
Equipment manufacturers and their distributors are becoming increasingly concerned about the cost of acquiring new businesses. Virtually every dealer is subsidizing the cost of every new piece of equipment sold. There are effective ways of dealing with the problem,...
by Content Marketing | Jun 27, 2017 | Growing Ideas
Maybe you’re like me. I know my sales territory (it’s North America), and the businesses that compete with me (all they do is lead generation) and the difference between what we do and they do is obvious. Problem is, to my target market the differences aren’t obvious...
by Content Marketing | Jun 20, 2017 | Growing Ideas
In many ways, high growth distributors aren’t all that different from average distributors. They focus on getting good people, providing quality products and services and maintaining their sales. But there are a few things they do differently, the things that generate...
by Content Marketing | Jun 17, 2017 | Growing Ideas
Most dealers believe that it’s the background of their managers, the depth of their sales team, their key personnel and brand that gives them their competitive advantage. That kind thinking is common among equipment distributors. And it’s not that those things aren’t...
by Content Marketing | Jun 10, 2017 | Growing Ideas
Why does a prospect choose one business over another? Price is the first thing that probably comes to your mind, but price does not top the list. More often than not, top companies differentiate themselves by using one or more of the following competitive advantages...
by Content Marketing | Jun 7, 2017 | Growing Ideas
If you’ve been an equipment distributor for any length of time, you’ve probably already discovered that there are three routine sales activities that drive revenue: Average deal size The number of leads available to your sales reps Your win rate Walletshare is...
