Surviving in the Age of Amazon

Knowledgeworx recently published a white paper that analyzed the perfect storm of forces that has fundamentally changed the relationship between salespeople and their customers. The white paper and webinar playback are available at:...
Sales Management: Best Practices

Sales Management: Best Practices

It is early in the year and sales team everywhere have visions of grandeur.  Being optimistic is great.  Having a plan is better.  Are your hoping or do you have a plan?  Is your sales leadership up the challenge?  The data tells us…probably not.  That is a shame...

Can Self-Managed Sales Forces Succeed?

The data is in and the days of the swashbuckling, self-managed salesperson are over. There is no room for discussion. Top sales forces are closely-managed, disciplined and process-driven. Peduto Self-Managed Sales Force Article 2018_10_15 If you’d like to see how your...

The Inside Story on Inside Sales

Inside sales. Inside sales. Inside sales. While the trend toward inside sales has been growing for several years, over the course of the past six months, our clients have been asking about this topic more than any other.  This article discusses the growth of inside...

Thinking about Amazon?

Distributors in every industry are wrestling with the disruption caused by online retailers.  This article is a perfect example: Guess what Distributors? Turns out that you can fight what you can’t see. Modern buyers expect a sales representative to be a trusted...