The Digital Distributor: Six Steps to Accelerate Sales

By Susan Merlo

Book Overview

The Digital Distributor: Six Steps to Accelerate Sales is an immediately actionable program delivered as a workbook-style guide that brings distributors through the foundational steps they must take to clearly communicate their value, capture and convert more profitable leads, and serve buyers on the buyers' terms.

The steps in this book will increase new and recurring sales, customer retention, and your share of customer spending. Written to save distributors years of expensive trial and error, this book will deliver a greater ROI from your digital sales transformation and leave you much better positioned for whatever technologies or new sales strategies arise in the future.

Follow the guidance provided and: Deliver stronger sales messaging that positions your company as a customer-centric go-to expertGenerate, qualify, and convert more valuable leadsIncrease your sales team's productivity, agility, and ability to generate more revenueMake smarter, more data-driven decisionsDeliver a better customer experienceImprove collaboration across sales and marketingMake life easier for your sales forceWhether your digital transformation awaits, has stalled, or is somewhere in between, this book is your detailed 'how-to' guide that propels your digital sales efforts forward quickly and more effectively.WHAT THE EXPERTS ARE SAYING:

"As a distributor, we are struggling with the developing of an introduction or invitation to see customers face-to-face. These digital tools will lead us to introductions and invites for face-to-face meetings at the right point in the sales process."

Jim S. Banovich
CEO, Marsh Electronics

"Buy this book for every leader in your company and lead a discussion on its topics. You'll move the needle "

Dirk Beveridge
Founder, UnleashWD

"Customers demand robust options to interact with their suppliers and robust order fulfillment practices. Wholesale distributors are challenged with how marketing and sales will need to interact to compete online and what ownership/senior management should possess in the way of new expectations for the future. Susan has surely laid out a clear and detailed roadmap to change. She's identified the core elements that will best position distributors for change. It's a major step up from other books I've recently read on this topic. Highly recommended "

Howard W. Coleman
Principal, MCA Associates

"Susan provides indispensable insights and executable actions for immediately growing sales and delighting customers, and at the same time, building a foundation for B2B innovations and the future of distribution. This book is a must read for every distributor leader and rising star "

Mark Dancer
Author, Mark Dancer on Innovating B2B
CEO, Network for Business Innovation

"As a distributor, if you are unsure where to begin, Susan's framework is a compelling starting point. A must-read book that is packed with tools to get you started immediately. If you are a distributor that has kickstarted your digital transformation, the checklists in the book will help you reach your goals faster."

Pradip Krishnadevarajan
Co-Founder, ActVantage and NAW Author

"This playbook gives you simple, step-by-step instructions on what we all need to be doing so that we as distributors can communicate our value to more people. Susan's book accomplishes what many distributors have wrestled with for years, specifically: How do we let more people know about all the amazing things our teams do for our customers? Follow Susan's compass, and you will find your distribution company surrounded with more customers."

Brian R. Peters
President, Peters Supply, Inc.

• Format: Paperback
• Language: English
• ISBN: B0BCS36T1X
• ISBN13: 9798849612447
• Release Date: September 2022
• Publisher: Independently Published
• Length: 168 Pages
• Weight: 0.51 lbs.
• Dimensions: 0.4" x 6.0" x 9.0"