Is your software package driving you crazy?

Tuesday, May 22, 2018
A rather cynical friend once told me, “expectations are nothing more than pre-meditated resentments.” In my business, I encounter a lot of frustration and resentment around software and technology in general. It recently occurred to me that a great deal of this frustration has been created by unrealistic expectations, a little sales embellishment and a dose of stubborn self-centered thinking. Rather than stomping our feet and pointing fingers, we all need to step back and find a healthy balance between want and need. Here’s a case in point. I recently visited the offices of a small distribution software package company that I have had a relationship with for many years. In an attempt to reconnect with some former clients and friends in the distribution ranks, I reached out to  [Read More...]

Sales changes in digital times

Tuesday, May 22, 2018
Recent research on sales force changes for distributors found that online commerce is expected to significantly change existing sales efforts. While it is still early in the game, with some 13 percent of total sales online, online commerce is expected to grow to 25 percent of sales by 2025 and between 30 percent to 40 percent by 2028. At these levels, online winners will emerge and it is certain their sales efforts will have undergone significant change to move them into the top spots. The online battle will be won, largely, by firms that deliver value commensurate with their price. Online buyers can research products and services with ease and this will compound in the future as more distributors move online. Sales forces that do not demonstrate value will cause a sales loss as t  [Read More...]