Guest Columnists - Articles - Page 4

EMERGING LEADERS || VINCENZO DAL POZZO

Vincenzo Dal Pozzo: Tackling industry issues head-on

ASA’s Emerging Leaders gather in Nashville to share best practices.

November 8, 2021

Nashville, Tennessee — home of country music, hot chicken and Johnny Cash. Along with those prominent illustrations depicting the city at face-value, this year it was also the home of the ASA Emerging Leaders’ annual forum EMERGE.

Apply 3 rules from Judith Honesty to ace your next crucial conversation

Prepare for the difficult conversations between vendors and wholesalers.

Amy Souders

August 30, 2021

Think about the most difficult conversations that vendors and wholesalers can have as we work together to drive profitable growth. Don’t you wish you had an antidote to make those difficult conversations easier – and more successful?

How AI can increase distributors' inside sales effectiveness

Artificial intelligence helps sales teams make targeted sales efforts post-COVID.

Benj Cohen

August 11, 2021

According to a recent McKinsey report, more than 90% of B2B companies have shifted to a virtual or hybridized sales model due to COVID-19. Though dramatic, this shift reveals an emerging trend away from face-to-face sales.

Managing growth in the new normal

Must-have capabilities to manage growth as distributors.

Senthil Gunasekaran

July 9, 2021

When it comes to developing a growth strategy, distributors must be mindful of their actual capabilities in each of the seven essential process groups regardless of current market conditions.

Michael Maloney: Support our heroes who have sacrificed so much

ASA Emerging Leaders division helps raise funds for Operation Rise & Conquer.

Michael Maloney

June 23, 2021

As chairman of the American Supply Association’s Emerging Leaders division, I have been honored to have the opportunity to help raise funds for a wonderful program called Operation Rise & Conquer (ORC).

Generating growth in the new normal

Part one of a three-part series on profitable growth for distributors.

Senthil Gunasekaran

June 9, 2021

Without the wealth of information gained from visiting with customers and assessing their business on-site, it’s your responsibility to provide salespeople a sufficient alternative that will support growth generation.

Scott Tinder: Become an outsides sales leader

Scott Tinder

April 13, 2021

Whether you call yourself a territory manager or an outside salesperson, you’re an important link between manufacturers and the contractors that need their products. But how do you go from being good to great? How do you excel?