Bruce Merrifield: COVID-19 distribution and improvisation measures Bruce Merrifield April 22, 2020 The unprecedented COVID-19 shutdown economy is here. How can you minimize downside hits, while maximizing upside opportunities? Read More
COVID-19 distribution and improvisation measures Bruce Merrifield March 19, 2020 Seven innovative tips during this time of crisis.Read More
Bruce Merrifield: Selling model stress fractures? Bruce Merrifield February 21, 2020 Recent surveys find that next-gen B2B digital-first buyers want only-scheduled-as-needed rep calls.Read More
Bruce Merrifield: Some scary strategic questions for 2020 Bruce Merrifield January 30, 2020 Calendar-year distributors: What’s your planning routine for 2020?Read More
Bruce Merrifield: Status-quo cultures vs. imperative change Bruce Merrifield December 11, 2019 Amazon is teaching everyone to want an increasingly better e-buying journey. Because Amazon is corralling next-generation B2B buyers’ searches, manufacturers are scrambling to create omnichannel solutions for B2B e-buyers. Read More
Bruce Merrfield: Human biases trump analytics Survey stats: The brave and the fading. Bruce Merrifield October 17, 2019 I scan a lot of articles, with one of my research themes being return on investment for analytics, for which there are frustrating results.Read More
Bruce Merrifield: How digital disruptors (will) skim distributor sales Digital disruptors are multiplying! Bruce Merrifield September 12, 2019 Today, digital disruptors are attacking most industries.Read More
Bruce Merrifield: How digital disruptors (will) skim distributor sales August 26, 2019 Digital disruptors are multiplying! Read More
Bruce Merrifield: Does 'fail forward' happen enough? Start any big journey with small, discrete baby steps. Bruce Merrifield June 21, 2019 Get the tattoo? The logic has gone household! The original “Fail: fast, often, forward” quote was penned by Samuel Becket.Read More
Bruce Merrifield: Sell win-win lower pricing Bruce Merrifield May 15, 2019 Pricing efficiency isn’t pricing effectiveness.Read More