Dorn’s Post

Manufacturers should push for more collaborative distributor relationships that integrate customer insights and data-driven decision-making. Watch James Dorn and John Gunderson delve into the shift from traditional transactional relationships between manufacturers and distributors to modern joint planning strategies. Key Takeaways: - Manufacturers are advised to reassess their distributor partnerships and transition to modern joint planning to adapt to post-pandemic market dynamics. - Modern joint planning fosters collaboration between manufacturers and distributors, enabling them to leverage customer insights and data for strategic growth. - Embracing innovative tools and approaches, such as leveraging website traffic data and seamless order processing, can enhance the efficiency and effectiveness of distributor-manufacturer partnerships. #ManufacturingStrategy #DistributorPartnerships #PostPandemicBusiness #DataDrivenDecisions #JointPlanningStrategy

The latest Q2 2024 survey reveals that over 50% of direct selling companies are still in the early stages of digital transformation, highlighting a critical need for strategic advancements to stay competitive in the industry. https://lnkd.in/ehvqk7XF #DigitalTransformation #DirectSelling #FutureTrends

During Folloze's 2024 Virtual RKO, Kerry Cunningham 6sense Research and Thought Leadership Expert, provided crucial insights from the 2023 Buyer Experience Report. The impact of adding a new vendor to the buyng process becomes more evident as the buying team expands by an average of two people. This not only doubles the workload but also increases the volume of information for the team to navigate before reaching a decision. Consequently, this addition extends the buying process by approximately 30 days. The intricate details revealed in the report shed light on the nuances that influence the dynamics of the buying cycle, reinforcing the notion that engaging buyers, all buyers, early in their independent process, and enabling them across their journey is critical. Read the full report here and consider making buyer enablement and engagement a priority: https://lnkd.in/dbfd9T2z #BuyerExperience #B2BMarketing #MarketingStrategy #MarketingResearch #MarketingTools #MarketingPlatform #B2BPlatform #B2BBuyerJourney

Highlighting a significant decrease in meaningful customer interactions in the last few years, James Dorn and J Schneider underscore the urgent need to align strategies with shifting behavior. Emphasizing the importance of collaborative partnerships between distributors and manufacturers, they stress the criticality of immediate action to stay ahead in an increasingly competitive market. Key Takeaways: - Distributors are experiencing a 40% decline in meaningful interactions with customers, while manufacturers are likely facing an even steeper drop, potentially around 70-80%. - Understanding changes in end-customer behavior is essential for both distributors and manufacturers to adapt their engagement strategies effectively. - Collaborative partnerships between distributors and manufacturers are crucial for navigating market changes and developing impactful engagement strategies. - With market conditions evolving rapidly, immediate action is necessary to avoid falling behind competitors. - Waiting to address these challenges until later risks being left even further behind in an increasingly dynamic market environment. For more insights like this, visit https://lnkd.in/gwG6warE #Manufacturing #Distribution #CustomerEngagement #MarketIntelligence #BusinessPartnerships #Adaptability #CompetitiveMarket

Why Buying Groups now? In a recent webinar with Evan Liang, Jon Miller, and Kerry Cunningham, we dove into why Buying Groups are gaining momentum. Here’s what we uncovered 👇 1️⃣ Lead-based marketing is too narrow. This approach misses buying signals by not engaging with the right people across the Account. 2️⃣ Accounts are too broad: Especially if you sell several different products. This strategy is particularly problematic for existing customers and expansion revenue. 3️⃣ While the concept of an Opportunity-Centric Motion isn’t new, what’s changed is that leading companies are now successfully implementing this strategy. 4️⃣ Technology has evolved: Automation capabilities have advanced, making Buying Groups an operational reality. Buying Groups are just right. Watch the webinar replay here: https://bit.ly/3JHGQuY #BuyingGroups #MQLs #Sales

In today's dynamic market, distributors need to constantly innovate to stay competitive. Prokeep's free handbook, "25 Actionable Steps to Stay Competitive & Future-Proof Your Distribution Business," is packed with insights to help you streamline operations, improve customer experience, and drive growth. Here's what you'll find in the handbook: The five key steps to managing innovation. Seven trends that are fueling innovation in the distribution industry today. Short and long-term sales and marketing strategies. Proven tactics to build your digital ecosystem. A comprehensive 25-step checklist to jumpstart your innovation journey. Don't wait! Download your free copy today and unlock the future of distribution! https://hubs.la/Q02D0f9B0

Looking to grow your #distribution business? It’s time to innovate — stop reacting to trends & start clearing your own path to greatness. We just put out 25 actionable steps you can take to: - Optimize your sales & marketing - Adopt a mindset of radical foresight - Manage organizational change - & More! This data was gathered from a survey conducted by Channel Marketing Group in collaboration with SproutLoud Media Networks, HMI Performance Incentives (a part of 360insights), and Prokeep, which reached over 3,000 distributors across North America. We extend our thanks to David Gordon Godron from Channel Marketing Group for his invaluable contribution in shaping the survey questions and coordinating the effort. Download our handbook and build the future of distribution today! https://hubs.la/Q02lyXLK0 #distributiontech #gamechangingimpact #wholesaledistribution

🚀 **Time to Change Our Sales Approach** 🚀 Being too aggressive with old sales methods isn't working anymore. We can't rely on outdated tactics to boost sales and manage distributor relationships for spare parts. We need to use modern strategies like data analytics and digital tools to build strong partnerships and grow sustainably. Let's focus on trust, great service, and staying ahead of industry trends. It's time to move away from the old ways and embrace smarter, more effective methods. #SalesStrategy #NewApproach #DistributorManagement #Innovation #CustomerSuccess ---

Attention GTM Leaders: We know it's hard out there and one big brightspot is that your current customers can help you win more now than ever! In the 2024 edition of our G2 Buyer Behavior Report we continue to see software buyers' preference for self-serve channels at ALL stages of the purchasing journey.   We also found that public product review websites are the #1 consulted information source, according to 31% of buyers when planning to purchase goods or services for their company. This is up from 23% in 2023, 18% in 2022, and 13% in 2021. Independent peer forums and communities followed closely behind. The takeaway for Sellers: Trust is more important than ever. Tap into your customers’ voices to share their feedback on your behalf. We must meet buyers where they are, arming them with helpful resources they can review on their own to arrive at a decision. Contrary to all the noise on this topic, sales teams still have a huge role to play as only 3% of the 1,900+ respondents surveyed said they never want to talk with sales. But the pressure is on to stand out in a competitive market -- engaging at the right time with the right message, knowing when buyers are in-market for your solutions. Download the #G2BuyerBehaviorReport today for more findings: https://bit.ly/3Vlovt0