ITA Group, Inc.’s Post

Surveyed distributor associates reveal a critical challenge: 60% feel they lack a competitive edge, often resorting to price-centric selling. James Dorn and Tom Gale discuss how top #distributors deal with price pressure. Watch the full conversation on-demand: https://lnkd.in/g75tT8SP KEY TAKEAWAYS: - Competitive Challenge: 60% of distributors lack a competitive advantage. - Price-Centric Selling: Without a differentiator, reliance on price is common. - Pricing Controls Importance: Essential for maintaining historic-level margins. - Strategic Insights: Defensive play to retain customers and share; Offensive approach to capture more market share. - Empowerment Strategy: Provide teams with tools for effective price defense. - Business Resilience: Sustain profitability amid challenging market dynamics. #DistributionStrategies #PricingControls #MarketShareCapture #BusinessResilience #CompetitiveAdvantage #ProfitabilityTips #StrategicPricing #B2BDistribution Modern Distribution Management (MDM) National Association of Wholesaler-Distributors

We need to drive more sales and increase our profitability! This is a constant in my conversations with sales leaders this year. We are talking about how to : - Drive the right purchasing behaviours - Drive spend towards us vs the competitors  - Drive purchases towards high-margin products We've seen the impact of proactive discussions for manufacturers with their trade partners to drive sales. Our benchmark shows that half of manufacturer feels that if better communicated their incentive programmes could lead to an increase of double digit in sales. Because market shares and profitability is every sales leaders' obsession here is a 6 min video on how our platform bring value to sales teams deliver by our expert Khaled El Mayet. (see comment) PM me if interested.

Further moving towards our discussion on "Sales Fundamentals" Another very important concept is 'Numeric Distribution' & 'Weighted Distribution'. By analysing these metrics, you can gain insights into your market presence while considering both 1. The number of shops carrying the brand and 2. The sales weight associated with those shops #sales #salesmanagement #salescoaching #salestraining #salesleadership ♻ REPOST this message to help your network...

🔭 Stay Ahead by Knowing Your Competition Do you know who you’re really competing against? In our Sales Master Class Programme, we'll dive deep into the strategies for understanding your competition. In any sales environment, knowledge is power. By recognising what makes your competitors successful, you can differentiate your approach, refine your value proposition, and capture more market share. In this session, we’ll cover: ✅ Analysing competitor strengths and weaknesses ✅ Identifying gaps in the market ✅ Leveraging competitive insights to enhance your offerings Understanding your competitors is not just about keeping up—it’s about staying ahead. Join us to transform competitive insights into competitive advantages. Register to the Sales Master Class programme here: https://zurl.co/THG0 #KnowYourCompetition #SalesMasterClass #salesstrategy #businessgrowth

Go-To-Market part 3! James Douglas and Kate Bennett Eriksson outline key elements of a detailed GTM strategy, with specific examples from enterprise sales and partnership distribution approaches.

🔭 Stay Ahead by Knowing Your Competition Do you know who you’re really competing against? In our Sales Master Class Programme, we'll dive deep into the strategies for understanding your competition. In any sales environment, knowledge is power. By recognising what makes your competitors successful, you can differentiate your approach, refine your value proposition, and capture more market share. In this session, we’ll cover: ✅ Analysing competitor strengths and weaknesses ✅ Identifying gaps in the market ✅ Leveraging competitive insights to enhance your offerings Understanding your competitors is not just about keeping up—it’s about staying ahead. Join us to transform competitive insights into competitive advantages. Register to the Sales Master Class programme here: https://zurl.co/GLG3 #KnowYourCompetition #SalesMasterClass #salesstrategy #businessgrowth

The tone of this quote has been echoed by sales leaders around the world for decades and Colleen Francis uses it whilst 'serving' today. As #businessleaders we recognise that being 'passionate' about the difference our proposition can make, is engaging to our potential customers. Being insightful and relevant are the keys that open a customer 'door'. However, service is the differentiator in a sale; helping our customers deliver on their vision and objectives and opening their eyes to the 'art of the possible' will get us to a sale quicker than everything else combined. For #salesleaders we are focused on ensuring our messaging can be evidenced through customer case studies and testimony support from existing clients, there is nothing more powerful than this. Today let's ensure that we are customer focused, both on needs and wants and fully aligned with customer strategy and commitments, all built on relevant insight. Take each key deal and review it through this lens and then create a plan to increase the tempo of engagement. #colleenfrancis #salesleadership #positivemindset

Further moving towards our discussion on "Sales Fundamentals" Another very important concept is 'Numeric Distribution' & 'Weighted Distribution'. By analysing these metrics, you can gain insights into your market presence while considering both 1. The number of shops carrying the brand and 2. The sales weight associated with those shops #sales #salesmanagement #salescoaching #salestraining #salesleadership

It’s no exaggeration to say that sales managers had a challenging time getting through 2023. Many sellers were not equipped to deal with cautious buyer groups in uncertain market conditions, leading to longer sales cycles and lower commercial productivity. However, the trends we observed in 2023 provide valuable lessons to help sales managers kick into high gear this year. Check out our latest blog post for 5 key lessons to help you get a fast start in 2024: https://lnkd.in/gGZ3_85D #sbi #gtm #insights #sales #salesmanager #salescycle

How are sales teams achieving success in this challenging economic environment? Korn Ferry spoke with 200+ global sales teams that shared the strategies that set them apart from competitors. Check out the 2024 Sales Maturity Survey Report!