Ingram Micro is helping partners embrace digital transformation by having the right people, programs and partnerships in place, says executive Scott Murphy. Infrastructure as a service and cybersecurity are among the focuses, he says, with a business unit being created solely for cybersecurity.
Amazon has started construction on its Prime Air hub at the Cincinnati/Northern Kentucky International Airport in Hebron, Ky. The facility is expected to bring thousands of jobs to the community. "We could have well over 100 other companies locate here in our region to be near the Prime Air hub," an official said.
Businesses buy products based on the results they will provide, so sales representatives must emphasize those results during interactions with customers, writes Sean McPheat. Business-to-business sellers can also improve sales by analyzing the customer's goals, challenges, strengths and long-term plans in advance of the conversation.
Sales forecasting should focus solely on the likelihood that customers will make a decision by a certain date and the likelihood that they will select the seller's company, writes David Brock. Sales representatives can ask questions about which solution the customer prefers for specific problems in order to more accurately measure propensity to buy.
Top-down structures can't prevent toxic workplaces, as employees need to feel empowered, says MIT Sloan professor Thomas Kochan. "When the workforce feels customers are dissatisfied, and they can't do anything about it because they don't have the discretion to solve [problems], you get a reinforcing cycle of very low morale and frustrated people," he says.
Influencing others starts with small steps such as listening to people's concerns, speaking simply and asking open-ended questions, writes LaRae Quy. "Go one step further -- make people feel empowered," Quy writes.
They may never share a romantic candlelight dinner, but distributors and manufacturers who are united in a supply chain are certainly in a relationship. And in channel relationships, as with any other kind, the key to success can be summed up in one word: communication. Keep reading this blog post by J. Michael Marks, NAW Institute for Distribution Excellence Fellow. Subscribe to the NAW Blog.
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