Salespeople Can’t Live Without Insight [Part 3 of 3]

How Empowered Distributors Sell More Effectively.

Salespeople Can't Live Without Insight [Part 3 of 3]

In Part 3 of our series, ‘Salespeople Need Customer Insights,’ we share how distributors like you can leverage the insights gained from Customer Stratification to sell more knowledgeably. The examples in our discussion are drawn from the E&A/StratMax Partnership, whose Customer Stratification solution adheres to industry best practices as defined by the National Association of Wholesaler/Distributors (NAW) in its groundbreaking book, “Customer Stratification: Best Practices for Boosting Profitability.”

3) Knowledgeable Salespeople Contribute More to Your Success

Customer Stratification is a proven wholesale/distribution industry best practice that leverages data from your company’s enterprise resource planning (ERP) system to profile and categorize the customers you serve. Simply put, knowledgeable salespeople contribute more to your company’s success.

In fact, when your organization has a shared understanding of how customer profitability is measured, there is a positive shift in thinking by your sales team. Salespeople will demand to know exactly how their customers fit within the Customer Stratification framework. The insights empower salespeople to better plan their daily calls and work more purposefully through their individual sales territories.

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Salespeople Can’t Live Without Insight [Part 2 of 3]

How Empowered Distributors Sell More Effectively.

Salespeople Can't Live Without Insight [Part 2 of 3]

In Part 2 of our series, ‘Salespeople Need Customer Insights,’ we share how distributors like you can leverage the insights gained from Customer Stratification to sell more knowledgeably. The examples in our discussion are drawn from the E&A/StratMax Partnership, whose Customer Stratification solution adheres to industry best practices as defined by the National Association of Wholesaler/Distributors (NAW) in its groundbreaking book, “Customer Stratification: Best Practices for Boosting Profitability.

2) Customer Insights Empower Salespeople to Make More Money

Customer Stratification is a proven wholesale/distribution industry best practice that leverages data from your company’s enterprise resource planning (ERP) system to profile and categorize the customers you serve. With the knowledge gained, salespeople gain an unprecedented level of insight into how they can be more productive – and make more money.

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Salespeople Can’t Live Without Insight [Part 1 of 3]

How Empowered Distributors Sell More Effectively.

Salespeople Can't Live Without Insight [Part 1 of 3]

It’s easy to overload your salespeople with data. Many distribution industry salespeople start their days with reports about individual customer’s sales volumes, margins, order histories, and so on. The belief among many well-intentioned sales managers is that more information will help their sales teams succeed.

The problem is that without context, most routine sales data is not very useful. Salespeople can easily be overwhelmed with big data. They might lack the time or skills required to analyze the huge amounts of data that distributors’ IT systems generate.

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Three Ways Infor CloudSuite Distribution can Help Optimize Your Business

Only Infor CloudSuite Distribution offers all three of the following benefits in a single offering.

Three Ways Infor CloudSuite Distribution can Help Optimize Your Business

1. Industry-specific Software

Infor CloudSuite Distribution includes proven wholesale distribution functionality that is already helping 17 of the top 20 industrial distributors gain and maintain industry leadership.

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3 Reasons to Visit E&A’s Booth at TUG Connects 2017

Know More, Sell More, Make More.

TUG Connects 2017
Visit E&A’s booth at TUG Connects 2017 to learn how your wholesale/distribution business can:

  1. Know More about the customers your wholesale/distribution business serves and develop focused sales strategies to better serve their needs.
  2. Sell More to those specific customers who contribute the most to your sales success.
  3. Make More by identifying profit-draining behaviors and correcting them with new solutions.

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[Feature Sheet] Infor Distribution FACTS v9.0 and v9.1

Feature Sheet: Infor Distribution FACTS v9.0 and v9.1

Maximize Profitability and Enhance Customer Service.

Infor Distribution FACTS is an enterprise solution designed specifically to allow distributors like you to focus on core business processes – such as being able to respond to constant changes, handle increasing volume, and meet growing customer demands. FACTS version 9.0 and 9.1 expands upon the solution’s rich feature set, including:

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