Over the course of the past few decades, the organization and structure of B2B sales teams has settled into a nice, predictable pattern. The best, most tenured reps are out in the field, making the daily donut drop with the very best customers, building relationships and taking orders. An inside sal...
The life sciences and medical consumables industry spans a very broad continuum of players and businesses with ultimately the same goal. That is, developing cures for diseases and improving health outcomes for patients. This effort starts&n...
In this blog series, we have explored how companies can endure the COVID-19 pandemic with innovative short-term tactics while also strategically planning for a post-pandemic business environment. Check out the first three entries here, here and here.B2B manufacturers, distributors and services compa...
In an ongoing blog series, we are exploring how companies can endure the COVID-19 pandemic with innovative short-term tactics while also strategically planning for a post-pandemic business environment. Check out the first two entries here and here.B2B manufacturers, distributors and services compani...
In an ongoing blog series, we are exploring how companies can endure the COVID-19 pandemic with innovative short-term tactics while also strategically planning for a post-pandemic business environment. Check out the first entry here.There is no one currently conducting business that has ever dealt w...
In an ongoing blog series, we will explore how companies can endure the COVID-19 pandemic with innovative short-term tactics while also strategically planning for a post-pandemic business environment.When Sam Lash, the director of operations and purchasing at Farm to Table, got to the office on the...
What some prospects and customers are saying in response to the global pandemic.As a salesperson for a global technology company, this has been a challenging time, as it has for everyone. Here's what I've noticed in my outreach to customers and prospects as they look for innovative ways to navigate...
One of the many seismic changes foisted upon businesses during the coronavirus outbreak is the very nature of how work gets done. Millions of employees are working remotely, a trend that will continue unabated at least through April (and likely longer) as city lockdown orders and social distancing g...
In this extraordinary and unprecedented time, our primary concern is for the health and safety of our employees, their families, our customers, and the broader community. As such, Zilliant is closely monitoring the COVID-19 pandemic and following the guidance from the experts at the World Health Org...
For many U.S. manufacturers and distributors, the prospect of tariffs in the rear-view mirror should be a call for celebration, right? Not so fast…The transition period, whenever it arrives, is fraught with obstacles. An end to the tariff program (whether quick and precipitous or more drawn out) pre...
The U.S. recently introduced new tariff measures as part of its broader trade strategy. On February 1, 2025, a 10% tariff on imports from China took effect, prompting China to counter with tariffs on U.S. coal, liquefied natural gas, crude oil, agricultural machinery, and certain vehicles. Meanwhile...
There’s a line in a song by American singer-songwriter Conor Oberst that sums up our current moment of non-stop recession forecasting pretty well: “If someone says they know for certain, they’re selling something, certainly.”Consider these four headlines that came across the wire in a recent 24-hour...
The U.S. recently introduced new tariff measures as part of its broader trade strategy. On February 1, 2025, a 10% tariff on imports from China took effect, prompting China to counter with tariffs on U.S. coal, liquefied natural gas, crude oil, agricultural machinery, and certain vehicles. Meanwhile...
The U.S. recently introduced new tariff measures as part of its broader trade strategy. On February 1, 2025, a 10% tariff on imports from China took effect, prompting China to counter with tariffs on U.S. coal, liquefied natural gas, crude oil, agricultural machinery, and certain vehicles. Meanwhile...
There's a commonly held belief that manufacturing leads the rest of the economy, so declining indicators in manufacturing can produce anxiety for other sectors such as distribution and retailing.Some argue there's a decoupling trend as we shift to a more service-intensive economy that renders actual...
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