Zilliant’s 2019 B2B Benchmark study revealed that medical and life sciences distributors are unwittingly leaving large amounts of revenue and profit on the table due to inconsistent pricing, misaligned market pricing, missed cross-sell opportunities and customer churn. On top of that, eCommerce gian...
At a time when very little seems stable, the most uneasy role in B2B is arguably that of the field sales representative. The bread-and-butter skills honed over decades of walking shop floors, shaking hands in boardrooms and making house calls are suddenly obsolete. Per McKinsey, almost 90% of sales...
What is your annual churn rate? Perhaps surprisingly, for electronic components distributors, an annual 30% customer churn rate–which includes declining customer purchase volume – is common.Just like that, a 7% growth target becomes a 37% goal in practical terms.This no longer has to be the case. Ou...
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