The maintenance, repair and overhaul (MRO) and industrial distribution industry is both large and growing steadily. Despite this positive outlook, MRO distributors are challenged from many angles when it comes to retaining and growing their market share.There are several factors hindering MRO compan...
Zilliant recently hosted a webinar featuring guest speaker Seth Marrs entitled, “Driving Sales & Customer Engagement with Revenue Operations & Intelligence.” This document features an extended Q-and-A with Seth Marrs based on the webinar where he answers key questions related to applying thi...
Every B2B sales team – from VP to operations manager to field rep – is under tremendous pressure to win new business, fend off competitors, and grow existing customer revenue. New, and sometimes competing, corporate objectives and large books of business make it difficult to prioritize efforts or ke...
Read this white paper to learn how AI-enriched software solutions improve B2B sales performance and productivity.Predictive sales analytics that can operationalize insights within a business change the game for B2B sales effectiveness teams.
Tension between the sales and pricing departments in a B2B organization is nothing new. In fact, it's a natural byproduct of the often contrasting incentives that drive each group. While sales is focused on hitting revenue targets through volume selling, pricing analysts are motivated to ensure high...
The maintenance, repair and overhaul (MRO) and industrial distribution industry is massive and continues to grow at a steady pace. Despite this positive outlook, individual MRO distributors aren’t short on their own challenges when it comes to retaining and growing their market share. There are se...
Professional buyers increasingly expect a hassle-free, fully digital experience with visibility into pricing. Electrical products in particular are a major growth area for Amazon Business and other digital entrants, some of whom undercut the market with bottom-barrel prices. It can be scary out the...
Supply chain disruption, increasing cost volatility, labor shortages, inflationary pressures, and a shift away from the more profitable independent operators to national chains are just a few of the challenges that have impacted foodservice distribution in recent years. Companies that have embrace...
For broadline foodservice distributors, a customer landscape that was once dominated by the independent operator has shifted in recent years to more GPOs and multi-unit operators with centralized purchasing functions, giving buyers significantly more purchasing power.This shift in the customer lands...
A decade-long market decline for office products distributors was only compounded by the virtualization of the workforce over the past year. Beyond market dynamics, these distributors face massive complexity and volatile costs from a large number of suppliers.Scale is the name of the game, making a...
For B2B companies to compete and win, executives must have a means to tie their strategies to how sales teams engage with customers through each interaction. Yet companies lack a systematic, scalable way to do so.If the company strategy is to increase profitability and revenue, how should that impac...
Wholesale distributors face massive complexity; reimagine a holistic solution that addresses the root causes of margin leakage with this whitepaper.The average B2B distributor loses up to 11% of available margins due to misaligned and inconsistent pricing practices.Tackle the Price ModesA company's...
The COVID-19 (Coronavirus) pandemic has altered just about every aspect of personal, social and work life, while threatening to upend the entire global economy. It’s never been more self-evident that the world we live and work in is profoundly interconnected. In this whitepaper, we explore how thi...
Customer retention is a big challenge for B2B companies today, due to intense online competition, but accepting low customer loyalty as a business norm does more harm than good.Preventing customer attrition at the product level or account level should be a priority for B2B companies, yet it’s often...
Download the eBook to learn how Zilliant IQ helped the sales team of a global industrial manufacturer go from high account churn to a 125% revenue lift.Global Manufacturer Goes from High Sales Account Churn to 125% Revenue LiftWith over 500,000 different products, 90,000 customers in multiple vertic...
