To inspire, you must first be inspired

To inspire, you must first be inspired

Most of us have had experiences with uninspired salespeople. Often they seem as if they’d rather be doing just about anything other than what they’re doing at that very moment. It negatively impacts the purchase experience, making customers feel as if they, too, would...
Success can be your biggest barrier

Success can be your biggest barrier

In our years of helping companies improve their success with their dealers and distributors, it has always been far easier to work with a company that has been in a slump. Their dealer network is begging for attention, new product, new ideas—the company’s employees...
Engaged sales channels win every time

Engaged sales channels win every time

In my last column, I introduced the first of 12 truths in business. These truths are often the difference between engaged sales networks that drive performance and those that lack passion, resulting in poor sales. The next truth is, if you compete against an...
10 Insights for Future B2B Success

10 Insights for Future B2B Success

Over the course of several decades, we have worked with hundreds of manufacturers to help them discover their brands. We have interviewed customers, employees, executives and dealers to learn what these companies stand for. We have also conducted Technical Immersions...
Retail changes could be here to stay

Retail changes could be here to stay

Throughout the COVID-19 pandemic, we have monitored its impacts on retail—a sector that’s faced substantial challenges over the last few months. Knowing automotive sales is often a leading indicator of where retail is moving, we recently conducted a survey of...