Wholesale & B2B Sales Best Practices | Handshake Blog

Sales, marketing and tech knowledge for wholesale brands and salespeople.

Determining Your Commission Structure for Independent Sales Reps

May 9, 2017 by Mandy Movahhed

Independent sales reps are an important part of many wholesale companies’ sales and marketing strategies. Often referred to as manufacturer’s reps, independent sales reps offer wholesale brands the opportunity to extend their reach to markets far from where their company may be located and to take advantage of reps who may have existing business relationships…Read more

8 Tips for Effective B2B Selling in Manufacturing & Distribution

August 1, 2016 by Daniella Shtemberg

In “Business to Business Sales” (otherwise known as B2B), there are many checks and balances to keep a sales team on track. In the manufacturing and distribution industry, it is critical that you understand this process prior to getting in the field. The following are some simple B2B selling tips to stay in the game…Read more

4 Key B2B Sales Tips for Manufacturers and Suppliers

July 12, 2016 by Caroline Goan

Going into 2016, the B2B sales landscape is continuing to evolve. Digital sales technology, for example, is attracting significant investment. Similar studies also suggest that 56% of buyers are now taking longer to complete the sales cycle due to the fact that they are conducting their own research. With an array of new factors to…Read more

3 Outside Sales Best Practices

June 21, 2016 by Daniella Shtemberg

Over the last several years, the line between “inside” and “outside” sales has become somewhat blurred. Where the fostering of long-term business relationships often involved face-to-face meetings, the presence of new technology––particularly B2B eCommerce––alongside evolving B2B client demands, has changed the nature of outside sales and the responsibilities that reps are expected to undertake. Nonetheless,…Read more

Choosing the Leadership Style That Works Best for Your Team

June 20, 2016 by Guest

In manufacturing and distribution, a leader is so much more than an employee that guides and supervises staff. They are the decision-makers that have influence over productivity, morale, and overall job satisfaction. A study by the Harvard Business Review found that only 15% of managers showed the consistent capacity to innovate and successfully transform their…Read more

Order Writing Best Practices for Field Sales Teams

June 9, 2016 by Daniella Shtemberg

Mobile order writing allows a field sales team to eliminate paper from their ordering process, reducing the number of people involved in getting orders filled, and increasing order accuracy. Rather than carting around catalogs and order forms, you can take a mobile device loaded with the mobile order writing app to manage the whole process…Read more

Field Sales Management Strategies

May 17, 2016 by Allen Malapit

The key to any successful strategy is a well-organized plan for execution. Field sales management in manufacturing and distribution can be challenging, as your team is often spread out in territories away from the central office/warehouse, making communication difficult. A seasoned field sales manager, however, has a rock solid strategy that leads their team to…Read more

90 Days to Sales Leadership Success

April 21, 2016 by Daniella Shtemberg

So you’ve been hired as the new VP of Sales in a manufacturing or distribution company and are excited about the opportunity to build a rock star sales team within a great organization. Sounds great, doesn’t it? Well, don’t get too excited just yet. We hate to burst your bubble, but you should know that…Read more

Using a Territory Management System to Increase Sales Productivity

April 15, 2016 by Chris Russillo

For manufacturers and distributors that do business across several regions, an effective territory management system is vital. Without a well-thought-out strategy, sales can be tough to land. Territorial management is at the heart of any company’s sales operations. All key processes, from sales force planning and deployment, to performance tracking and financial reporting, depend on…Read more

10 Sales Initiatives Every Salesperson Should Take to Have a Monster 2016

February 9, 2016 by Brandon Gracey

We’re all guilty of the beginning of year lull that follows the end of year madness. The challenge is that last year’s madness was at least partially driven by not having a strong and strategic enough start twelve months earlier. With that in mind, below are ten sales initiatives that you can––and should––take right now…Read more