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Whitepaper/eBook

How Intelligent Pricing Helps Sales

How Intelligent Pricing Helps Sales

Intelligent pricing boosts sales rep performance, this whitepaper explains how.

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Infographic: Navigating the Oil & Gas Downturn

Infographic: Navigating the Oil & Gas Downturn

This infographic compiles global facts and figures about the current oil and gas market downturn. More importantly, it shows two strategies you’ll want in place when the market rebounds.

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MRO Distribution Infographic: 2016 Is All About Share

MRO Distribution Infographic: 2016 Is All About Share

This infographic with a MRO distribution focus serves up challenges within the industry and tips to gain more share.

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Pricing Strategies: Managing Prolonged Deflation and Cost Volatility

Pricing Strategies: Managing Prolonged Deflation and Cost Volatility

In this whitepaper, we’ll discuss how advanced data science can provide predictive insights to help answer tough questions about how to address cost volatility with pricing across broad customer and product portfolios.

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Infographic: Plan for Industrial Manufacturing Industry Challenges

Infographic: Plan for Industrial Manufacturing Industry Challenges

This infographic with an industrial parts manufacturing focus serves up industry statistics, future challenges, and a new plan to grow smarter.

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Addressing the Skills Gap in Distribution and Manufacturing

Addressing the Skills Gap in Distribution and Manufacturing

This whitepaper offers up some eye-opening global statistics about how the workforce is rapidly changing, delves into how this workforce transition will impact sales teams in particular, and explains how companies can take proactive steps to address these challenges.?

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Building a More Balanced and Successful Team

Building a More Balanced and Successful Team

This whitepaper, “Building a More Balanced and Successful Team,” reveals a smarter strategy to improve the performance of all sales reps.

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Top 10 Revenue-Killing Sales Myths in B2B

Top 10 Revenue-Killing Sales Myths in B2B

This whitepaper, “Top 10 Revenue-Killing Sales Myths in B2B,” de-bunks long-standing and closely-held sales myths and offers a better way forward for sales organizations.

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The Evolution of Sales Decisions

The Evolution of Sales Decisions

This infographic explores how B2B sales reps have evolved in their decision making – from 1950 to present day – and provides a look forward to the future of smarter decision making in B2B sales.

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MRO Infographic: The Emerging Role of Advanced Analytics in E-Commerce

MRO Infographic: The Emerging Role of Advanced Analytics in E-Commerce

?This MRO distribution infographic depicts the current and future state of the gold-mine that is B2B e-commerce, what prevents companies from winning big in this industry, and how to lead the modern-day market as a digital distributor.

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A New Paradigm for Growth in Medical Consumables Distribution

A New Paradigm for Growth in Medical Consumables Distribution

This whitepaper serves up a new strategy for profitable growth in medical consumables distribution; one that overcomes decision complexity to drive P&L growth.

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Infographic: How to Grow Smarter in Medical Consumables Distribution

Infographic: How to Grow Smarter in Medical Consumables Distribution

This infographic offers up industry statistics, margin-killing myths and strategies to drive P&L growth in medical consumables distribution.

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Infographic: The Lean Approach to Sales

Infographic: The Lean Approach to Sales

Lean principles should extend into all facets of the business, especially how sales reps make decisions about which customers to call and what products to pitch.

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Infographic: Grow Smarter in Specialty Chemicals

Infographic: Grow Smarter in Specialty Chemicals

This infographic with a specialty chemical manufacturing focus serves up industry statistics, myths that prevent growth and a new formula to grow smarter.

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Infographic: Grow Smarter in Electrical Products Distribution

Infographic: Grow Smarter in Electrical Products Distribution

This infographic with an electrical parts distribution focus serves up industry statistics, myths that prevent growth and a lights up a new way to grow smarter.

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Infographic: The Lean Approach

Infographic: The Lean Approach

This infographic explains how companies can reduce waste in pricing practices and capture more profits by extending Lean and Six Sigma principles to pricing through price optimization.

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Maximize the Value of Every Existing Customer Relationship

Maximize the Value of Every Existing Customer Relationship

Artificial intelligence drives actionable insights to your sales force. Watch the video and download the whitepaper to learn more.

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Infographic: Grow Smarter in Building Products Manufacturing

Infographic: Grow Smarter in Building Products Manufacturing

This infographic with a building product manufacturing focus serves up industry statistics, myths that prevent growth and a new blueprint to grow smarter.

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Infographic: How to Grow Smarter in Foodservice Distribution

Infographic: How to Grow Smarter in Foodservice Distribution

This infographic with a foodservice focus serves up industry statistics, myths that prevent growth and a fresh strategy to grow smarter.

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The Most Important Decision: Deciding How to Make Optimal Pricing Decisions

The Most Important Decision: Deciding How to Make Optimal Pricing Decisions

This e-book reveals how sales reps’ pricing decisions directly impact profitability, how those decisions impact revenue and margin targets, and how companies can easily align millions of sales decisions with strategic goals.

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Take Control of Organic Growth

Take Control of Organic Growth

For many B2B companies, the majority of revenue growth comes from acquisitions or other temporary sources. The fact is, businesses are either growing or dying. This whitepaper dives into why more businesses are smartly taking control of organic growth.

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Step-by-Step Change Management Guide

Step-by-Step Change Management Guide

By taking a four-pillar change management approach, many B2B companies are more successful deploying optimization solutions and driving widespread sales rep adoption. Take a peek at this infographic for an in-depth look into the four-pillar approach that will foster trust and adoption.

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Specialty Chemical Manufacturing Dynamics: A New Formula for Profitable Growth

Specialty Chemical Manufacturing Dynamics: A New Formula for Profitable Growth

The cyclical nature and complexity of the specialty chemical manufacturing market provides a unique opportunity to capture more profits, but it’s not so simple. This whitepaper offers a new formula to make the most of these opportunities and grow profitably.

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Organic Growth in B2B

Organic Growth in B2B

Despite the best efforts of executives, management and frontline representatives, sustainable organic growth is a challenging proposition. Take a peek at this infographic to learn why and gain fresh insight on how to drive organic growth.

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Foodservice Distribution Dynamics: It’s Time for a Fresh Strategy

Foodservice Distribution Dynamics: It’s Time for a Fresh Strategy

For broadline foodservice distributors, shifting customer landscapes have given buyers significantly more purchasing power. Read this whitepaper to learn why and take away new methods to maintain margins while growing revenue.

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How to Overcome the Top Three Challenges in Distribution

How to Overcome the Top Three Challenges in Distribution

Distributors, wholesalers and resellers are constantly challenged to maintain, let alone improve, the thin operating margins prevalent in their industries. This paper describes three common pricing challenges, and presents examples of how companies have used price optimization to overcome and achieve significant profit gains as a result.

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The Top 10 Margin-Killing Myths About B2B Pricing

The Top 10 Margin-Killing Myths About B2B Pricing

Relatively few B2B companies are focusing their attention on the single, most powerful means to maximize margins and improve profit performance: pricing. This whitepaper explores a series of closely-held myths about pricing in a B2B environment.

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Automotive Parts Distribution Dynamics: Maintain the Road to Profitable Growth

Automotive Parts Distribution Dynamics: Maintain the Road to Profitable Growth

As the auto parts distribution market continues to heat up, company executives will be looking for new strategies to profitably take more market share. This whitepaper discusses the factors driving current industry conditions and how companies can use the data they already have to align sales reps’ decisions with financial priorities for 2015.

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How the Sales Team Benefits from Optimized Prices

How the Sales Team Benefits from Optimized Prices

In many companies, there is a constant tension between the sales team and the pricing team. Companies attempt to mitigate this with more reports, rules or approvals, yet these efforts typically fall flat. This whitepaper explains why and demonstrates how the sales team, not just the C-suite or pricing analysts, benefit from optimized prices.

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Building Material Distribution: Construct a Plan for Profitable Growth

Building Material Distribution: Construct a Plan for Profitable Growth

In an industry so closely tied to construction, gaining more share profitably presents numerous challenges and complexities in building material distribution. This whitepaper discusses the challenges inherent with gaining more share profitably, and how companies can use the data they already have to align sales reps’ decisions with financial priorities.

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Six Reasons to Optimize Prices

Six Reasons to Optimize Prices

As cost reduction initiatives such as Lean and Six Sigma run their course, where is the next source of profit lift? This one-page whitepaper gives six reason to optimize prices. Chief among them? Taking control of your P&L performance.

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Find the Optimal Path to Better Prices

Find the Optimal Path to Better Prices

Pricing is the most powerful lever a company has to boost profitability, yet it is often the last bastion of guesswork in many companies. This infographic walks through three distinct approaches and determines which approach provides the best route to higher profits.

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Why You Can’t Afford to Wait

Why You Can’t Afford to Wait

Enterprise sales organizations using price optimization brought in deals that, on average, generated 26% higher revenue than the deals made by those that did not. In addition, these enterprises reported that up-selling or cross-selling to existing customers increased by 69%, compared to an average of 34% for companies that did not use price optimization.

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Business Intelligence Reporting vs. Guidance Applications: Reports Don’t Drive Outcomes

Business Intelligence Reporting vs. Guidance Applications: Reports Don’t Drive Outcomes

At its most basic level, business intelligence (BI) is data presented in reports, analytics and dashboards that are useful in helping highly analytical individuals make very specific decisions. This whitepaper discusses why that’s not necessarily practical in helping frontline sales reps make better decisions and explains why guidance is different.

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Distribution Dynamics: It’s Time for a New Strategy for Profitable Growth

Distribution Dynamics: It’s Time for a New Strategy for Profitable Growth

The inner-workings of distribution companies are massively complex; if sales reps don’t sell as profitably as possible — each and every time — the company misses out on a wealth of revenue and profit in the existing book of business. But, that is easier said than done. This whitepaper explores why and offers up a new strategy.

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B2B Customer Retention Best Practices

B2B Customer Retention Best Practices

Customer churn is often the biggest inhibitor of organic growth for B2B companies, but accepting churn as a cost of doing business is a long-standing business bias that does more harm than good. This in-depth whitepaper discusses the five critical aspects of customer retention in B2B.

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A New Way to Generate Superior Returns

A New Way to Generate Superior Returns

Regardless of whether a company was recently private equity-funded or is preparing for an exit, the pressure is on to cultivate superior returns. After all, PE firms that can avoid underperformers realize a significant bump in their funds’ total returns. This whitepaper offers up a new way to generate the returns you are seeking.

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Why Over-Discounting is Optimal: But Not for You

Why Over-Discounting is Optimal: But Not for You

Executives of all stripes, but especially finance executives have strong beliefs that sales reps over-discount. Recent research shows why not only is that expected, but why the conventional remedy, compensating sales on margin instead of volume, is not enough. This whitepaper covers why and includes detailed risk aversion graphs.

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Changing the Sales Habit Using Guidance

Changing the Sales Habit Using Guidance

Most sales leaders realize it’s impossible to direct their teams’ every move, but they also know they won’t succeed with complete autonomy. What is the right balance of sales management control versus sales rep discretion to maximize results, and how can you achieve it? This in-depth whitepaper covers critical factors to achieving this balance.

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Industrial Manufacturing Dynamics: Assemble a Better Plan for Profitable Growth

Industrial Manufacturing Dynamics: Assemble a Better Plan for Profitable Growth

Given economic uncertainties, industrial manufacturers are looking for ways to maintain and grow wallet share, in the most profitable way. This whitepaper offers a plan to do just that.

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Treat Every Customer Like a Strategic Account

Treat Every Customer Like a Strategic Account

Sales teams now spend significantly more time on data entry and manual analysis … and too little time on identifying and pursuing new growth opportunities in “non-strategic” accounts. This whitepaper discusses why this is such a pervasive problem and provides a new perspective on how you can help sales reps treat every customer like a strategic account.

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A Better Way to Coach Sales Reps

A Better Way to Coach Sales Reps

Many sales managers get caught up in administrative and reporting tasks, rather than coaching sales reps. This whitepaper digs into why, despite technology investments, many sales managers have little time for customer- and market-facing activities and discusses a better way to coach sales reps.

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Why Organic Growth Isn’t Do-It-Yourself

Why Organic Growth Isn’t Do-It-Yourself

For years, companies have relied on teams of analysts with spreadsheets and business intelligence tools to spur organic growth. This whitepaper discusses why these efforts, while well-intentioned, fail to achieve organic growth objectives.

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Electrical Distribution Dynamics: A Better Path to Profitable Growth

Electrical Distribution Dynamics: A Better Path to Profitable Growth

Capitalizing on industry growth to make profitable market share gains is a primary focus for electrical distributors, yet that’s easier said than done. Learn why in this whitepaper, and learn how to ensure that goals are executed upon in the field through each and every decision.

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B2B Pricing Best Practices

B2B Pricing Best Practices

Pricing is the most important profit lever that managers can influence, where very small changes in average price translate into huge changes in gross profit. In fact, there are five fundamentals that make a difference in improving profitability via pricing. Learn more about these pricing best practices.

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Do Your Prices Make Sense?

Do Your Prices Make Sense?

To fully know the answer, it’s imperative to analyze prices from the perspective of three stakeholders: sales reps, customers and executives. It turns out each party has its own demands of what pricing should achieve, and meeting those demands with each price point is not so simple. This flowchart can help to determine if you are on the right track.

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Combating Customer Churn

Combating Customer Churn

Losing customer purchase volume or losing customers outright is a constant threat to organic growth. There is a better way than manual analysis to control churn, but it requires abandoning traditional approaches. This whitepaper explores why and explains how to be better armed against churn.

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Rational Pricing: Meet and Beat Expectations

Rational Pricing: Meet and Beat Expectations

Do your prices make sense? To answer “yes,” they should align across market dynamics, value and strategy. However, prices rarely meet these rational expectations. This whitepaper explains Rational Pricing and how it can meet and beat stakeholder expectations.

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Make Pricing a Win-Win-Win for Rental Companies and Customers

Make Pricing a Win-Win-Win for Rental Companies and Customers

For equipment rental companies, increasing rental duration and achieving utilization targets, while still ensuring competitive rates are the keys to profitability. Yet, a fragmented, highly competitive and discount-driven marketplace makes this difficult. This whitepaper digs into why and offers a new strategy on setting rates that incent customers to do more business with them and result in higher revenue and utilization.

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Building Material Manufacturing Dynamics: Construct a Plan for Profitable Growth

Building Material Manufacturing Dynamics: Construct a Plan for Profitable Growth

The building material industry is poised for growth, but getting a larger piece of the pie while maintaining margins will continue to be a challenge. This whitepaper discusses why, and how to align sales reps’ decisions with financial priorities.

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Winners Embrace Big Data-Driven Decision-Making

Winners Embrace Big Data-Driven Decision-Making

What's the one competitive advantage smart companies recognize and are moving fast to exploit? Data-driven decision-making. This article from Zilliant CEO Greg Peters explores why.

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Capitalize on Big Data: The Six Opportunities Your Company May be Missing

Capitalize on Big Data: The Six Opportunities Your Company May be Missing

Whether you’re thinking about how data can help you grow smarter or you have already started down the path of an internal data initiative, you’re in good company. This whitepaper lists six revenue-boosting opportunities missed with do-it-yourself data analysis.

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Why Price Optimization Isn’t Do-It-Yourself

Why Price Optimization Isn’t Do-It-Yourself

For years, companies have relied on teams of analysts with spreadsheets and business intelligence tools to manage pricing, their main profit driver. This whitepaper discusses why these efforts, while well-intentioned, fail to achieve profit objectives.

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Electrical Products Manufacturing: Illuminate a New Path to Profitable Growth

Electrical Products Manufacturing: Illuminate a New Path to Profitable Growth

Electrical products manufacturers continue to have concerns about rising, volatile material costs, and while the industry remains optimistic, the long-term winners will be the companies that can expand share and quote prices that will hit profit goals and still win the business. This whitepaper discusses the challenges inherent with gaining more market share profitably, and illuminates a new path to profitable growth.

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When Costs Are Dropping, Should Your Prices Follow?

When Costs Are Dropping, Should Your Prices Follow?

It never fails, does it? You finally pushed those price increases through — to reflect the fact that your input costs have been going up dramatically — and market prices turn downward. If you do not drop your prices, you risk losing critical volume to competitors who will. This whitepaper discusses the best way to reflect falling costs in prices.

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It’s Time to Take a Lean Approach to Pricing

It’s Time to Take a Lean Approach to Pricing

Manufacturers have seen significant cost savings as a result of implementing Lean principles, but are those profits actually making it to the bottom line? Hard-earned gains on the manufacturing floor are often given away at the point-of-sale as a result of poor pricing methods. This whitepaper discusses how to hold onto those cost savings.

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Set a New Strategy for Profitable Growth

Set a New Strategy for Profitable Growth

The MRO market is highly fragmented, but M&A activity and competitive intrusions like AmazonSupply.com keep distributors on their toes. This whitepaper explores a new strategy for sales reps to sell as profitably as possible – each and every time.

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Why Metal Service Companies Should Take a Lean Approach to Pricing

Why Metal Service Companies Should Take a Lean Approach to Pricing

Many metal service companies are laser-focused on implementing Lean practices, but those hard-earned savings from the shop floor aren’t always evident when the P&L is tallied. This whitepaper explains how poor pricing strategy is the culprit and how you can apply Lean principles to pricing.

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