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I am not growing fast enough!

There is a big public bully in my market. Amazon is beginning to offer some of my high volume products. My sales organization is mature- let's say 70% are over 55. My strategic partners don't play well on the playground let alone my sand box. Our association is becoming an employment referral center. Loyalty means low price.

I need a PILL!
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End User Customers Matter in B2B



I have heard it often said by manufacturers that their customers are their distribution partners.  While it is true that these partners often pay for stocking products, they must eventually sell to end user customers that consume those products.  Manufacturers that have a strong or exclusive channel(s) often do not have, or have limited line of sight to the end user customer.  They rely heavily on their partners to communicate, market and sell to the end users.
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How to Grow your Business

 

Run faster. Innovate. Invest more time in the business. Launch the breakthrough product. Find a new sales manager. Fire the rep organization. Go to another trade show. Social Media - maybe that’s the key. No - but maybe a better website. Hey, what happened to the trade show leads from last year? On and on and on……
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Product Penetration

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Increasing Share of Wallet is a Sales Catalyst

Increasing share of wallet is a sales catalyst, an agent that provokes and speeds significant change in customer revenue

Selling more products to more individuals in your existing accounts increases share of wallet.  Existing accounts are easy to target.  Selling to existing accounts is easier to execute and costs less that new customer acquisition.  Selling more products that you already have increases turn and improves your return on investments in products.  Increasing share of wallet improves customer loyalty.  

Sounds Interesting?  So, why is it so hard?