Most of a distributor’s customers are small or mid-sized, placing fewer orders with a lower average order value. With relatively little investment, proactive inside sales teams can become a valuable tool to increase sales and margins from these accounts. But how do you find the right accounts to focus on? Start with the data.

In a recent guest post for Modern Distribution Management, Real Results Marketing’s Debbie Paul outlined how Real Results Marketing helps clients identify and grow small and mid-sized accounts.

Read more: How to Find – and Grow – High-Potential Customer Accounts

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