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Increase sales































Achieve double-digit growth

Barriers to improved sales
performance


Breakthrough sales results

Getting the most from your
salespeople


Improve customer profitability

Increase sales

Low risk, double-digit growth

Making It right vs. getting It right

Peak sales work session

Profitable growth

Sales calculator

Setting sales goals

The sales manager's
challenge


Where does a salesperson's
time go?















Selling value


















Are you adding value?

Break the discounting habit

Caught in the middle

Defend your prices

Overcoming price pressure

Selling value in a price-focused
world


Selling value training

Survive price warfare

Value-based selling

What's your value proposition


Managing distribution
















Develop a distribution strategy

Doing business the
customer's way


Failure to communicate

Improve distributor sales

Taking action

The customer-driven economy

The distribution paradox






Manufacturer/distributor relationships












































Barriers to better relationships

Bottom line impact of poor
relationships


Creating economic value

Current state of
manufacturer/distributor
relationships


Developing plans

Future of
manufacturer/distributor
working relationships


Getting everyone on the
same page


Hidden cost of poor
relationships


Improve profitability

Now is the time to act

Operating in the dark

Realign your distribution
channel


Strategic compensation

The importance of
common goals


The right kind of
conversation


The secret to better working relationships

Turning knowledge into action

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About the Industrial Performance
Group

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