Imperial Dade appoints first chief digital officer | Product data is nice to have, but customer data is gold | Scoular to hold Sept. 8 virtual event for women in agribusiness
Foodservice supplies distributor Imperial Dade has hired longtime business-to-business e-commerce executive Devashish Saxena as its first chief digital officer. "Devashish is an excellent addition to our organization, contributing his expertise and passion to further develop and execute our digital strategy," said Charlie D'Elia Jr., Imperial Dade's chief commercial officer.
Compiling product data and keeping it accurate is important, but business-to-business distributors should focus more on the behavior of their customers, argues Jason Hein of Bloomreach. "Embrace and use that customer data to power better digital experiences -- the kind that leap ahead of competitors," Hein writes.
Digital twins, predictive maintenance and tracking are key digitization tools that can help with predictive or preventive measures related to value chain wrenches, environmental events and business operations disruptions. By tapping into this next-level data, companies can better react, or find opportunities in, impending problems.
UPS is investing in driving simulators to boost safety training, with plans to add 20 more sites to the 33 that got the technology in 2022. "It's a lot of hard work, a lot of training, a lot of patience, making sure we follow those methods to a tee to make sure these drivers get home safely each and every day to their families and their loved ones," said Safety Director Jessica Conatser.
SPARXiQ Vice President of Sales Effectiveness Services Mike Kunkle takes on the subject of performance issues in sales with the ROAM method -- that is, Results vs. Objectives, and Activities plus Methodology. Kunkle includes flowcharts to analyze sales performance and solutions, although he counsels that teams should work together to "align on best practices that produce results with your buyers and customers, with your products or solution sets, and in your industry or sub-vertical of wholesale distribution."
Business-to-business sales requires using the right message and language, bringing content that will enhance the buyer's own research, tapping social selling wisely and three other strategies, sales trainer Anthony Iannarino writes. Sales leaders who coach on these can help teams address long sales cycles, compressed time with buyers and difficulty getting consensus from varied stakeholders, Iannarino says.
Managers who have allowed recalcitrant but talented team members to run the show, ignored problems or sought to be liked over being respected may be at the root of employee retention troubles, writes speaker and consultant Marlene Chism. "Be crystal clear about the behaviors you expect in the future and what the consequences will be if the undesired behaviors continue," Chism writes.
People in leadership positions have a responsibility to motivate and guide, and the correct mindset is key. Keeping five important habits top of mind can help leaders be successful: Remember to inspire and not just instruct, create a well-defined vision so team members know how to pull together, focus on authentic and not just one-dimensional relationships, foster a culture of coaching and mentoring, and always keep learning as a leader.
