Essendant's acquisition by Staples has helped the wholesaler give immediate savings to dealers, develop an automated order system and otherwise serve customers better, says Essendant President Harry Dochelli. Both companies are paying attention to conditions imposed by the Federal Trade Commission as part of the deal, he says.

Technology firms must "get comfortable being uncomfortable" with change and risk-taking, says Kirk Robinson, Ingram Micro's chief country executive for the US. Ingram Micro's partners are part of that exploration process, he says.

Walmart has begun a program on its e-commerce marketplace that will temporarily cut prices on selected products while the company guarantees not to reduce the amount paid to third-party sellers. The Competitive Price Adjustment program is starting in the wake of an Amazon initiative that began in the summer and gives Amazon control over setting prices on goods from third-party sellers.

Integrative negotiation allows salespeople to consider buyers as a whole and include their specific aims and goals as a key part of the negotiation process, writes Sean McPheat, managing director of MTD Sales Training. Integrative bargaining allows for the creation of a third position that brings together the wants and needs of the buyer and seller, making selling a more collaborative process, he writes.

Medallia's Shreesha Ramdas outlines barriers facing enterprises related to customer success, based on a study. Customer success initiatives are being held back by focusing purely on new customers, a lack of understanding of the needs and objectives of customers, and limited systems and tools to track progress, he writes.

Getting away from the office and immersing yourself in the silence of nature can be scary, but it also can inspire new ideas and create the inner stillness needed to be fully present with others, writes Jean Gasen. "What better way to get in touch with your essential being than to give yourself the gift of silence each day, if only for a few minutes?" she writes.

Frustrated employees can seek meaning in their work and talents rather than accepting that work is a chore, writes Eric Stutzman. Leaders "can empathize with the challenge of a difficult work environment, and then suggest that there may be options for people to empower themselves and begin shifting their work culture," he writes.

Mark Dancer says, "The best B2B innovations are about getting ahead, not catching up. The real-time economy is coming, and there are no immediate best practices for distributors. However, distribution leaders can gain immediate advantage by starting to build the trust required for ever-increasing collaborations around data, artificial intelligence and business processes." Read his post, and, for a short time, save 10% when you preorder Mark's new book for NAW, "Innovate to Dominate: The 12th Edition in the Facing the Forces of Change Series."

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