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When it comes to helping your salespeople close deals while out on the road, information is the most valuable asset you can provide as a Sales Manager.

Although summer is the peak season for wholesale industry trade shows, there are some great events slated for the 4th quarter of 2022. Salespeople from all around the country will be gathering to gear up for 2023 and move closer to their growth goals.

In the wholesale industry, a Sales Representative serves as a vital link between Brands, Sales Agencies, and Retailers. They are responsible for developing and maintaining those critical relationships, from prospecting to sales to reordering. A Sales Rep career can be rewarding, exhilarating, and on some days exhausting. Elizabeth McElhatten, a Sales Representative at The Portico Collection, told us all about a day in her life as a Salesperson during a recent interview.

It is only a matter of time before digital interactions between wholesale buyers and suppliers replace traditional sales models. In fact, over 80% of all business-to-business sales interactions are expected to take place through digital channels in the near future. Although sales channels are changing, B2B or wholesale teams are not going away soon.  

Online and self-service options are becoming more commonplace when it comes to selling products and building relationships between buyers and their suppliers. This is as true in the B2B wholesale space as it is in retail.  Against this backdrop, some suppliers are focusing their wholesale efforts on buyer self-service channels and questioning the role of salespeople.

We know that summer means trade show season for B2B sales organizations. In all likelihood, you’ve already got a schedule full of events to connect with existing customers and reach new customers.  

In an ideal world, customers would simply land on your website and begin making purchases instantaneously. Realistically, the buyer will journey a long way to find you and then take additional time before feeling comfortable enough to purchase your goods or services. Therefore, understanding the various stages of a buyer's journey is extremely beneficial.