Opinion.


Real-world insights into the sectors we work with.

With our exposure to so many sectors around the globe we have a deep understanding of what the current opportunities and challenges are.

 

Here, you can find sales-i's latest opinions, thoughts and analysis around the manufacturing, wholesale and distribution sectors globally, with economic impacts that converts businesses to a technological change – and why. 

From thought leadership pieces, to coverage on disruptions within specific industriesbelow read our honest opinions of business environments. 

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COVID and the Cloud: How contactless software saved the day.

Cloud services have been steadily gaining in popularity since the early 2000s, and with good reason, they provide ...

Spotlight on cleaning.

Opportunity knocks for industry at forefront of coronavirus fight. Alex Witcpalek, cleaning market specialist and ...

2021: The year of optimism

2021: The year of optimism 2020 has been devastating for governments, stock markets, and industry. The steep rise in ...

Spotlight on industrial.

Sector looks to up tech game in face of new realities.   Alex Witcpalek, industrial market specialist and director of ...

Spotlight on automotive.

Gearing up for new commercial realities.

sales-i Industrial Supplies, Safety & Tools users achieve growth.

2020 has presented some of the toughest challenges ever faced by industry across the globe.

Spotlight on foodservice.

Tale of two Covid halves brings new sales realities for under pressure sector.

Decision makers should not assume the worst. Stay safe with sales-i.

With technology that moves your business online, you can stay safe and still sell smart. You can access sales-i ...

Spotlight on lumber.

Tech to the fore as 'bellwether' sector mulls post COVID sales future.

A new normal for construction sales?

(This article first appeared in Builders Merchants News). Coronavirus poses an existential threat to construction ...

It's not one door closing and another opening - it's about focus.

With innovative technologies at hand, businesses can still move forward and get the job done even in unprecedented ...

Confidence can’t be understated.

How to remain confident in a challenging and unpredictable environment.

The five ways AI will transform B2B sales in the next decade.

Five ways that AI can practically support effective sales strategies for manufacturing, distribution and wholesale ...

Your salespeople are working from home - Here's the tools they need.

Ian Heller shares how you can use technology to help your sales team continue hitting their targets.

Beyond survival: Protecting market share in a downturn.

Protect your business with sales-i to get instant visibility of potential opportunities and risk of churn.

Five ways sales-i can kickstart your business.

The last few weeks have been difficult for almost everyone, but now is the time to act and put your recovery plan into ...

Bridging the skills gap.

Building and maintaining efficient sales teams is one of the key challenges of the age for enterprise-level boardrooms ...

Control how the future looks with the tools you already have.

Businesses and consumers across the world have benefited from countless web-enabled innovations that make living and ...

Emerging trends and innovations in the HVACR sector.

Whilst many industries have had to cope with unexpected shutdowns, layoffs, and planning a path to survival during the ...

The automotive sector – how will it accelerate again?

The automotive sector is not likely to return to the way it was before the pandemic. What have the effects been so far ...

The Jaws effect.

The Jaws effect. What it’s going to take to reopen businesses and start selling again?  

Selling through a screen – 10 video sales call tips.

Being able to pull off an effective video sales call is now a necessity, but it’s not always easy. From technical ...

Responding faster to the needs of customers.

Many IT service providers have begun introducing new and improved solutions to address their customers’ needs during ...

3 Reasons You Need Your Customer Information Captured in a CRM – Yesterday!

I have been a Customer Success Manager for over four years, and my Customer Relationship Management software has always ...

sales-i HVAC sector users buck the national trend.

As the HVAC industry comes out of its enforced COVID-19 hibernation and begins the journey of recovery, who is managing ...

A practical guide to future-proofing your business.

How you use this time in lockdown, will determine how you come out of it. With sales-i by your side, you can maintain ...

Serving Up a Dish of… Change.

Every aspect of the food and drink sector is likely to see change; from dining out, ordering food, supplies and ...

How will Brexit affect the automotive aftermarket?

With the 29th March deadline looming, Brexit is a very real challenge facing every UK industry. The automotive ...

sales-i Safety sector users buck the national trend.

Despite the pressures being felt by the distribution sector sales-i customers trading in the Safety equipment sector ...

The Power of Counterintuitive Selling.

The power of counterintuitive selling. An unpredictable world, such as the one we are currently operating in, requires ...

What’s below the tip of your iceberg?

Are your existing customers your key to growth and potential? In sales, the number one priority is to find new ways to ...

Get back your time as a sales manager.

What you want to do, rather than what you have to do. As a sales leader, the clock is always ticking. Reports need to ...

The power of counterintuitive selling.

An unpredictable world, such as the one we are currently operating in, requires new tactics. As the world returns to ...

Sales and marketing – A match made in the heavens.

Off the shelf sales enablement tools are the way forward when it comes to aligning sales and marketing according to a ...

Wellbeing in the Workplace: How wellness drives productivity.

The modern workplace is a fast-paced, highly competitive environment. We work harder for longer to maintain a ...

Cross-selling techniques – The secret that boosts sales.

How can you improve your cross-selling techniques? In 2020 so far, 69% of Americans have shopped online and 25% of ...

Business turns to Jan/San sector to boost confidence.

How will the Jan/San sector provide the much-needed confidence for business to return to normal and adapt to new and ...

5 things you should be monitoring post lockdown.

There’s no doubt that the coronavirus pandemic has hit the economy hard. Many business owners are unsure of where to ...

Now is the time for automation to help manufacturers navigate their recovery.

COVID-19 has inevitably changed the way in which organizations around the world, in all business sectors, conduct their ...

Embrace and evolve with the times of technological change.

Introducing new technology can seem daunting and complicated but keeping up with the technological change – while ...

Recalibrating the Medical Sector Supply Chain.

The healthcare industry has evolved faster in the last few months than it has over the past 30 years. From embracing ...

Building Our Way Back to the Future.

The construction industry worldwide and its complex infrastructure is slowly coming back to life. Tower cranes that dot ...

Infographic: A day in the life of a salesperson.

To demonstrate the value of sales-i throughout a day in the life of a salesperson we have created a timeline of ...

6 Myths About Digital Transformation.

Digital technology has undeniably transformed the way we do business, with smart technology that is real time, ...

It’s not enough to just have the data.

Article written by Chris Rogers, Account Executive at sales-i.

Getting your team back on the road.

After COVID-19: Getting your team back on the road is going to take some creativity and thinking out of the box. With ...

The great remote working experiment we’ve all been waiting for?

Could this be the great remote working experiment we’ve all been waiting for? As we continue to figure out how to work ...

Snapshot – The best way to prepare for a remote sales call.

Snapshot is the reporting functionality within sales-i that creates customer-facing documents by using sales data from ...

Now is the time to really manage your team.

Now is the time to really manage your team. As a manager right now, if you’re separated from your team and unable to ...

Stockpile opportunity for the future.

For the foreseeable future, we live in a new Covid-19-normal way of business and life. Whether we like it or not, the ...

Remaining a team during social distancing.

Remaining a team during social distancing An article by Mike Worthington, Customer Success Manager.

Light at the end of the tunnel.

Instead of rushing around the office, being pulled from pillar to post by jumping in on this call and hosting that ...

Coping with Coronavirus – The effect on the Jan/San sector.

As it stands, sales-i should be exhibiting at the Manchester Cleaning Show from 25-26th March, however, with the risk ...

How sales technology can help your business today.

Kevin McGirl, Co-Founder of sales-i, shares how sales technologies can (and will) help your business through the global ...

5 reasons sales software fails in your organization.

Buying a new sales software tool can be a very exciting time. Yet, 63%  of larger companies risk project failure as ...

Making HVAC Cool – Attracting millennials into the HVAC industry.

If you’re struggling to get people to fill the vital roles in your business, then you are not alone. The younger ...

Infographic: The US Heavy Duty Industry By Numbers.

As the single biggest employer in the United States, we take a look at the heavy duty trucking industry to understand ...

The Top 9 Sales Tools To Boost Prospecting.

The internet is awash with apps, downloads and business intelligence systems promising to make your work day a breeze. ...

A framework for effective sales management (tip 5 of 5).

Tip 5: Reverse planning of your sales activity. Sales is one of the few professions where metrics can be captured at ...

A framework for effective sales management (tip 4 of 5).

Tip 4: The ‘rubber band’ effect. Salespeople are a stubborn bunch. Change is not in their vocabulary.

A framework for effective sales management (tip 3 of 5).

Tip 3: Understanding who’s your best salesperson.  It’s the end of the quarter and Bob has yet again generated the most ...

A framework for effective sales management (tip 2 of 5).

Tip 2: The role of a sales manager. It may sound like it’s easy to describe what a sales manager’s role is but so many ...

A framework for effective sales management (tip 1 of 5).

Tip 1: 173 is the most important number in sales. 173. This number should always be in the back of every salesperson’s ...

4 reasons your reporting needs data visualization.

Seeing is believing. Uncover the power of visual formatting.

HVAC 2019 & Beyond [Infographic].

What are the big trends, opportunities and threats for the global HVAC industry over the next 5 years?

What is sales enablement and why does it matter?

A B2B sales role may seem straight forward, however, in truth it’s not. Every salesperson needs to consider what ...

The HVAC Industry Tech Revolution [The Future of HVAC]

The HVAC industry is on the rise. In line with the rebound of fortunes of the larger construction industry, the HVAC ...

Email Writing: Top Tips For Salespeople To Sell More.

Marketing and sales are essentially two sides of the same coin: both have the aim of raising awareness of a brand, ...

The Importance Of Data Security.

The US Federal Government, 60 million South African citizens, 57 million Uber customers and the British National Health ...

How to Upsell and Cross Sell Effectively: 5 Top Tips.

When you’re looking for ways to grow your business, you could do worse than using tried and tested up-selling or ...

Old technology is killing your business – 3 areas to improve.

Business technologies are advancing at a rapid rate. The choice of new and improved products can often be incredibly ...

AI in Manufacturing (And Why It Matters).

Artificial Intelligence (AI) in manufacturing shows the greatest positive impact when compared to other industries. ...

Why is SaaS so popular? And is it here to stay?

SaaS or Software-as-a-Service has grown ever more popular over the past few years but is it here to stay? Jump back ...

INFOGRAPHIC: 27 game-changing sales stats.

Sales is a numbers game. So we’ve collated some of the most eye-watering, game-changing sales statistics that just ...

The advantages of SaaS.

The advantages of SaaS (Software-as-a-Service) are significant – regardless of what industry you work in. From building ...

Machine learning explained.

The modern workplace is teeming with tech. Businesses are constantly updating hardware and procedures to keep up with ...

Sell like a robot. AI and Machine Learning in sales.

The rise of the machines is well underway, but do you need to worry about your obsolescence? Are the machines here to ...

What will the Brexit consequences be for the food and beverage industry?

What will the Brexit consequences be for the food and beverage industry?

Future-proofing in the US Heavy Duty Transportation Industry.

It’s started. 2018 has witnessed a tsunami of orders for hybrid, electric and fuel cell commercial vehicles. FTR ...

Women in technology.

Where are we now? Why aren't women going into STEM roles? How do we get more to enter the workforce?

Why selling is like dating

Want to discover why selling is like dating? Read on.

6 big benefits of CRM software.

With its roots firmly set in the late 1980s, Customer Relationship Management (CRM) software has come on leaps and ...

18 Steps to a Productive Sales Meeting.

No one likes a meeting that rambles on, has no plan, no goals and no respect for other people’s time. Making every ...

How to prepare for a sales conference: 10 tips for attendees.

Are you off to a business or sales conference? Here’s our tips for planning your day and making sure you get the most ...

Spreadsheets for business – will we ever learn?

The catastrophic data error which led to case number chaos.

4 steps to growing your customer base.

The challenge to attract new custom has become an increasingly fast-paced treadmill in an over-subscribed gym. The ...

Tips to help you sell more in the Jan/San industry.

The Jan/San industry is a busy market. Finding new growth opportunities can be a mammoth task. There are things you can ...

Relationship Map Your Way to New Leads.

A Relationship Map is designed to uncover connections between customers and prospects. This can be invaluable when ...

Why sales reps stop using CRM software.

Your company has got a shiny new customer relationship management (CRM) system that is set to revolutionize how you ...

5 customer retention metrics that matter.

5 powerful metrics that will help you to see where you stand in the retention stakes and offer up some interesting ...

6 customer retention stats that will blow your mind.

Customer retention can be challenging for even the most seasoned of account managers. In this infographic, we share 6 ...

5 ways industry 4.0 is going to affect manufacturing.

If you work in manufacturing you’ve probably heard the phrase ‘industry 4.0’ or ‘business 4.0’, first things first, ...

5 handy sales hints to help improve your sales skills.

The art of sales is a minefield. If it was easy, we’d all be doing it. With this in mind, we’ve come up with 5 handy ...

New Automotive Industry Sales Trends: The Subscription-based Model.

The subscription-based sales model is well-known for disrupting the traditional buy-to-own approach. Consumer goods ...

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