Browsing: Topics

By Mike Emerson, Indian River Consulting Group For salespeople, the top predictor of income should be performance, not tenure. But,…

by Randy MacLean, President of WayPoint Analytics In this article, I’ll share the most effective analytics used by companies to…

I’ve been in the welding and gas business for more than 50 years. I truly thought I had seen it…

My sales career has given me the opportunity to call on many successful people in different types of businesses and…

Sales Pipeline Forecasting Fact or Fiction? By Jay Spielvogel, Venator Sales Group, LLC “I believe I have a 50/50 shot…

Rather than selling to another company, many members are selling to their employees Across all industries, companies are facing a…

Utilizing the Program & Leveraging its Resources On Thursday, July 15, GAWDA and the CGA hosted a live webinar entitled…

As COVID-19 infections and hospitalizations rise in hotspots such as Florida, member companies of the Compressed Gas Association (CGA) are…

by Randy MacLean, President of WayPoint Analytics If you ask your sales reps what customers want, you’ll get a lengthy…

By Mike Marks and Dan Horan, Indian River Consulting Group Customer expectations have been changing for years, and the COVID-19…

By Paul Bernier and David O’Guin With many years of experience in the Industrial Gas/Welding supply industry, I have learned…

by Frank Kasnick, IWDC President and CEO I have not met an Independent, whether part of our group or not,…

When it comes to a digital presence, the first go-to-market tactic is typically organic search engine optimization (SEO). SEO involves…

By Deanna Pelligrino Now, more than ever, we rely on the digital world to keep our businesses moving. But with…

By Paul Banuski What is the responsibility of a manager when he/she suspects an employee may be struggling with depression,…

The CGA sent a letter to all 50 state governors asking that essential workers be prioritized in vaccine distribution By…

We’re all living through unprecedented times. On a Zoom call with a large California distributor, I learned that, with four…

There is good news on the horizon and companies find themselves gearing up to bring back employees and hire additional…

I have had the opportunity to travel all over the country during my 50 years in the welding supply business.…

By Jay Spielvogel, Venator Sales Group, LLC “The greatest sales call our new reps make is on us during the…