3 Best Practices Every Distribution Sales Playbook Should Capture
July 3, 2026
We’ve worked with a lot of distribution companies over the years. And one thing that stands out every time: the gap between
Insights
Practical ideas on sales messaging, process, coaching and enablement from the Kodiak team.
We’ve worked with a lot of distribution companies over the years. And one thing that stands out every time: the gap between
Most revenue leaders don’t fail because they lack talent. They fail because they move too fast. Whether this is your first CRO
A board-ready strategy isn’t the same as a field-ready sales organization. We saw this recently with a B2B company whose board engaged
In our experience, most executive selling focuses on the elevation of the message, and overlooks the factor of timing. Successful executive-level selling requires alignment of timing as well as the message. The best message focused on the wrong time horizon will miss the mark.
7 DEADLY SINS OF SALES When it comes to executing your sales process, things can be going along swimmingly, with the close within reach
In one of the more popular recent posts on LinkedIn, an executive discusses who he considers to be the most frightening people
When a sales team is challenged with a small pipeline, has deals that are getting “stuck”, or is suffering from a high loss rate, these problems are often blamed on “poor sales execution”. However, when you look deeper, it often turns out the problem is not actually execution related – e.g. the sales team is NOT guilty of a lack of activity, poor follow-through, or other effort-related issues. Instead, we often find the cause to be poor sales messaging.
Sales messaging is vital to the success of your sales force, so why isn’t yours working? Let’s look at five significant problems
THREE SIGNALS THAT YOUR SALES MESSAGING IS OUTDATED Sales Messaging Are you keeping up with the times when it comes to your sales
Next step