Ideas to sell better
Insights on sales, incentives, loyalty, training and product launch. Practical strategies for your distribution chain.
Try SALESTACKThe 12 KPIs That Really Tell You Whether Your Sales Are Healthy (and the Ones Everyone Watches but That Are Useless)
Revenue is growing, so everything's fine. Wrong. Revenue is the last indicator to notice something isn't working: by the time it drops, the problem has already been there for months. Here are the metrics to watch to understand the real state of your sales, with special attention to those working with wholesalers and distributors.
Instant Win: how to run an online contest that truly engages (and complies with the law)
You find out instantly whether you've won. No waiting, no final draw six months down the line. That's what makes Instant Win one of the most effective marketing tools for generating engagement, acquiring leads and boosting sales. But running it well takes more than nice graphics. Here's everything you need to know.
Your next million in revenue is already in your data. The problem is nobody's reading it
Every company with a structured sales network is sitting on an enormous amount of data it can't read in real time. Orders, frequencies, product mix, buying behaviors. Agentic AI isn't a tool that answers questions: it's the one that finds the answers before you even know what to ask.
AI for the sales network: what really changes in managing agents, resellers, and distributors
Managing a sales network without real-time data is like coaching a team by watching only last month's games. You already know what went wrong, but there's nothing you can do about it anymore. AI changes this logic: it transforms network management from reactive to proactive. Here's how it works in practice.
Reseller incentive program: the competitive advantage no one has told you about
A reseller incentive program isn't just about rewarding those who sell the most. It's about building something that manufacturing companies normally don't have: real, up-to-date sales data, profiled by salesperson and by area. And from that data come opportunities that would otherwise remain invisible.
Online prize contest in Italy: how to legally run a contest (and make it actually work)
Every day, dozens of contests, giveaways and instant wins pop up on social media. Most of them are illegal, or worse still, pointless. A properly structured prize contest, on the other hand, is one of the most measurable direct-response marketing tools out there. Here's what you need to know before launching one.
Pricing: why the wrong price can destroy even the best product
Price isn't just a number. It's the first signal the market receives about your product: it communicates quality, positioning, who it's meant for, and how much you're worth. Getting it wrong, even slightly, can undo years of work. Here are the strategies that really work, with a few concrete examples.
Incentivizing sales networks in the AI era: why you need an advanced platform, not an Excel spreadsheet
Managing incentives for a sales network, both direct and indirect, with separate tools and scattered data is like driving while looking only in the rearview mirror. The companies that grow the most have a clear advantage: they see everything in real time and act before it's too late. Here's what changes with a dedicated AI platform.
Your premium products aren't selling? Here's why training indirect trade marketing sellers matters
You've invested months in research and development, launched a new product, trained your internal sales network. Then you look at the end-of-quarter numbers and that product is still stuck. The problem isn't the product. It's that the people actually talking to the end customer keep proposing the same things. Here's how to break that pattern.
ROI of an incentive program: the formula companies should use before investing a single euro
"How much does an incentive program cost me?" is the wrong question. The right one is: how much does it earn me? There are precise variables that determine the return on investment of a collection or a B2B incentive plan. And today they can be calculated in advance, before you even start. Here's how...
B2B Points Collection: Everything You Can Now Do with AI That Once Required an Entire Team
Launching a B2B collection is one of the most effective ways to build loyalty among professional customers and increase revenue. But organizing it well requires analysis, calculations, and personalization that, until recently, were the exclusive domain of large companies. Today, AI changes the rules of the game. Here's how...
AI and sales: 9 areas where it truly makes a difference (and one where it falls short)
AI in sales is surrounded by noise: some sell it as the solution to everything, others dismiss it as hype. The reality is simpler—it works well in specific areas and poorly in others. Forecasting, lead scoring, pipeline analysis, automation of repetitive processes: here's where it's worth applying and what it can't replace.
Sales Promotions: 16 Mechanics That Work (and 3 Most People Ignore)
Percentage discount, buy-one-get-one, free shipping. Most companies keep rotating the same 3 promotions and wonder why customers stop responding. There are 16 promotional mechanics — some underused, some almost unknown — plus 3 hidden variables that directly affect your margins. We break them all down.
Don't Leave Sales on the Table: Assign Your Customers a Sales Target
Are you sure you're not leaving sales on the table for your competitors? Assigning a purchasing target to your customers isn't a technique reserved for multinationals: it's the move that separates those who manage customers from those who truly build loyalty. Here's how it works...
Warehouse Full, Orders Stalled: The Sell-Out Strategy No One in the Trade Was Using
The wholesaler's warehouse was full. The area manager kept coming back empty-handed. The solution wasn't another discount — it was understanding where the supply chain got stuck and building a tool to unblock it. Result: +30% sell-out. Here's how...
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