The recently published Facing the Forces of Change, by the National Association of Wholesaler-Distributors, looked at how companies can fight what the author called the "legacy of IT." Author Guy Blissett wrote that many distributors want to view IT as a competitive weapon, but very few actually do.

A growing area of interest for distributors is Sales Force Automation or Customer Relationship Management. Distributors want to get closer to their customers.

But while distributors are investing in more technology that may help them do this, the right data is needed to point them in the right direction. Without the best data, it is difficult to pinpoint the best areas for salespeople to target for growth.

IMI's Account Potential reports include an expanded telemarketing record for prospect company locations with an IMI-estimated demand at each account for products analyzed in our Market Demand reports. Learn more about this valuable tool for a more effective sales process.