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- B2B CRM
- Who it's for
- Wholesale and distribution
Wholesale and distribution
A distributor or wholesaler sells to a large base of business customers who buy again and again. The deal is less a single opportunity than the account itself: how much of the customer’s category spend the distributor holds, whether the rep visited this month, and which accounts have stopped ordering.
How B2B CRM is set up for you
Territories with many accounts
Territory rules over postcode, state and industry assign accounts to field reps in bulk. When a rep leaves or a region splits, the realignment is approved by the managers and every move is logged with the previous owner kept.
Tiered pricing
Each account names its default price book, so a customer tier or a region is a book with its own list and floor prices. The rep gets a price they can quote on the spot and an approval when they go below the floor.
Visit planning
Calls and visits are activities with a start and end time, My Week is the route, and the last activity date on the account shows who has not been seen this quarter.
Accounts going quiet
The activity summary lists accounts with no touch in the period. Where the order system is connected, the account carries its last order date from it, so a customer who has stopped ordering is visible beside one nobody has visited.
Share of wallet
The account plan for key accounts records the customer’s estimated category spend and the distributor’s share as the whitespace, and expansion deals are how the share is grown.
Supplier-funded opportunities
A manufacturer’s promotion or a new line becomes an expansion deal on each account that should carry it, worked by territory, with the promotion recorded as the campaign so its return is reported.
Features to start with
Accounts
The company record everything else hangs off: hierarchy, sites, ownership by territory, the account team and the yearly plan for the accounts that matter most.
Renewals
The contract a won deal becomes, the notice deadline and lead time on it, the renewal opportunity the system opens in time, and the expansion sold on top.
Quotes
Priced proposals built from a price book, versioned as the deal moves, and approved by the right person whenever a rep goes past their authority.
Roles on the team
- Sales Development Rep
- Works inbound and outbound leads to qualification and hands them to an account executive.
- Account Executive
- Owns the accounts, contacts, opportunities and quotes in their territory and submits the weekly forecast.
- Sales Manager
- Runs a team of reps: approves negotiation and discounts within manager authority, approves the team’s realignment moves, reviews forecasts and sets quotas.
- Deal Desk
- Guards price, terms and bookings: approves quotes below floor price or outside standard terms, validates closed-won deals against the accepted quote, and maintains the price books and thresholds.
- Customer Success Manager
- Owns customers after the win: contracts, renewal risk, renewal and expansion deals.
- Sales Operations
- Owns territories, stages, quotas, sources, campaigns, rates and data hygiene, without a book of business.
Set up B2B CRM your way.
Start free, then use Proto to change fields, steps and approvals before your team goes live.