How do distributors find better leads and close deals faster?

Tim Rasmussen, Founder of Rivet|MRO, explains why most distributors struggle with lead quality and how data changes that process. By analyzing real customer data and identifying high-value segments, teams can target prospects that are more likely to buy.

This approach, often called customer cloning, helps sales teams get into accounts faster, close deals sooner, and increase order size. In some cases, results include a 300% increase in orders and significant sales growth. The episode also covers how clickable catalogs and digital tools support sales and how a consistent social media presence builds credibility. In one case, this led to a $190 million opportunity from a prospect that had been watching over time.

This is part two of a two-part series on how distributors can use data, digital tools, and co-op marketing to drive sales growth without increasing spend.

• Why most distributors struggle to generate high-quality leads
• How data reveals high-value customer segments
• What the customer cloning strategy looks like in practice
• Turning data into targeted campaigns that improve sales performance
• How better targeting leads to faster deals and larger orders
• How digital tools like clickable catalogs support sales and e-commerce
• Why is consistent social media building credibility with decision makers
• How focused campaigns led to 300% increase in orders and strong sales growth

If your sales team is struggling to find the right leads or your outreach is not turning into real opportunities, this episode breaks down how better targeting and a data-driven strategy can improve results.

https://www.rivetmro.com/

Follow Tim Rasmussen for co op marketing strategy and distributor growth insights

LinkedIn: https://www.linkedin.com/in/timrasmussen/

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Why do most industrial distributors leave co-op marketing funds unused?

Tim Rasmussen, Founder of Rivet|MRO, explains why co-op marketing funds often go unclaimed in B2B distribution. The process is complex, the rules vary by manufacturer, and most teams do not have the time to manage it. When the funds are used, they are often spent on low-impact tactics that do little to drive sales.

The conversation focuses on the gap between marketing and sales for industrial distributors. Without structured systems and tools that support the sales process, B2B marketing efforts often fail to drive measurable sales growth. Tim Rasmussen shares how aligning marketing with how sales teams actually sell leads to stronger performance, including a campaign that resulted in a 57% increase in product sales.

This is part one of a two-part series on how distributors can use co-op marketing funds to support sales, improve positioning, and drive growth without increasing marketing spend. The episode breaks down how co-op marketing funds can be used more effectively to build sales enablement tools and improve overall business performance.

• How co-op marketing funds work and why most distributors ignore them
• The complexity behind managing co-op across multiple suppliers
• Why co-op funds often get wasted on low-impact tactics
• Turning co-op funds into sales tools that support your team
• Aligning marketing with the sales process to improve results
• How targeted campaigns led to a 57% increase in sales
• What makes sales tools effective in real customer conversations

If your sales team is struggling to stand out or your marketing efforts are not translating into growth, this episode breaks down how better alignment and strategy can change results.

https://www.rivetmro.com/

Follow Tim Rasmussen for co op marketing strategy and distributor growth insights

LinkedIn: https://www.linkedin.com/in/timrasmussen/

• Connect with Ian
• Download a Tackle Box!
• Supercharge your marketing and grow your business with video case stories today!
• Subscribe to the YouTube Channel

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Why are law firms losing visibility even when they rank number one on Google?

AI search is changing how people find and choose attorneys. With over 80% of legal searches now triggering AI overviews, traditional rankings are getting pushed down the page, and click-through rates are dropping fast. David Arato breaks down what is actually working right now in AI search, and why leads coming from tools like ChatGPT and Claude are converting at a much higher rate.

The conversation goes deeper into how the customer journey is changing. Instead of short keyword searches, users are asking layered questions and having longer conversations. By the time they reach a law firm’s website, they are often already decided.

You will also hear how David was able to get content ranking in AI results in just hours, what role schema markup plays, and why most law firms are wasting time chasing high-volume keywords instead of focusing on how people actually search today.

• Why AI overviews are replacing traditional search visibility
• How conversational search is changing client behavior
• What “conversational content” actually means in practice
• How schema markup can accelerate AI visibility
• Why most SEO content is no longer effective
• How smaller firms can compete without massive budgets

If your firm is still relying on traditional SEO rankings, this episode breaks down what is changing and how to adapt your content for AI-driven search

https://lexiconlegalcontent.com/

Connect with David Arato

LinkedIn: https://www.linkedin.com/in/davidarato

Email: David@lexiconlegalcontent.com

● Connect with Ian

● Download a Tackle Box!

● Supercharge your marketing and grow your business with video case stories today!

● Subscribe to the YouTube Channel

Hosted on Acast. See acast.com/privacy for more information.