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The Retail Sales Dilemma and How to Solve It

Retail, maybe more than any other industry, was thrust into the acceleration of online shopping trends via COVID, now tasked with balancing a robust omnichannel sales presence and strategy. Where are retail professionals facing the biggest B2B sales conversion challenges today, and why? And how can those strategies lead to more thoughtful CRM usage,…

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Retail, maybe more than any other industry, was thrust into the acceleration of online shopping trends via COVID, now tasked with balancing a robust omnichannel sales presence and strategy. Where are retail professionals facing the biggest B2B sales conversion challenges today, and why? And how can those strategies lead to more thoughtful CRM usage, and applicable tips for other industries?

Hunter Austin, co-founder and managing partner of Kelley Austin, and Greg Ryan, principal solutions engineer for Salesforce, broke down their overview of retail’s sales dilemma and how to leverage the right tools, like a flexible industry-specific CRM, to reach today’s consumers, B2B & B2C alike.

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More Retail Insights

Hackers hit supermarket fridges across Europe again, three weeks after France

Hackers hit supermarket fridges across Europe again, three weeks after France

Grocery stores in at least nine European countries reported fridges and freezers pushed to warm temperatures overnight on November 2, three weeks after a similar attack hit hundreds of French supermarkets. Delhaize, Carrefour Belgium, Coop Sweden and SuperValu confirmed affected stores, ICA and SuperValu stores discarded or pulled chilled and frozen stock, and Belgian prosecutors opened an investigation. Danfoss said its refrigeration controllers were involved again, and Censys counts just over 1,000 of its StoreView interfaces still reachable from the internet. Nobody has claimed responsibility, and officials have not said whether the two waves are connected.

  • 01AFP counted nine countries hit; SecurityWeek said 100+ stores; Danfoss said its controllers were involved again.
  • 02A Belgian refrigeration executive said attackers forced evaporators into defrost mode in the France wave, and Lupovis said most login attempts it saw against decoy Danfoss controllers used publicly documented factory default credentials.
  • 03CERT-FR and Greece's cybersecurity authority advise taking controllers off the public internet, using VPN access with multi-factor authentication, changing default passwords and replacing unsupported units.

Nov 3, 2026

Walmart commits roughly $6 billion to automate 25 US distribution centers with Symbotic

Walmart commits roughly $6 billion to automate 25 US distribution centers with Symbotic

Walmart and Symbotic expanded their partnership with a roughly $6 billion commitment to automate 25 US regional distribution centers over several years. Walmart says the move will help it offer a broader assortment, improve speed and provide more reliable restocking.

  • 01Walmart's roughly $6 billion Symbotic commitment will increase storage capacity at its regional distribution centers and support e-commerce upstream inventory management. Walmart says the goal is a broader assortment, more speed and more reliable replenishment.
  • 02The roughly $6 billion covers work over several years. The deal also leaves room for additional projects across Walmart's global supply chain beyond the 25 regional distribution centers.
  • 03Watch whether Walmart names the 25 sites or extends the work into its global network. Either would show how fast the regional-hub model is spreading.

Nov 3, 2026

Stores ring up most retail sales but earn 5% of retail media revenue

Stores ring up most retail sales but earn 5% of retail media revenue

E-commerce was 17.1% of US retail sales in Q2 2026, leaving most sales to physical stores, yet stores draw only about 5% of retail media revenue, Omdia estimates.

  • 0143% of US retail media buyers with active in-store budgets say they underuse them. They cite activation complexity and measurement limits, which Fingoweb argues sit in software and data.
  • 02In retail media, “inventory” can mean screen time or shelf stock. Networks that sell ads need visibility into both.

Nov 2, 2026

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