As we transition from the pandemic many wonder about “the future of sales”, meaning, “what will the sales process (sales model) look like in the future” and, essentially, “what is […]
What’s Your Sales Model of The Future? Read More »
Contrary to reports coming from Washington, there is a war for talent going on in the HVAC industry and it is going to get worse. Consider: If you track LinkedIn
Fighting the War for Talent Read More »
The major story in the distribution industry yesterday was Home Depot acquiring HD Supply. While many electrical distributors may wonder “why the coverage” as “we don’t compete with them”, the
HD Supply Goes Home Read More »
It’s been almost seven months (March) since COVID exploded into the electrical industry. It’s been a roller coaster road for many with everyone expecting the business to fall off the
Changing Role of Sales Read More »
2020 is a year of change in the rep community. And the change is creating new opportunities. There have been Many lines that have changed agencies which, considering the circumstances,
Rep Opportunities Abound Read More »
What do market segments such as government, universities / higher education, life sciences, government / municipalities, sports teams, hospitals, agriculture have in common? While most are considered \”institutions\”, they all
Creating lemonade at Institutions Read More »
Recently I visited a manufacturer rep client and spent time with their salespeople. As typically goes, the conversation “wanders” into what they are observing in the marketplace (the benefit of
Salespeople in Lockdown Could Cost You Share Read More »
Hope you had a wonderful July 4th weekend with your family? While July 4th celebrates independence it also is a moment for reflection and appreciation of the American spirit. A
Ready for the 2nd Half Sprint? Read More »
This year many companies should be able to find some “extra” dollars around to reallocate. The question is whether they reallocate them to investments to drive business, funding for incremental
Reallocate Conference Funds to Support Growth Read More »
COVID has heightened the benefit or, and interest in, eCommerce for electrical distributors. Our second and third COVID-19 Electrical Market Sentiment Reports have shown that those with an eCommerce offering
Evaluating eCommerce Companies, Forrester-style Read More »
