Learning to Fly. Why planning sessions fail
If 2021 has taught us nothing it has demonstrated that no matter how much planning a business may undertake it is impossible to account for the limitless number of unknowns …
Training
Getting Heard. Podcasts Deliver Thought Leadership
Two of the biggest marketing trends over the past year have been the increased usage of video and the launching of podcasts. The reason – a desire to share more …
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Changing Role of Sales
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 …
Salespeople in Lockdown Could Cost You Share
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 …
Are You “Zoomed” Out?
Zoom is now the generic term for webinars. The Kleenex of webinars. Teams may rival based upon usage, but from a lexicon viewpoint it is now Zoom, perhaps because of …
The Complicated Rep / Regional Sales Manager Relationship
The relationship between manufacturers and their reps is perhaps the single most important relationship that both can have as it is a synergistic, mutually dependent relationship that impacts the success …
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Interviewing to Hire “The Right” Person
For many managers, the worst part of losing an employee is interviewing prospects. Where to find candidates and what to ask so can get \”the right person\”, quickly. Conversely, if …
Questionable Meetings. Are you willing to ask uncomfortable questions?
With the NAED meeting season coming to an end this weekend and distributors finally done with their planning sessions with manufacturers (more meetings), the issue of the quality of the …
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Here He Comes Again … The RSM
Over the past few weeks I’ve spoken to and met with a number of manufacturer reps, working on topics ranging from strategic planning to marketing initiatives as well as customer …
Developing Your Team Through Channel Dynamic Sharing
Last week we shared thoughts on 10 channel dynamics that are impacting, and will have a greater influence in 2019. To reiterate, these dynamics are: Whose brand is valuable? Size …
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