Happy MondayMore than 4,800 leaders across manufacturing, distribution, and technical industries are reading this right now.This week's episode is about a question most senior leaders avoid.Is your successor ready?The leaders who answer it honestly t...

There is a question most senior leaders avoid asking until it is too late.Is your successor ready?Jeff Newell is the President of Mouser Electronics, a global distribution business with more than 4,000 employees, customers in 223 countries, and 1,200...

Happy Sunday4,800+ leaders across manufacturing, distribution, and technical industries open this each week. You're one of them.Something has shifted in how customers prepare. The buyer no longer waits for the rep to bring the information. They arriv...

Last week I was talking with a sales leader who told me their team is finishing more discovery calls than ever, but closing fewer of them. The buyers are showing up better prepared. They know the part numbers. They have a comparison chart. They are q...

Hi Leadership Community,Lonnie said something that stopped me in this conversation."It answers so confidently, doesn't it? Whether that answer is right or not is completely something different."That is the shift every leader in our world is living th...

Hi Leadership Community,Lonnie said something that stopped me in this conversation."It answers so confidently, doesn't it? Whether that answer is right or not is completely something different."That is the shift every leader in our world is living th...

Happy SundayThank you for being part of the Leadership in Manufacturing community, now more than 4,500 leaders across electronics, manufacturing, and supply chain.AI is doing more of the front-end work in technical sales every quarter. Cross-referenc...

Hi Leadership Community,Ten years ago, being really good at one thing was enough. Now the reps who stay ahead are the ones combining two or three strong skills, then adding AI on top. That combination compounds.In this five-minute bonus episode, I fo...

Happy SundayMore than 4,500 leaders across manufacturing, distribution, and technical industries are reading this right now.This week’s episode is a different kind of conversation. No frameworks. No theory. Just 30 years of experience from someone wh...

Hi Leadership Community,I want to share something Don Gillis said partway through our conversation that stopped me.He was describing a training program he is building for HARDI's distribution teams: counter sales, tech support, outside reps. And he s...