A customer gives you one of the most valuable things they have: their attention.

Then the message talks about your company, your product, your agenda, and your follow-up schedule.

That is where a lot of outreach breaks.

In this episode of the Leadership in Manufacturing Podcast, I am joined by Walter Tobin, former CEO of the Electronics Representatives Association. Walter has spent decades in the electronics channel, including senior leadership roles in distribution before leading ERA through a period of major growth and deeper engagement across reps, distributors, and manufacturers.

In this episode, you will learn:

• Why customers are ignoring more outreach than ever.
• Why LinkedIn connection requests often fail before the relationship starts.
• What sales training needs to address in the electronics channel.
• How reps and distributors can work together to win and keep the socket.
• Why cutting rep relationships can reduce customer coverage.
• Where AI helps with research and where human judgment still has to take over.
• What it means to become a trusted advisor when customers need faster answers.

👉 Listen to the episode

Take Me to The Episode Now

Stay curious. Keep learning.

Sannah

P.S.  If your team is sending more but hearing less, this conversation is worth your time.