There is a line from this episode that captures the shift:"You're not in sales. You're helping design in."That is Walter Tobin talking about the manufacturers rep role and why the best rep firms are positioning themselves differently now.Walter spent...
Most leaders think about readiness for the next role as a personal question.Can I handle more responsibility? Can I lead a larger team? Can I take on a bigger scope?Those questions matter, but they are not the whole test.The better questi...
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...
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...
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...