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...