Sales

The nature of the sales game is undergoing dramatic change as new technologies and shifting customer expectations demand new ways to adapt time-honored sales skills to new situations.

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The Sales Process

Feb. 27, 2024
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AI-Powered Sales

May 5, 2023
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Paul Simon Photo 129666348 © Michael Bush Dreamstime
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Speaking Out Illustration 117419705 © Airubon Dreamstime com 1025
Speaking Out Illustration 117419705 © Airubon Dreamstime com 1025
Speaking Out Illustration 117419705 © Airubon Dreamstime com 1025
Speaking Out Illustration 117419705 © Airubon Dreamstime com 1025

The Value of No

March 31, 2022
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Highlights

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Proactive Sales Illustration 46576931 © Olivier Le Moal Dreamstime 1025
Proactive Sales Illustration 46576931 © Olivier Le Moal Dreamstime 1025
Proactive Sales Illustration 46576931 © Olivier Le Moal Dreamstime 1025

Changing Sales Culture

June 30, 2023
Check out these tips on building a proactive sales culture.
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Ewweb 6183 Ew Sales Feature 0719 Pr 0
Ewweb 6183 Ew Sales Feature 0719 Pr 0
Ewweb 6183 Ew Sales Feature 0719 Pr 0
Ewweb 6183 Ew Sales Feature 0719 Pr 0

Why Salespeople Shouldn’t Run Pricing

June 27, 2019
Management must take responsibility for decisions on where to set customer pricing levels.

Can’t-Miss Sales Tips from the Pros

Jan. 11, 2019
Grizzled sales veterans and rookie salespeople can learn from EW’s resource of real-world sales tips.
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The Modern Sales Ninja

Jan. 8, 2019
How combining ancient techniques with new technologies can make sales calls more effective and productive, make relationship-building more dynamic and make everybody more money...
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Ewweb 4198 Shakespeare Ew Dec2017 Crop
Ewweb 4198 Shakespeare Ew Dec2017 Crop
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Ewweb 4198 Shakespeare Ew Dec2017 Crop

Act Like a Salesman

Dec. 15, 2017
How making a sales call uses many of the same skills as acting, singing, playing a musical instrument and other performing arts.

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Download: 2021's 10 Largest Distributors in North America

Oct. 13, 2023
An expanded look at the 10 largest distributors from our Electrical Wholesaling Top 150.

Electric Vehicle eBook

April 27, 2023
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Homes Get Smart

Feb. 14, 2017
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Reps Go Big

Jan. 19, 2017
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Photo by NEMRA
FCG’s Tom O’Connor led a panel discussion on the NEMRA Rep of the Future study at the NEMRA annual conference on the recently published NEMRA/Farmington Consulting Group “Rep of the Future” study. On the panel were (left-right) John Hoffman, Legrand; Jim Johnson, Calpipe; Troy Jennings, John Moore & Associates; Kelly Boyd, ElectroRep; electrical contractor Randy Hirotsu, Rosendin Electric; and CED’s Joe Huffman.
FCG’s Tom O’Connor led a panel discussion on the NEMRA Rep of the Future study at the NEMRA annual conference on the recently published NEMRA/Farmington Consulting Group “Rep of the Future” study. On the panel were (left-right) John Hoffman, Legrand; Jim Johnson, Calpipe; Troy Jennings, John Moore & Associates; Kelly Boyd, ElectroRep; electrical contractor Randy Hirotsu, Rosendin Electric; and CED’s Joe Huffman.
FCG’s Tom O’Connor led a panel discussion on the NEMRA Rep of the Future study at the NEMRA annual conference on the recently published NEMRA/Farmington Consulting Group “Rep of the Future” study. On the panel were (left-right) John Hoffman, Legrand; Jim Johnson, Calpipe; Troy Jennings, John Moore & Associates; Kelly Boyd, ElectroRep; electrical contractor Randy Hirotsu, Rosendin Electric; and CED’s Joe Huffman.
FCG’s Tom O’Connor led a panel discussion on the NEMRA Rep of the Future study at the NEMRA annual conference on the recently published NEMRA/Farmington Consulting Group “Rep of the Future” study. On the panel were (left-right) John Hoffman, Legrand; Jim Johnson, Calpipe; Troy Jennings, John Moore & Associates; Kelly Boyd, ElectroRep; electrical contractor Randy Hirotsu, Rosendin Electric; and CED’s Joe Huffman.
FCG’s Tom O’Connor led a panel discussion on the NEMRA Rep of the Future study at the NEMRA annual conference on the recently published NEMRA/Farmington Consulting Group “Rep of the Future” study. On the panel were (left-right) John Hoffman, Legrand; Jim Johnson, Calpipe; Troy Jennings, John Moore & Associates; Kelly Boyd, ElectroRep; electrical contractor Randy Hirotsu, Rosendin Electric; and CED’s Joe Huffman.

The Rep of the Future: Part 2, Sales Technology and Demand Creation

March 3, 2016
Editor’s note. To help its rep and manufacturer members understand the impact of the sea changes affecting the rep’s role in the electrical market and to provide a roadmap for...
Mike Rockwood believes salespeople need to approach all selling situations proactively. He says their fear of uncomfortable situations too often leads to over-preparation and over-planning.
Mike Rockwood believes salespeople need to approach all selling situations proactively. He says their fear of uncomfortable situations too often leads to over-preparation and over-planning.
Mike Rockwood believes salespeople need to approach all selling situations proactively. He says their fear of uncomfortable situations too often leads to over-preparation and over-planning.
Mike Rockwood believes salespeople need to approach all selling situations proactively. He says their fear of uncomfortable situations too often leads to over-preparation and over-planning.
Mike Rockwood believes salespeople need to approach all selling situations proactively. He says their fear of uncomfortable situations too often leads to over-preparation and over-planning.

Productivity Prevents Stupidity

Oct. 1, 2015
Nothing is more discouraging to salespeople, creates more stress for them, and is more mind-numbing than to be routinely overwhelmed by too many demands, too much data, and too...
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Ewweb 1305 505ewrockwood1595pngcropdisplay
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Ewweb 1305 505ewrockwood1595pngcropdisplay
Ewweb 1305 505ewrockwood1595pngcropdisplay

Influencing Others

Aug. 1, 2015
You are in the business of influencing people. Make friends with that fact. Some call it persuasion while others call it negotiation. Whatever it’s called, distributors pay their...
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Sales Flow: The Power of Good Habits

May 14, 2015
Instead of changing ourselves, most of us look for ways to avoid change by changing employers, spouses, pant sizes, medications, etc., to accommodate the way we are. Change makes...