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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The Value of No

March 31, 2022
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Changing Sales Culture

June 30, 2023
Check out these tips on building a proactive sales culture.
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Why Salespeople Shouldn’t Run Pricing

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

April 27, 2023
From batteries to charging stations to the actual vehicles, we take stock of our switch to electric mobility as it picks up ever more speed.
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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.

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.

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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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...