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    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.

    Recent

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    © Endeavor Business Media
    Photo 33554794 / Rvlsoft / Dreamstime
    Photo 270943795 / Wichayada Suwann
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    The Sales Process

    Feb. 27, 2024
    Dreamstime Xxl 180664945 1025

    AI-Powered Sales

    May 5, 2023

    Highlights

    © Olivier Le Moal / DreamsTime
    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.
    Michael Bush / DreamsTime
    Paul Simon Photo 129666348 © Michael Bush Dreamstime

    50 Ways to Lose a Sales Rep

    April 7, 2023
    Desiree Grace used her love of music to compose a little riff based on Paul Simon's hit song, "50 Ways to Leave Your Lover," that highlights common mistakes sales managers make...
    © Airubon / Dreamstime.com
    Speaking Out Illustration 117419705 © Airubon Dreamstime com 1025

    The Value of No

    March 31, 2022
    Salespeople lean towards yes as an automatic answer. But that is not always the correct response.
    Jrcasas / Dreamstime
    Dreamstime L 199046150 Jrcasas Dreamstime1025v2

    Lights… Camera… Sales!

    July 30, 2021
    Salespeople now need to be adept not only at communicating face-to-face, but also in video format and on social media. Here are some tips on how to do it.
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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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    A burst of new interest in connected devices and responsive systems is bringing old dreams of the smart home to the real world.
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    Reps Go Big

    Jan. 19, 2017
    A string of rep agency mergers over the past few years show why the desire for size and geographic reach is reshaping the electrical market.
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    Desperately Seeking Objections

    May 31, 2016
    Salespeople too often avoid customers’ objections. That’s too bad because they are missing out on a great learning tool to find out what customers really want.
    Photo by NEMRA
    FCGrsquos Tom OrsquoConnor led a panel discussion on the NEMRA Rep of the Future study at the NEMRA annual conference on the recently published NEMRAFarmington Consulting Group ldquoRep of the Futurerdquo study On the panel were leftright John Hoffman Legrand Jim Johnson Calpipe Troy Jennings John Moore amp Associates Kelly Boyd ElectroRep electrical contractor Randy Hirotsu Rosendin Electric and CEDrsquos 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...