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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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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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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When an E-Mail Isn’t Enough

July 18, 2017
Want to know how to lose a customer in 25 words or less? Deliver bad news in an e-mail.
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Homes Get Smart

Feb. 14, 2017
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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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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Reps Go Big

Jan. 19, 2017
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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...
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Getting into the Flow: A new formula for sales success, Part 1

March 4, 2015
With a custom-designed 12-course sales program, two sales pros from Associated of Los Angeles believe they have a winning formula for sales success. The first article in a continuing...
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Getting into the Flow: A new formula for success, Part 2

March 2, 2015
Read Part One: Getting into the Flow: A new formula for sales success, Part 1