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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.

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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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    The Value of No

    March 31, 2022
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    Highlights

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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.
    Copyright Ethan Miller, Getty Images
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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.

    Recommended

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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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    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.
    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.
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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