Jun 2, 2026 | AI, Company Culture, Customer Centric, Distribution, Electronics Industry, Leadership, Management, Strategy
Episode 144 How Rep Firms Prove Value Beyond Sales Walter Tobin on the consulting mindset, technical value, and the next version of the manufacturers rep role Episode summary The manufacturers rep model has always depended on relationships, territory knowledge,...
May 29, 2026 | AI, Blog, Customer Centric, Distribution, Electronics Industry, Strategy
AI Gets You Close. The Last Mile Is Still Human 69% of B2B buyers turn to sales reps to validate AI-generated insights. That is the part of the AI conversation technical sales leaders should not miss. Buyers are using AI. Sellers are using AI. Research is faster,...
May 21, 2026 | Blog, Distribution, Management, Manufacturer, Strategy
Successor Readiness Is the Real Leadership Test 80% of organizations lack confidence in their leadership pipelines. Companies with a high-quality succession planning strategy are also 2.9 times more likely to achieve high internal promotion success rates. That is not...
May 19, 2026 | AI, Customer Centric, Distribution, Electronics Industry, Leadership, Management, Manufacturer, Strategy
Episode 143 Why Sales Training Matters When Outreach Stops Working Walter Tobin on sales training, customer attention, and the rep-distributor relationship in the electronics channel Episode summary Inboxes are full. LinkedIn connection requests are followed by...
May 12, 2026 | AI, Company Culture, Distribution, Electronics Industry, Leadership, Management, Strategy
Episode 142 Why Building Your Successor Is the Real Leadership Test How Jeff Newell, President of Mouser Electronics, leads a global business by building the leaders behind him Episode summary Jeff Newell is the President of Mouser Electronics, a global...
May 9, 2026 | AI, Blog, Distribution, Electronics Industry, Management, Strategy
AI Sounds Right. That’s the Problem. 94% of B2B buyers used generative AI in their last purchase process. 20% of them said the AI made them less confident in their decision, not more. Buyers are showing up to sales conversations with answers already in hand. The...
