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 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 5, 2026 | AI, Customer Centric, Distribution, Electronics Industry, Leadership, Management, Manufacturer, Strategy
Episode 141 How Leaders Build Trust When Buyers Already Have the Answers What it takes to lead a technical sales motion when AI has changed how customers prepare, decide, and evaluate. Episode summary Lonnie Power has spent close to three decades inside the...
Apr 21, 2026 | AI, Electronics Industry, Leadership, Strategy
Episode 140 Why Combining Two Skills Plus AI Beats Knowing Just One Thing AI fluency, two strong skills, and why the rep who sees around corners stays ahead Episode summary One question after the main recording: how are you actually using AI right now? Hunter Starr...
Apr 7, 2026 | AI, Distribution, Electronics Industry, Leadership, Management, Strategy
Episode 139 Why Tone and Trust Define How People Learn Teaching in technical industries is not about how much you know. It is about whether people feel safe enough to learn. Episode summary Don Gillis started in the field, digging underground ductwork in frozen...
