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...
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 11, 2026 | Blog, Distribution, Electronics Industry, Management, Strategy
You Trained Them. They Didn’t Learn. U.S. companies spent $102.8 billion on corporate training in 2025. Employees forget up to 70% of new information within 24 hours of receiving it. That is not a content problem. It is not a budget problem. It is a gap that...
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...
Mar 24, 2026 | AI, Customer Centric, Electronics Industry, Leadership, Management, Manufacturer, Marketing Manufacturing, Strategy
Episode 138 Why Judgment Still Wins in an AI-Assisted Sales World Faster tools, smarter research, and why the rep who brings real value still wins Episode summary Hunter Starr, CPMR, is President of Performance Technical Sales, a manufacturers rep firm serving...
Mar 19, 2026 | Blog, Management, Manufacturer, Strategy
The Rules Change. Most Leaders Don’t 82% of startup failures trace back to leadership or management issues, not market problems. That number holds a familiar sting for anyone who has moved from a startup to an enterprise role. The difference is, in enterprise,...
