Flowing Sales for Manufacturers and Reps

In this episode of the Flowing Sales podcast, Chris welcomes Larry Locke, CEO of the American Lighting Association (ALA), and Michael Weems, VP of Public Policy at ALA. They discuss the challenges and opportunities in the lighting industry, focusing on the impact of tariffs, high interest rates, and evolving technology. Larry and Michael emphasize the importance of education, policy engagement, and innovation in maintaining a competitive edge. They also explore the benefits of ALA membership for industry reps and distributors as they navigate these issues. Tune in to gain valuable insights into the current trends and future directions in the lighting sector.

11/7/24 • 26:26

In this episode of Flowing Sales, we dive deep with Chris Atwell, a sales strategist who works exclusively with manufacturing rep firms. Chris shares his unique approach to helping rep agency owners unlock massive growth by shifting their focus from working in their business to working on it. Chris has an insider’s perspective on what it takes to succeed in this niche space, from building high-performing teams to empowering sales managers and leveraging the right technology. He breaks down why most rep firms get stuck and how his proven strategies transform those roadblocks into opportunities for explosive success. 🔑 What You’ll Learn: -How to create a clear vision for your rep firm’s future -Why rep firms struggle with scaling and how to overcome it -The critical role of sales managers in driving growth -How to implement technology and delegate effectively -Key metrics every rep firm should focus on to stay ahead Don’t miss Chris’s insights that could be the game-changer your rep firm needs to thrive in a competitive market. 🛠️ Ready to level up your rep firm? Learn more from Chris Atwell at mindset-conquest.com or connect with him on LinkedIn (https://www.linkedin.com/in/chrisatwell/)

9/25/24 • 23:05

Scott Lindberg built a successful global rep salesforce from the ground up—and he’s here to share how he did it. Growing up in a family-owned manufacturer’s rep firm, Scott went on to lead Quell Corporation’s sales transformation, expanding from just two sales reps to a powerhouse team of 200 across the globe. In this episode of the Flowing Sales Podcast, he breaks down the strategies behind this impressive growth and why manufacturer reps are the key to unlocking explosive sales. Scott dives into how to build the right partnerships, common pitfalls manufacturers face with reps, and the crucial steps to set up a successful rep network. Whether you're a rep firm or a manufacturer looking to boost your sales game, Scott's insights come straight from decades of experience in both roles. Tune in to learn: -Why reps are the most effective go-to-market strategy -How Quell doubled and tripled its sales by leveraging rep partnerships -Key tactics for hiring, training, and supporting rep firms to drive long-term revenue growth

9/10/24 • 22:50

Welcome to another insightful episode of the Flowing Sales podcast, where we dive deep into the worlds of manufacturing, sales, and entrepreneurship. Today, we're excited to have Jim Cendoma join us—a seasoned expert with an extraordinary background in the manufacturing rep space. Broadcasting straight from his garage office, Jim takes us on a journey through his decades of experience, sharing the highs and lows of building successful ventures from the ground up. Jim’s story is one of resilience, integrity, and an unyielding commitment to innovation. He began his career at Corning Glassworks but soon discovered that the corporate world wasn’t where he belonged. Driven by an entrepreneurial spirit, Jim set out on his own path, overcoming numerous challenges to establish himself as a leader in the industry. His journey is filled with invaluable lessons, from the importance of maintaining integrity in business to the necessity of implementing systems that ensure timely payments. In this episode, Jim sheds light on the unique challenges and opportunities that come with being a manufacturing rep, offering practical advice on selecting the right product lines and building strong relationships with principals. He also explores the critical balance between risk and reward in entrepreneurship, stressing that success lies in mitigating risks rather than taking unnecessary gambles. But it’s not just about business tactics. Jim’s stories are rich with humor, wisdom, and reflections on what it means to live a fulfilling life as an entrepreneur. Whether you're leading a rep firm, working in manufacturing, or considering the leap into entrepreneurship, this conversation is packed with actionable insights and thought-provoking advice. As we wrap up, Jim also gives us a glimpse into his latest ventures, including his book PEP: Profit and Extreme Performance, which encapsulates his philosophy on success through a series of engaging stories. We also learn more about his work at Sterling Innovations Group, where he mentors the next generation of entrepreneurs. Don’t miss this opportunity to learn from one of the best in the business. Tune in, take notes, and get ready to elevate your approach to entrepreneurship and sales in the manufacturing world. Jim's Company: https://jamescendoma.com/ Jim on LinkedIn: https://www.linkedin.com/in/jimcendoma/Jim's Book: https://www.amazon.com/PEP-Extreme-Pe...

8/20/24 • 37:18

Welcome to another episode of the Flowing Sales Podcast! Today, we are honored to have Dr. Tolbert, a distinguished expert in the manufacturing industry, join us. Dr. Tolbert shares his incredible journey and valuable insights that are essential for manufacturing sales reps and manufacturers. In this episode, we dive deep into several crucial topics: 1. Master Organizational Behavior: Insights from Dr. Tolbert: Learn about the complexities of organizational behavior and human decision-making, and how these insights can be applied in the manufacturing industry. 2. Rep Agents: The Backbone of Industrial Distribution: Discover the importance of rep agents in industrial distribution and their impact on bridging the gap between manufacturers and customers. 3. Hermeneutic AI: Enhancing AI with Human Insights: Explore how Dr. Tolbert uses hermeneutic phenomenological research to train AI, incorporating human experiences for more effective AI applications. 4. Rep Councils: Boosting Customer Engagement: Understand the power of rep and customer councils in enhancing customer engagement and driving product development. 5. Navigating Leadership Turnover: Strategies for Success: Learn strategies to manage the challenges posed by frequent leadership turnover in the manufacturing industry. 6. Overcoming Product Development Challenges: Dr. Tolbert shares his insights on overcoming the challenges in product development and ensuring successful outcomes. 7. Increase Your Firm's Survivability: Dr. Tolbert's Strategies: Discover the key factors that contribute to the survivability of organizations and the strategies to enhance organizational fitness. 8. Ethical AI Practices in Manufacturing: Understand the ethical considerations and best practices for using AI responsibly in the manufacturing industry. 9. AI-Driven Decision Making: Leveraging Data for Success: Learn how to leverage AI for advanced data analysis and decision-making processes to achieve better outcomes in manufacturing and sales. Don't miss this insightful conversation packed with valuable insights and expert knowledge. Whether you're a manufacturing sales rep, a distributor, or simply interested in the future of industrial automation, this episode is a must-watch!

6/27/24 • 30:56

Welcome back to the Flowing Sales Podcast! In this episode, we're thrilled to have Bryan Shirley with us, a seasoned consultant with over 14 years of experience and former president of MANA. Bryan shares invaluable insights on how to maximize sales performance and build strategic partnerships between manufacturers and reps. We dive into topics such as: -The disparity in perceived strategic partnerships between manufacturers and reps. -The role of communication, trust, and respect in building true strategic partnerships. -The effectiveness of rep councils in gathering market intelligence and fostering better communication. -Practical strategies such as the "Start, Stop, Continue" framework. The importance of focusing on new business opportunities to drive growth. 🔔 Don’t miss out on this game-changing episode! Like, subscribe, and hit the bell icon to stay updated with our latest content. 📞 Interested in consulting with Bryan? Visit BryanShirley.com or email him at Bryan@BryanShirley.com. #SalesSecrets #ManufacturingSales #RepCouncils #StrategicPartnerships #SalesGrowth #FlowingSalesPodcast

6/20/24 • 26:55

Welcome to the Flowing Sales Podcast! In this episode, we're thrilled to have David Gordon, principal of Channel Marketing Group, joining us to discuss the future of manufacturing sales reps. David provides an in-depth look at the "Rep of the Future" study, commissioned by the National Electrical Manufacturer Rep Association (NEMRA), and shares valuable insights into how the role of reps is evolving. Discover how the industry has changed over the past five years, influenced by factors such as the COVID-19 pandemic, advancements in technology, and shifts in market dynamics. David covers a range of topics including: The impact of succession planning and consolidation within the rep community The increasing importance of demand generation and marketing How manufacturers' expectations of reps are changing The role of technology and the need for a modern technology stack Strategies for reps to adapt and thrive in a rapidly evolving market David also shares his thoughts on the upcoming "Manufacturer of the Future" report and how it will shape the next iteration of the "Rep of the Future" study. Whether you're a manufacturer, distributor, or sales rep, this episode is packed with actionable insights and strategies to help you stay ahead of the curve. Don't miss this eye-opening discussion on the future of manufacturing sales reps. Be sure to subscribe for more industry insights and visit channelmkt.com to learn more about Channel Marketing Group's services. For more updates and to access the full reports, visit nemra.org and subscribe to Electrical Trends at electricaltrends.com. Contact David Gordon: Website: channelmkt.com Email: dgordon@channelmkt.com

6/13/24 • 27:25

Welcome to another episode of the Flowing Sales Podcast! Today, we're honored to have representatives from the Equipment Marketing and Distribution Association (EMDA) with us. Join us as we dive into the vital role of associations in the manufacturing rep space with guests Celeste Lindsey and Kris Yancey. Discover how EMDA supports manufacturers and rep firms, fosters global connections, and drives industry innovation. We'll explore the importance of relationships, technology trends, and effective collaboration strategies. Whether you're a rep firm, a manufacturer, or just interested in the industry, this episode offers valuable insights and actionable advice. Don't miss this chance to learn from the best in the business! Subscribe and hit the bell icon for more episodes of the Flowing Sales Podcast.

6/5/24 • 25:27

In this episode of 'Flowing Sales,' we dive deep into the critical components of a successful partnership between manufacturers and their reps. Our guest, RJ Evans, a seasoned professional who has lived on both sides of the fence, shares invaluable insights from their extensive experience. Discover why communication, beyond just reports, is essential for fostering strong relationships. Learn about the importance of providing a complete package that includes technical expertise and customer service, and why intangibles play a significant role in driving reps to push products. Hear stories of success and failure, and find out what it takes to become a manufacturer’s emotional favorite. Whether you’re a manufacturer looking to improve your rep partnerships or a rep seeking better relationships with manufacturers, this episode is packed with practical advice and strategies. Don’t miss out on these expert tips that could transform your approach to business relationships in the manufacturing industry. Subscribe for more insightful discussions and hit the notification bell to stay updated with our latest episodes!

5/23/24 • 23:07

Welcome to the Flowing Sales Podcast! In this episode, we're diving deep into the booming renewables industry. Our guest, Rudy Wodrich, an expert from Siemens, shares invaluable insights on making solar projects successful, particularly focusing on utility-scale and community solar projects. We'll explore: The top 10 considerations for solar projects using inverters Real-world studies and data to ensure maximum ROI Avoiding common pitfalls like noise pollution and inefficiencies The importance of grid standards, warranties, and bankability Practical tips for field maintenance, scalability, and flexibility Domestic content implications and maximizing tax credits Don't miss this opportunity to learn from a seasoned professional and enhance your solar project strategy. Be sure to like, comment, and subscribe for more expert insights on increasing sales efficiency in the renewables industry.

5/16/24 • 57:00

Join us in this riveting podcast episode where John Chapin, a seasoned sales expert with a rich background in improv and public speaking, delves into how improv skills can dramatically enhance your sales performance. Discover the crucial role of scripting in sales, learn from real-world scenarios, and gain actionable strategies to elevate your sales game. Whether you're new to sales or a seasoned professional, this episode offers invaluable insights into preparing effectively, handling objections with confidence, and mastering the art of sales through disciplined practice and preparation. Tune in to transform your sales approach and achieve new heights in your career with guidance from one of the industry's best. John's book: https://www.amazon.com/Sales-Encyclopedia-Comprehensive-How-Selling/dp/0971968411 Johns website: completeselling.com John's email: johnchapin@completeselling.com

5/13/24 • 32:35

Join us for a deep dive into the world of manufacturing sales with Coach Chris, a seasoned sales manager and coach with over three decades of experience in the electrical manufacturing industry. In this insightful episode, Chris shares his journey from overcoming personal adversity to becoming a transformative figure in sales coaching. He provides actionable strategies and wisdom gained from his extensive career, focusing on how to build resilient, efficient, and successful sales teams in the manufacturing sector. Whether you're a new sales rep or a seasoned manager, Chris's approaches to sales training and customer engagement will equip you with the tools to excel in this competitive field. Tune in to learn how to leverage his unique insights for operational excellence and strategic sales success in your organization. Chris's LinkedIn Profile: https://www.linkedin.com/in/chrisewald/ Coaching Website: https://intensitymethod.com/

5/2/24 • 27:19

Welcome to another episode of Flowing Sales, where we dive deep into the dynamics of sales operations within the manufacturing sector. Today, we are thrilled to host Dave Kurlan, a seasoned expert in sales consultancy and the author of a best-selling book on sales tactics. Dave brings decades of experience in evolving sales roles from generalized to specialized functions, particularly in manufacturing and rep firms. In this episode, Dave shares invaluable insights from his article "Do YouHave Woodpeckers in Your Sales Organization?" discussing the crucial differences between 'hunters' and 'farmers' in sales teams, and which strategies help enhance their performance. He also critiques the modern approach of using junior reps for prospecting and scheduling, explaining why it might be hindering rather than helping your sales team's effectiveness. Dave will outline how properly assessing and aligning sales team roles based on competencies rather than just sales figures can lead to significant improvements in efficiency and revenue.Whether you're struggling with flat sales or looking to optimize your sales force, Dave's expertise will guide you towards actionable solutions. Don't forget to check out the links to Dave's blog and book in our show notes for more depth on these topics. Join us to gain a competitive edge in your sales operations and ensure your team not only meets but exceeds their targets.Dave Kurlan's Blog: https://kurlan.me/SalesBlogFree Assessment Tool is https://stats.objectivemanagement.com/1DKPodcastDave's Email: DKurlan@KurlanAssociates.comBaseline Selling Book: https://amzn.to/2UZvWG6Dave Kurlan on LinkedIn: https://www.linkedin.com/in/davekurlan/Dave Kurlan on X: https://twitter.com/KurlanAssoc

4/24/24 • 23:52

Explore critical insights for manufacturers and representatives in this in-depth interview focused on the evolving landscape of industrialized construction. In our discussion with Nolan Brown from ADL Ventures, we learn about how manufacturers can adapt and thrive by leveraging new technologies and strategies in construction, transportation, and energy sectors. Discover practical tips for incorporating energy efficiency into your operations and how to align your products with emerging market demands. This discussion will arm manufacturers and reps with the knowledge to strategically navigate the industry’s shift towards more sustainable and efficient practices. Nolan Browne: https://www.linkedin.com/in/nolbro/ADL Ventures: https://www.adlventures.com/

4/18/24 • 31:12

In this insightful episode, we dive into the unique challenges and opportunities faced by smaller, localized rep firms with our guest, Micah Moseley. Our guest shares a compelling narrative of building a successful business by leveraging the advantages of operating in a more confined market space. Learn about the strategic benefits of being deeply integrated into local networks, the ability to offer unparalleled service due to proximity, and how maintaining a smaller scope of operations can lead to significant growth and development. Conversely, we also explore the limitations and hurdles that come with a more focused territory, including market saturation and the balance of expanding product lines within a tight-knit community. This episode is a must-watch for rep firms aiming to maximize their impact in local markets, as well as for any business looking to understand the intricacies of operating efficiently on a smaller scale. Get ready for actionable insights on fostering close customer relationships, diversifying business within your reach, and the critical role of team synergy in achieving sustained success.

4/11/24 • 27:09

In this episode of "Flowing Sales," we sit with Dr. Jeffrey Magee, a seasoned leader in sales and leadership development with over 30 years of experience. Dr. Magee, the force behind Professional Performance Magazine and the author of 32 books, discusses innovative strategies for manufacturing sales reps and leaders aiming to enhance their sales performance.Dr. Magee shares practical insights from his extensive work with C-suite executives, global businesses, and military generals, focusing on increasing organizational effectiveness. He emphasizes the importance of embracing both fundamental and advanced sales techniques to stay ahead in the competitive manufacturing sector.Listeners will learn about the concept of whole-person selling, which advocates for maximizing existing customer relationships before seeking new ones. Dr. Magee also touches on how to effectively use technology and AI to supplement, not replace, human sales efforts.This episode is a must-listen for manufacturing sales professionals at any career stage. Dr. Magee offers actionable advice and strategies for achieving sales excellence. Tune in to gain valuable insights from one of the industry's most respected figures.Dr. Magee's website: https://jeffreymagee.com/ Dr. Jeffrey Magee on LinkedIn: https://www.linkedin.com/in/drjeffspeaks/ Professional Performance Magazine: https://professionalperformancemagazine.com/

3/8/24 • 30:24

In this episode of Flowing Sales, Natalie Henley from digital marketing agency Volume9 shares her expertise on driving value from social media for manufacturing companies. She recently gave a keynote on this topic at a major industry conference.Natalie tackles the challenge of attributing sales value to social media efforts beyond just last-click attribution. She provides tips on measuring brand awareness, engagement, and relationship building from social media.She dispels the myth that social media is only for consumer brands, emphasizing the importance of understanding where your target manufacturing audience is active online. Natalie gives guidance on creating an effective content strategy tailored to platforms like LinkedIn and Facebook.Beyond just posting, she discusses encouraging engagement through responding to comments and leveraging direct messages. Natalie recommends tools for content calendars, design, advertising and more.She also covers getting organizational buy-in for social media, from establishing guidelines to fostering a culture of employee participation.Whether you're new to social media or want to improve your manufacturing sales efforts, this episode offers practical, real-world advice from Natalie's extensive experience.Free Templates from Volume9: https://www.v9digital.com/templates/ Natalie Henley on LinkedIn: https://www.linkedin.com/in/optimization/

3/8/24 • 27:27

In the highly competitive and relationship-driven world of manufacturing sales, success often boils down to one's ability to navigate challenges, forge connections, and maintain a positive mindset. This candid interview with Adam, a thriving sales rep, offers a rare glimpse into the trials, triumphs, and hard-earned wisdom that have propelled his career.From his early days as a newcomer facing rejection and the industry's infamous "old man's club" mentality, Adam shares his journey of perseverance and the pivotal moment that prevented him from quitting. Discover the viral sales secrets he's mastered, including the power of consistency, cultivating a solutions-oriented approach, and leveraging tools like custom spreadsheets to streamline processes and add value.But Adam's insights extend far beyond just closing deals. He candidly discusses the challenges of striking a healthy work-life balance, especially with a growing family, and how a personal tragedy reshaped his priorities. Learn the practical strategies he's implemented to be present for his wife and three daughters while still excelling professionally.As a passionate advocate for nurturing the next generation of sales talent, Adam offers a behind-the-scenes look at his innovative training sessions for new reps. From cold-calling tips to navigating emotional lows, his mentorship is a masterclass in paying it forward and fostering a supportive community.Whether you're a seasoned sales veteran or just starting your journey, this insightful conversation is brimming with actionable advice, relatable experiences, and the kind of authentic storytelling that inspires personal and professional growth. Prepare to be entertained, enlightened, and motivated to approach your sales career with renewed vigor and a positive, solution-oriented mindset.Follow Adam on LinkedIn: https://www.linkedin.com/in/adam-schutz-les/

3/8/24 • 36:10

Welcome to "Flowing Sales," the interview podcast for manufacturing sales reps and manufacturing leaders focused on sales growth. This episode features insights from Whitehead & Associates, a manufacturer's representative company excelling in the Electric Utility Market. They share their journey from early tech adopters to leveraging LinkedIn to enhance their sales strategy. Scott and his team from Whitehead & Associates discuss practical strategies for using LinkedIn effectively. They detail their approach to creating engaging company profiles, the importance of keeping profiles updated, and how to use content to attract the right followers. The discussion includes tips on profile optimization, content creation, and the timing of posts to maximize engagement. Listeners will learn about the significance of combining professional and personal elements on LinkedIn to strengthen their brand's presence. The Whitehead team emphasizes the role of employee-centric posts in generating higher engagement and shares strategies for building a robust professional network through personal outreach and leveraging LinkedIn's features for inviting connections. The conversation also covers operational tactics like managing company profiles, encouraging employee participation in content sharing, and the benefits of a strategic posting schedule. Additionally, they explore the impact of LinkedIn on lead generation, customer engagement, and building trust within the industry. This episode is aimed at providing sales professionals with clear, actionable advice on using LinkedIn to support their sales goals. Whether new to LinkedIn or seeking to enhance an existing strategy, listeners will gain valuable insights into making the most of the platform for business growth. "Flowing Sales" is your resource for practical tips and strategies to leverage digital tools for sales success. LinkedIn Guest Bios: Scott Whitehead: https://www.linkedin.com/in/scotwhitehead/ Pam Hoddinott: https://www.linkedin.com/in/pam-hoddinott/ Mason Lassiter: https://www.linkedin.com/in/mason-lassiter/ Whitehead & Associates: https://www.linkedin.com/company/whitehead-&-associates/

3/8/24 • 34:38

We discuss how Flow has become better as we learn from other rep firms. Everyone brings their best ideas, and these ideas get incorporated into Flow. All boats rise!

3/8/24 • 02:47

Flow RMS helps manufacturer's rep firms automatically upload data, track commissions, search all their files, and run their sales operations more efficiently. It was developed by a manufacturing rep firm, for manufacturing rep firms.

3/8/24 • 08:25