A customer gives you one of the most valuable things they have: their attention.
Then the message talks about your company, your product, your agenda, and your follow-up schedule.
That is where a lot of outreach breaks.
In this episode of the Leadership in Manufacturing Podcast, I am joined by Walter Tobin, former CEO of the Electronics Representatives Association. Walter has spent decades in the electronics channel, including senior leadership roles in distribution before leading ERA through a period of major growth and deeper engagement across reps, distributors, and manufacturers.
In this episode, you will learn:
- Why customers are ignoring more outreach than ever.
- Why LinkedIn connection requests often fail before the relationship starts.
- What sales training needs to address in the electronics channel.
- How reps and distributors can work together to win and keep the socket.
- Why cutting rep relationships can reduce customer coverage.
- Where AI helps with research and where human judgment still has to take over.
- What it means to become a trusted advisor when customers need faster answers.
👉 Listen to the episode
Stay curious. Keep learning.
Sannah
Sannah Vinding | |
P.S. If your team is sending more but hearing less, this conversation is worth your time.
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