There is a moment every rep knows.
You walk into a customer's facility. You pull out your line card. And the engineer looks up and says: "Do you know what we build?"
That silence is not awkward. It is a signal.
In my latest article, I share what nearly four decades in the electronic components rep business looks like when you stop showing up and start showing up prepared. It includes a practical AI workflow, a distributor enablement idea that made two sales managers call to say "nobody has done this," and the one piece of advice worth carrying into 2026.
Read the full article here: https://leadershipinmanufacturing.com/stop-walking-in-with-a-line-card-start-walking-in-with-a-plan/
Stay curious,
Sannah
Sannah Vinding | |
P.S. If you know a rep, distributor, or sales leader who is trying to figure out how AI fits into their workflow without losing the relationships that built their business, forward them this episode. It is a grounded, practical conversation about what actually works.
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