• E-NEWSLETTER SUBSCRIPTIONS
  • EW DIGITAL EDITION
  • ADVERTISE
  • Home >
  • Business Management

    • Sales

    The nature of the sales game is undergoing dramatic change as new technologies and shifting customer expectations demand new ways to adapt time-honored sales skills to new situations.

    Recent

    Rock Kuchenmeister / K/E Electric
    rhino_chase_final
    49224902 / © Wavebreakmedia Ltd /Dreamstime.com
    salesperson_typing_on_computer___id_49224902__wave
    780459713d © /one photo / dreamstime.com
    © Endeavor Business Media
    Photo 33554794 / Rvlsoft / Dreamstime
    Photo 270943795 / Wichayada Suwann

    Highlights

    © Olivier Le Moal / DreamsTime
    Proactive Sales Illustration 46576931 © Olivier Le Moal Dreamstime 1025

    Changing Sales Culture

    June 30, 2023
    Check out these tips on building a proactive sales culture.
    sales_process_photo_78780392__tashatuvango_dreamst

    The Sales Process

    Feb. 27, 2024
    Cembre's Desiree Grace says a consistent and proven sales process will ensure a higher success rate on your sales calls.
    Dreamstime Xxl 180664945 1025

    AI-Powered Sales

    May 5, 2023
    A former cowboy boots salesperson at a billion-dollar distributor used AI-powered software to learn how to sell to customers and quickly generate sales.
    Michael Bush / DreamsTime
    Paul Simon Photo 129666348 © Michael Bush Dreamstime

    50 Ways to Lose a Sales Rep

    April 7, 2023
    Desiree Grace used her love of music to compose a little riff based on Paul Simon's hit song, "50 Ways to Leave Your Lover," that highlights common mistakes sales managers make...
    © Airubon / Dreamstime.com
    Speaking Out Illustration 117419705 © Airubon Dreamstime com 1025

    The Value of No

    March 31, 2022
    Salespeople lean towards yes as an automatic answer. But that is not always the correct response.

    Recommended

    eBook: The 2024 Top 10

    July 14, 2024
    A look at the electrical market’s 10 largest distributors

    Electric Vehicle eBook

    April 27, 2023
    Actor on stage, Hamlet

    Act Like a Salesman

    Dec. 15, 2017
    How making a sales call uses many of the same skills as acting, singing, playing a musical instrument and other performing arts.
    jesadaphorn/iStock/Thinkstock
    Head scratcher

    When an E-Mail Isn’t Enough

    July 18, 2017
    Want to know how to lose a customer in 25 words or less? Deliver bad news in an e-mail.
    Copyright Ethan Miller, Getty Images
    Image

    Homes Get Smart

    Feb. 14, 2017
    A burst of new interest in connected devices and responsive systems is bringing old dreams of the smart home to the real world.
    stevegraham/iStock/Thinkstock
    Image

    Reps Go Big

    Jan. 19, 2017
    A string of rep agency mergers over the past few years show why the desire for size and geographic reach is reshaping the electrical market.