Teleforum Library

One of the main training vehicles that ERA provides are the bimonthly teleforums. These sessions are much like talk radio: informal but content rich. This index contains audio links for previous teleforum sessions.

All teleforums are presented by Nicki Weiss of Sa1eswise, sales columnist in The Representor, and are co-facilitated by one or more ERA member reps, manufacturers and/or consultants.

This list is organized by date of presentation. Click on presentation title to access audio file.

• Our world has changed … What does this mean for you and for your customers? – March 2020
  Presenter: Nicki Weiss of Sa1eswise, Certified Professional Sales Management Coach and Sales Columnist in The Representor
  Co-facilitators: Jacob Harris, Vice President of Engineering at Arrow Electronics, Tim Resker, Business Development Manager at Coto Technology and Greg Warren, Sales Manager at Brandel Stephens
• Recruiting Future Leaders: Where to Find Them. How to Train Them. How to Motivate Them – December 2019
  Presenter: Nicki Weiss of Sa1eswise, Certified Professional Sales Management Coach and Sales Columnist in The Representor
  Co-facilitators: Sean Sisson, Vice President North America & Latin America at Rutronik andTobi Cornell, CMPR,Vice President Distribution at Kruvand Associates
• Best Practices for Product and Sales Training: Getting the Manufacturer’s Message Via Reps and Distributors to the End Customer – September 2019
  Presenter: Nicki Weiss of Sa1eswise, Certified Professional Sales Management Coach and Sales Columnist in The Representor
  Co-facilitators: Anthony Di Sclafani, Director of Sales and Product at Dove Electronic Components, Gina Galante, Business Development Manager at Zeus Battery Products and Jim Moore, Business Owner at Fralia Co. and Associates
• Reviewing Your 2019 Goals: Ready, Fire, Aim! – June 2019
  Presenter: Nicki Weiss of Sa1eswise, Certified Professional Sales Management Coach and Sales Columnist in The Representor
  Co-facilitators: Kurt Devlin, Director of Sales-Americas for Ohmite, Diana Nawrocki, President and Owner of ESA Technical Marketing, and Walter Tobin, ERA CEO
• How to Manage Conflict – April 2019
  Presenter: Nicki Weiss of Sa1eswise, Certified Professional Sales Management Coach and Sales Columnist in The Representor
  Co-facilitators: Bob Purcell, Owner of Brevan Electronics, Juliet Fajardo, Director National Distribution Sales at TDK – Lambda and Dave Winner, President of South Atlantic Component Sales
• Reflecting on 2018: What barometers will help guide your decision making in 2019? – December 2018
  Presenter: Nicki Weiss of Sa1eswise, Certified Professional Sales Management Coach and Sales Columnist in The Representor
  Co-facilitators: Geoff Annesi, Corporate Vice President at Future Electronics and Amy Rathsburg, Sales Manager and Managing Partner at Rathsburg Associates
• Evaluating Your Product Offering: Finding and keeping partners successfully – October 2018
  Presenter: Nicki Weiss of Sa1eswise, Certified Professional Sales Management Coach and Sales Columnist in The Representor
  Co-facilitators: Bill Gallucci, President at Peerless Electronics Electronics, Bob Gourdeau, Vice President of Sales at AVX and Dan Kilstofte, President and Owner at Harper and Two
• Effective Professional Development: How to do it and make it stick – August 2018
  Presenter: Nicki Weiss of Sa1eswise, Certified Professional Sales Management Coach and Sales Columnist in The Representor
  Co-facilitators: Bob Gau, General Manager and Owner at PUI, Thomas Harrell, Talent Development Specialist at Master Electronics, and Bryan Teen, Vice President of Sales at Tech Marketing
• Reviewing Your 2018 Goals – June 2018
  Presenter: Nicki Weiss of Sa1eswise, Certified Professional Sales Management Coach and Sales Columnist in The Representor
  Co-facilitators: Steve Gomez, Senior Vice President and Director of Sales at Avnet, Holly Good, National Distribution Manager at Cornell Dubilier Electronics and Kingsland Coombs, President and Owner of Control Sales
• How Do You Find Customers in New Markets? (New leads/effectively following up etc.) – April 2018
  Presenter: Nicki Weiss of Sa1eswise, Certified Professional Sales Management Coach and Sales Columnist in The Representor
  Co-facilitators: Don Campbell, Director of Training and Channel Management at WPG Americas Inc., Mike White, Vice President Global Sales at ABRACON, LLC and Mario Rossetti, General Sales Manager at English Technical Sales
• Your Digital Image in Today’s Selling Environment – February 2018
  Facilitator: Nicki Weiss of Sa1eswise, Certified Professional Sales Management Coach and Sales Columnist in The Representor
  Co-facilitators: Steve Cholas, Electronics Media Expert and Penny Hoglund, Field Sales Rep/ Distribution Sales Manager, AEM Group.
• Goal Setting for 2018: Setting, Attaining and Monitoring Goals. – November 2017
  Facilitator: Nicki Weiss of Sa1eswise, Certified Professional Sales Management Coach and Sales Columnist in The Representor
  Co-facilitators: Don Higley, Distribution Coordinator, Jebco; Tim McGuinness, VP Sales, Jebco; Jessica Zhang, Program Director, Super PCB; and Walter Tobin, CEO, Electronics Representatives Association
• How do you introduce a new supplier to your customers? – September 2017
  Facilitator: Nicki Weiss of Sa1eswise, Certified Professional Sales Management Coach and Sales Columnist in The Representor
  Co-facilitators: Amy Hain, Director, Global Accounts at RFMW Ltd; and Bill Romick, VP, Business Development at DNA Group, Inc.
• Proactively Leading Change (Don’t be a wimp. Ready, Aim, Fire!) – August 2017
  Facilitator: Nicki Weiss of Sa1eswise, Certified Professional Sales Management Coach and Sales Columnist in The Representor
  Co-facilitators: John Beaver, Manufacturers’ Rep at GSA; Todd Boyce, President at Quist Electronics; Chris Porter, Area Director – Business Development of Digi-Key Corporation
• How and Why to Realign a Territory – May 2017
  Facilitator: Nicki Weiss of Sa1eswise, Certified Professional Sales Management Coach and Sales Columnist in The Representor
  Co-facilitators: John Rozanski, Director, North American Sales at PEI-Genesis; Dan Hill, President at Newark element14 and Joe Braun, Partner and Account Manager at EK Micro
• Operating Remotely: Reviewing and Managing Employees – March 2017
  Facilitator: Nicki Weiss of Sa1eswise, Certified Professional Sales Management Coach and Sales Columnist in The Representor
  Co-facilitators: Mark LaPointe of SMC Diodes and Rick LaPiana of Cain-Forlaw Company
• Top 2017 Business Challenges – January 2017
  Facilitator: Nicki Weiss of Sa1eswise, Certified Professional Sales Management Coach and Sales Columnist in The Representor
  Co-facilitators: Mark Wachtel, of SJ Associates; Melissa Bychinski, of Newark element14; and Tom Wichert, of TDK-Lambda Americas.

• How To Become a High-Tech Sales Ninja – December, 2016
  Facilitators: Nicki Weiss; John Hutson, CPMR, of The MacInnis Company, Inc.; Holly Myers, CPMR, of Wallace Electronic Sales
• Marketing in Today’s Digital Era – September, 2016
  Facilitators: Nicki Weiss; 2016 ERA Conference Committee Chair Tom Griffin, CPMR, of Catalyst Sales, Inc.; Norman Wright, Jr., Wright on Target
• Coaching Your Staff – July, 2016
  Facilitators: Nicki Weiss, Mark Myers, President of Vic Myers Associates; Bryan Teen, Vice President of Sales at Tech Marketing
• Planning the Most Effective Buddy Calls – May, 2016
  Facilitators: Nicki Weiss, Jim Gleason, Owner and Managing Partner at FJM; Zach DeVillers, Director of Sales for Brainard-Nielsen Marketing; Robin Soukoup, Outside Account Manager, Newark element14; Phil Nelson of Masline
• Selling Value – March, 2016
  Facilitators: Nicki Weiss, Dave Foster, Fred Myers and Walter Tobin
• Internal Sales Training – January, 2016
  Facilitators: Nicki Weiss, Rick LaPiana and Chuck Tanzola, CPMR

• 2016 Business Challenges – December 2015
  Facilitators: Nicki Weiss, Dan Parks, CPMR, and Monica Highfill
• Performance Reviews – September 2015
  Facilitators: Nicki Weiss, Mark Conley and Al Wright
• Build Your Business Network – August, 2015
  Facilitators: Nicki Weiss, Kathie Cahill, Paul Nielsen, Bob Terwall
• Art and Science of Selling – May, 2015
  Facilitators: Nicki Weiss, Scott Lindberg, CPMR, and Bryan Shirley, CPMR
• Selling in the 21st Century – January, 2015
  Facilitators: Nicki Weiss and Andrew Jenkins

• New Year’s Resolutions … and What to Say ‘No’ to in 2015 – November, 2014
  Facilitators: Nicki Weiss, Ben Barden, David Barden and Scott Lewis
• How to Backsell to Principals – August, 2014
  Facilitators: Nicki Weiss and John Haskell
• Leading Your Company toward Growth While Your Hair’s on Fire – June, 2014
  Facilitators: Nicki Weiss, Ed Rensing and John Beaver
• A Powerful Noble Sales Purpose = Consistent Sales Growth – May, 2014
  Facilitators: Nicki Weiss and Mark Myers, CPMR
• Creating a Succession Plan for Your Company – March, 2014
  Facilitators: Nicki Weiss, Gerald M. Newman and Bryan Shirley, CPMR
• Bringing the Next Gen into Your Company: How to Recruit, Hire and Integrate Them … and Using Interns – January, 2014
  Facilitators: Nicki Weiss and Mike Swenson, CPMR

• How to Create Great Presentations – November, 2013
  Facilitators: Nicki Weiss, Jack Schmerer and Bryan Shirley, CPMR
• How to Become a Power Networker – September, 2013
  Facilitators: Nicki Weiss and Bill Herold
• Investing in Professional Development to Gain a Competitive Edge – June, 2013
  Facilitators: Nicki Weiss, Mark Motsinger, CPMR, and Holly Myers, CPMR
• How Branding Will Help Grow Your Business – May, 2013
  Facilitators: Nicki Weiss and Rhonda Page
• Guidelines for Planning the Business Year: Setting, maintaining and monitoring objectives and expectations between field sales reps and manufacturers – March, 2013
  Facilitators: Nicki Weiss, Tom Griffin, CPMR, and Al Wright
• House Accounts, Commissions Splits and Unilateral Commission Cuts – January, 2013
  Facilitators: Nicki Weiss and Doyle Evans

• Changing of the Guard – Part 1: When Change Occurs at the Top of a Rep Firm – September, 2012
  Facilitators: Nicki Weiss and Chuck Tanzola, CPMR
• Changing of the Guard – Part 2: Dealing with New Leadership within a Principal Company – November, 2012
  Facilitators: Nicki Weiss and Paul Nielsen, CPMR
• Working with Foreign Principals – June, 2012
  Facilitators: Nicki Weiss, Mark Motsinger, CPMR, and Dave Rossi
• Who Is the Ideal Regional Sales Manager … and How Can Reps and RSMs Work Together Most Effectively? – March, 2012
  Facilitators: Nicki Weiss and Scott Lindberg, CPMR
• Positive Practices for Hard Times – January, 2012
  Facilitators: Nicki Weiss and Kathie Cahill, CPMR

• Top Business Challenges Heading into 2012 and Ideas for Solving Them – November, 2011
  Facilitators: Nicki Weiss, Robert Logan, CPMR, and Bob Terwall
• Strategies for Dealing with Increasing Principal Demands – July, 2011
  Facilitators: Nicki Weiss and Dave Norris
• Compensation Strategies for Reps – March, 2011
  Facilitators: Nicki Weiss and John O’Brien, CPMR
• How to Land Big Sales and Transform Your Company – January, 2011
  Facilitators: Nicki Weiss and Bob Walsh, CPMR

• Marketing Your Rep Firm – Part 1 – October, 2010
  Marketing Your Rep Firm – Part 2 (To Principals) – November, 2010
  Facilitators: Nicki Weiss, Paul Chato and Ted Curtin, CPMR
• Five Ways to Bring You and Your Rep Firm Alive – Part 1 – June, 2010
  Five Ways to Bring You and Your Rep Firm Alive – Part 2 – August, 2010
  Facilitators: Nicki Weiss and Mark Myers, CPMR
• How to Find, Attract and Interview Manufacturers’ Reps – April, 2010
  Facilitators: Nicki Weiss, Carol Cohen, Ellen Coan, CPMR, and Allan Lamberti, CSP
• How to Use Social Media for Lead Generation and Relationship Building – February, 2010
  Facilitators: Nicki Weiss and Jaime Almond

• Boost Your Team’s Sales Performance through Coaching – Parts 1 and 2
  Facilitators: Nicki Weiss and Jim Hartranft
• How to Put Your Listening on Steroids to Win More Business – September, 2009
  Facilitators: Nicki Weiss and Chet Zaslow, CPMR
• Dealing with a Sales Slump – August, 2009
  Facilitators: Nicki Weiss and Troy Gunnin, Sun Rep
• 10 Ideas to Quickly Improve Your Salespeople’s Selling Abilities – June, 2009
  Facilitators: Nicki Weiss and Brad Starr, CPMR
• Selling to Attila the Hun: Strategies for Working with Difficult Customers – May, 2009
  Facilitators: Nicki Weiss and Mark Motsinger, CPMR
• Giving Feedback That Motivates and Inspires Salespeople – April, 2009
  Facilitators: Nicki Weiss and John O’Brien, CPMR
• The Power of Storytelling: How Electronics Reps Can Sell Anything to Anyone – March, 2009
  Facilitators: Nicki Weiss and Bruce Scoggin, CPMR
• How to Run Effective Meetings for Your Sales Team (Both Live and Virtual) – February, 2009
  Facilitators: Nicki Weiss and Mark Conley
• Hitting Your Ceiling of Complexity? Ideas for Managing Your Time, Resources and Growing Your Business – January, 2009
  Facilitators: Nicki Weiss and Dave Dasson, CPMR, CSP