Articles from This Issue

Lewis and Clark, and Reps

By Charles Cohon

What It Takes to Be a Successful Sales Representative and Business Entrepreneur

By Lisa Wilson

Past Practices Can Work Today

By Jack Foster

MANAchats Let Reps Share Concerns

By Jack Foster

Which Sales Management Style is Yours?

By Dave Kahle

As Leaders, We Need Believers, Not Buy‑Ins on Our Team

By Nathan Jamail

Prospecting Is a Mental Game, an Activity Game, and an Outcome Game

By Mark Hunter

Your First Conversation With a Prospect

By John Chapin

Increase Sales by Classifying Customers

By Scott Lau

Overcoming Sales Objections

By Jeff Beals

Defining the Meaning of Value

By Jack Foster

Internal Struggles — Know How Best to Divorce Your Business Partner

By John Riccione

ISA Launches New Emerging Leaders Channel Certification to Develop Next‑Gen Talent

On April 18 in Phoenix, Arizona, at the ISA23 convention, the Industrial Supply Association (ISA) announced the launch of its new Emerging Leaders Channel Certification (ELCC) — a multi-layered, channel-centered certification program designed to develop the next generation to lead. "The ELCC is a program that companies within the industrial MROP industry have needed for years. It provides the opportunity to fast-track young talent in terms of their knowledge of how the channel works as well as their connections inside it," said Alex Ruggles, immediate past chair of ISA’s Emerging Leaders Committee and director of customer service at Martin Supply.

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