ERA 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.