Power the Network

Mastering Sales: Frank Foster's 30+ Years of Rep Training Secrets

For more information, connect with us at ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠cbmrep.com/contact⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ Are you tired of transactional selling? Discover the secrets to professional sales training and becoming a top-tier manufacturer representative. In this episode of Power of the Network, host Tim Locker sits down with veteran sales coach Frank Foster. With over 30 years of experience, Frank explores how to shift from basic transactional selling to a model focused on consultative discovery and building long-term relationships. Whether you are in the CPG industry, working as a manufacturer's rep, or looking to improve your inside sales team's effectiveness, this interview offers actionable strategies for professional growth. We discuss the importance of full-line selling, why asking the right discovery questions is the key to unlocking hidden buyer motivations, and how to effectively navigate the 'stress sandwich' of manufacturer, rep, and customer relationships. Learn why certifications like CPSC and CPMR are becoming industry standards for professional advancement, how to leverage inside sales for maximum productivity, and why trust remains the ultimate currency in modern sales. Perfect for sales professionals, students of the industry, and anyone looking to refine their approach to closing deals and managing complex accounts in today’s competitive market environment. If you've enjoyed this conversation, leave a review and subscribe so you don't miss any future episodes. Hosted by CBM's own Vice President of Broadband, Tim Locker, Power the Network is bringing industry leaders to your feed every other week. One minute, you'll dive deep into products and innovative new processes. The next minute, you'll be learning timeless principles to equip you in your career. At CBM, we are powered by ownership, and we're bringing the same energy into podcasting with Power the Network.

Tom Forshee | Building a Billion Dollar Blinking Light Brand

For more information, connect with us at ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠cbmrep.com/contact⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ Master the art of solution selling and explore the industrial world of signaling and lighting. Learn actionable sales strategies from industry experts. In this episode of Power of the Network, host Tim Locker sits down with Tom Forshee, a regional sales manager at Federal Signal, to pull back the curtain on the world of industrial signaling and high-impact sales. Whether you are a professional in the electrical industry or looking to sharpen your sales techniques, this conversation offers invaluable insights into consultative selling, building long-term customer relationships, and managing complex territories. Tom shares his unconventional journey from interior design and lighting to becoming an expert in industrial beacons and warning systems. We dive deep into the differences between transactional sales and value-added solutions, how to effectively manage rep relationships without direct authority, and the importance of maintaining a balance between prospecting and respecting the customer’s time. With over 125 years of history, Federal Signal’s evolution provides a fascinating case study on adapting to market demands in the petrochemical, manufacturing, and industrial sectors. Join us as we discuss how to stay top-of-mind with partners and why the 'last guy in' often wins the deal. If you've enjoyed this conversation, leave a review and subscribe so you don't miss any future episodes. Hosted by CBM's own Vice President of Broadband, Tim Locker, Power the Network is bringing industry leaders to your feed every other week. One minute, you'll dive deep into products and innovative new processes. The next minute, you'll be learning timeless principles to equip you in your career. At CBM, we are powered by ownership, and we're bringing the same energy into podcasting with Power the Network.

Chris Shoe | Why Smart Towns and Community Wi-Fi are Changing Rural America

For more information, connect with us at ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠cbmrep.com/contact⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ [https://cms.megaphone.fm/organizations/72695d5a-2584-11ee-b2ac-83abad0cf2cb/podcasts/4d27c122-6967-11ee-80f2-ffb645cd6632/episodes/30034de4-f794-11ee-803b-0bec063a96bc/cbmrep.com/contact] Discover how independent telcos are bridging the digital divide through robust broadband infrastructure and community-focused service. Join us as we explore the future of connectivity with Green Hills Communications. ‍ In this episode of Power of the Network, host Tim Locker sits down with Chris Shoe, Plant Operations Manager at Green Hills Communications, to discuss the evolving landscape of rural internet service. As the industry faces critical challenges—from BEAD funding delays to the increasing demand for high-speed fiber-to-the-home (FTTH) networks—Green Hills shares their unique approach to balancing subscriber needs with long-term infrastructure health. We dive deep into the cooperative mindset that makes rural communications essential and examine why 'building it right the first time' is the ultimate strategy for operational success. Whether you are a fellow operator, a contractor navigating the complexities of fiber deployment, or simply interested in how small towns are gaining big-city speeds, this conversation provides essential insights. Learn about the shift toward micro-ditch technology, the importance of future-proofing network designs, and how local providers are navigating the political landscape to bring reliable digital access to underserved communities across Missouri and beyond. If you've enjoyed this conversation, leave a review and subscribe so you don't miss any future episodes. Hosted by CBM's own Vice President of Broadband, Tim Locker, Power the Network is bringing industry leaders to your feed every other week. One minute, you'll dive deep into products and innovative new processes. The next minute, you'll be learning timeless principles to equip you in your career. At CBM, we are powered by ownership, and we're bringing the same energy into podcasting with Power the Network.

Matt Webster | Smart Streetlights Are Revolutionizing Cities

For more information, connect with us at ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠cbmrep.com/contact⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ [https://cms.megaphone.fm/organizations/72695d5a-2584-11ee-b2ac-83abad0cf2cb/podcasts/4d27c122-6967-11ee-80f2-ffb645cd6632/episodes/30034de4-f794-11ee-803b-0bec063a96bc/cbmrep.com/contact] Ever wondered how your streetlights are secretly powering smart city technology? Join us as we dive into the evolution of intelligent lighting. In this episode of Power of the Network, host Tim Locker sits down with Matt Webster, Vice President of Utility Channel Sales for Acuity Brands, to explore the rapidly changing world of outdoor utility lighting. Beyond simple illumination, Acuity Brands is transforming streetlights into hubs for data collection, environmental monitoring, and asset management. We discuss the critical shift from traditional HID to high-efficiency LED technology, the integration of AI into utility operations, and how modern fixtures are evolving to host advanced sensing capabilities like pedestrian counting and emergency detection. This deep dive into the lighting industry also touches upon the vital role of manufacturer-rep partnerships, the importance of long-term customer relationships, and how Acuity navigated product challenges with integrity. Whether you are a utility professional, an engineer, or someone curious about the infrastructure of our smart cities, this conversation reveals the hidden complexity behind the lights that guide our streets. Learn how Acuity Brands is continuing to empower spaces through innovation and leadership in the utility sector. If you've enjoyed this conversation, leave a review and subscribe so you don't miss any future episodes. Hosted by CBM's own Vice President of Broadband, Tim Locker, Power the Network is bringing industry leaders to your feed every other week. One minute, you'll dive deep into products and innovative new processes. The next minute, you'll be learning timeless principles to equip you in your career. At CBM, we are powered by ownership, and we're bringing the same energy into podcasting with Power the Network.

From Accounting to CEO: Mitch Bailey

For more information, connect with us at ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠cbmrep.com/contact⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ [https://cms.megaphone.fm/organizations/72695d5a-2584-11ee-b2ac-83abad0cf2cb/podcasts/4d27c122-6967-11ee-80f2-ffb645cd6632/episodes/30034de4-f794-11ee-803b-0bec063a96bc/cbmrep.com/contact] Discover how a 75-year-old rural broadband cooperative not only survives but thrives against modern competition. Learn the secrets to community-focused success that investor-owned companies miss. In this episode of Power of the Network, host Tim Locker sits down with Mitch Bailey, CEO of GRM Networks, to explore the incredible story of a 75-year-old rural telco. They dive deep into the cooperative business model, discussing how putting member-owners first creates a powerful competitive advantage. Viewers will learn how GRM Networks proactively built out a 100% fiber network, navigated broadband competition from satellite and wireless providers, and strategically expanded into urban markets. This interview is a must-watch for anyone in the telecommunications industry, community leaders interested in rural development, and business professionals looking for insights into sustainable, community-focused growth and leadership. Mitch also shares his personal journey from an accounting background to the CEO's chair, offering valuable lessons on leadership, empowerment, and strategic vision. If you've enjoyed this conversation, leave a review and subscribe so you don't miss any future episodes. Hosted by CBM's own Vice President of Broadband, Tim Locker, Power the Network is bringing industry leaders to your feed every other week. One minute, you'll dive deep into products and innovative new processes. The next minute, you'll be learning timeless principles to equip you in your career. At CBM, we are powered by ownership, and we're bringing the same energy into podcasting with Power the Network.