Building Relationships That Save Your Projects

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We are back from a short hiatus, between NECA2025 and a trainng week in Ohio I literally ran out of time.

Inside sales representatives are the unsung heroes of the ICT industry who often save contractors from costly mistakes and provide valuable information that improves bid efficiency. Jalen Barnes, who started his career in 2015 and worked his way up to owning his own distribution company, shares insights into how these vital relationships function.

• Inside sales reps juggle constant calls, emails, and texts while serving as mediators between field techs, project managers, and manufacturers
• Different stakeholders have different priorities – field techs focus on getting the job done while project managers care about costs
• Providing detailed information in your requests (especially for products like fiber) speeds up response time and reduces errors
• Great customers look out for their distributors by being considerate of freight minimums and other logistical challenges
• Building relationships with inside sales reps leads to preferential treatment when emergencies arise
• Returns at project end can create challenges – consider keeping excess material for future projects when possible
• The golden rule according to Jalen: "Time is everything" – respect this principle in all communications
• New industry professionals should openly acknowledge their inexperience, as most sales reps will gladly help them learn

Join us every Wednesday night at 6 pm Eastern Standard Time for a live stream where you can ask your favorite RCDD questions about installation, design, certification, credentialing, and career paths.

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Knowledge is power! Make sure to stop by the webpage to buy me a cup of coffee or support the show at https://linktr.ee/letstalkcabling . Also if you would like to be a guest on the show or have a topic for discussion send me an email at chuck@letstalkcabling.com

Chuck Bowser RCDD TECH
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