Sales Synopsis: How Much Product Knowledge Do You Need?
Get A Grip On Lighting: CFL to LED is Not Ready for Prime Time
The Darkness News Update 6/20/2024
Contractor And Distributor Show: Replace or Retrofit?
Which lighting projects would you recommend a retrofit, and which projects would you recommend a full replacement?
Get A Grip On Lighting: Should Distributors Use Manufacture [...]
When are reps incredibly useful, and when do you want to go it alone?
The Lighting Controls Podcast: When A Client Knows Nothing
How can you help customers understand the value in their lighting controls?
Get A Grip On Lighting: Getting Back To Basics
Is your "to do" list too complicated?
The Darkness News Update 2/29/2024
The Darkness News Update is a biweekly series that explores current events in light at night.
Get A Grip On Lighting: The Discovery Call
Who pays for the "discovery call" when a contractor needs to get specifics on a retrofit job?
Sales Synopsis: Getting Inside Your Prospect’s Head
When you keep asking questions, you learn more about what your potential customers really need.