What does the field sales rep actually deliver in a market where buyers research with AI before they engage? Lonnie Power, Customer Business Manager at Heilind Electronics, joins Sannah Vinding to talk about how the role has shifted from information delivery to translation, bridging, and problem solving.

Lonnie has spent close to three decades inside the electronics industry, working both the supplier and distribution sides of the table. He talks about why AI is a powerful tool but not a replacement, why it answers confidently whether the answer is correct or not, and what it takes to develop the next generation of talent in an industry where most people stumble in by accident.

This conversation is for sales leaders, distribution executives, rep firm owners, and senior professionals who are rebuilding how their teams sell, support, and grow customers in a market where the rules are being rewritten week by week.

In this episode, you will learn:

Why AI speeds the search but judgment closes the deal
How the field rep role is shifting from information to translation
Why younger buyers default to Amazon and Alibaba, and what to do about it
How to reframe the 80/20 rule for where the industry is going
Why managing your personal brand is the one thing you control
What it looks like to lead through pivot moments without losing momentum

About the guest:

Lonnie Power is the Customer Business Manager at Heilind Electronics with more than two decades of experience selling component solutions across the electronics industry.

Hosted by Sannah Vinding. She is an engineer and go-to-market leader focused on how leaders operate when complexity is high and the answers are not always obvious.

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