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What does it take to thrive in B2B sales when margins are thin and the stakes are high? Brian Rooney, President of Callas Kingsley Electrical Sales, has built his career on a simple but powerful premise: B2B is really P2P — person to person.In this episode, Brian explains why the manufacturers' rep model is uniquely positioned amid the current AI technology race, and how the surge in data center infrastructure is creating a gold rush moment for the electrical industry. As major tech companies race to expand AI data centers and electricity demand hits unprecedented levels, Brian sees the electrical industry as the picks and shovels of this generation's resource rush.Brian pulls back the curtain on how the rep model actually works, why distributors rely on reps for specialized product expertise across thousands of SKUs, and how Callas Kingsley approaches long-term relationships with both manufacturers and distributors. It's a model built entirely on trust, and Brian makes a compelling case for why that's more valuable now than ever.
