Power the Network

A CBM Podcast

Author: CLEAVES-BESSMER-MARIETTI, INC.

Language: en

Genres: Business, Education, Management

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Tom Forshee | Building a Billion Dollar Blinking Light Brand
Episode 63
Thursday, 30 April, 2026

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.