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Discover the extensive benefits of joining MANA, including access to vital resources like the MANA Online Directory, legal consultations, networking events, and educational seminars. Explore how MANA supports manufacturers' reps. Continue Reading
Discover how networking and confidence can elevate your professional influence, with practical steps to engage top executives effectively. Continue Reading
Discover the power of shifting from a "me" to "you" focus in sales conversations to uncover real needs and build stronger relationships. Learn effective questioning techniques for success. Continue Reading
Explore the latest in software for manufacturers' reps, changes in the industry, and expert insights in the new issue of Agency Sales magazine. Essential reading for industry professionals. Continue Reading
Maybe it’s the economy. Maybe it’s the nature of the rep business. But over my five years as MANA’s CEO, every year I’ve seen less and less appetite for face-to-face education and networking from MANA members. Until February. When Dallas MANA members wowed me by turning out 30-strong for a... Continue Reading
© CGinspiration | Dollar Photo Club It’s a phone call I get, unfortunately, several times a year. A MANA representative member calls to say, “I know I shouldn’t have let one principal become more than half my income, but that’s just how our business grew, and now that line has terminated my firm.”... Continue Reading
“We want someone who’s willing to take risks.” © cartoonresource | Dollar Photo Club You probably will. It’s a call I get several times a year from a desperate manufacturer. And it’s a call I never, ever get from a MANA manufacturer member. “I just lost the customer who has been 70 percent of my... Continue Reading
© keangs | Dollar Photo Club Cold-calling strangers to pry hard-earned money from their hands in exchange for your products? Ugh! Fighting off circling competitors who try to grab customers right out of your hands just as you’re preparing to close? Phooey! Pandering to fickle customers who lead... Continue Reading
© Buffy1982 | Dollar Photo Club Who says that social media ratings are crucial to your company’s success? Everybody says so, but the truth is more nuanced than what “everybody” says. Yes, social media ratings are powerful testimonials. And not only am I a big fan of those sites, as you read on... Continue Reading
© odenis83 | Dollar Photo Club MANA representative members shouldn’t spend any time selling. And I hope that none of the salespeople working for MANA’s representative members spend any time selling either. Are MANA representative members in front of prospects and customers as zealous promoters of... Continue Reading
© destina | Dollar Photo Club Editor’s Note: In the February 2015 issue of Agency Sales we described MANA’s continuing outreach to the academic community through MANA President and CEO Charles Cohon’s service as a judge for Professor Craig Wortmann’s “The Hard Sell” case-based sales presentation... Continue Reading
Just when I think I must have touched about every market that’s served by manufacturers’ representatives, somebody comes along and teaches me about a market I’d never seen before that is well-served by manufacturers’ representatives. Any time that happens, it’s a great day. And that’s what... Continue Reading
