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January 2026 By Jerry Leth For years, MANA used the same approach to help our manufacturer members find manufacturers’ representatives. We...
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January 2026 By Jack Foster Just as so many other reps who have been profiled in the pages of Agency Sales magazine, Kelly Smith didn’t...
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January 2026 By Jack Foster As almost any rep can attest, sooner or later they’re going to lose a manufacturer either because it was...
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January 2026 By John Haskell Keeping the principals foremost in the minds of all members of the agency team is job one. There is no single job...
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January 2026 By Nathan Jamail When I walk into a room full of sales leaders, there’s usually no shortage of conversation around strategy...
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January 2026 By Mark Hunter Buyers are on their journey, and if you want to win, you’ve got to join them there. Step into their journey....
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January 2026 By John Chapin This article could be and probably should be the shortest article I’ve ever written. The reason is, once...
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January 2026 By Troy Harrison A recent company meeting revealed what management called a “handoff problem.” The sales team would close...
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January 2026 By Susan Quinn Businesses without a solid framework of guiding principles are like ships adrift at sea — directionless and...
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January 2026 | Principal Focus By Jack Foster When a manufacturer was asked what he did to build an enviable track record of solid new product...
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January 2026 By Joe Curcillo AI has moved from shiny headline to background noise. It drafts reports, crunches numbers and spits out answers...
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January 2026 By Scott M. Sanders The scenario: The CEO of a large sales agency contacted my firm in a panic to inform me that they had their...
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