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September 2026 By Jerry Leth Your MANA membership does so much more than connect manufacturers with manufacturers’ representatives. For manufacturers, partnering with independent manufacturers’ reps is quite different than hiring direct W2 employees who work for you and only sell... Continue Reading
September 2026 By Kurt Sieber Manufacturers’ representatives are being asked to do more than sell. We are being asked to provide better visibility, better reporting, better forecasting, better follow-up and better access to information. For many agencies, that means one thing: our internal... Continue Reading
September 2026 By Jack Foster With an agency startup 34 years ago that many reps can relate to, Bob Baker recalls how, with two partners, Dynamic Bulk Systems, Inc. (DBS), opened its doors — or more properly door — “in a spare bedroom of my partner’s house.” With... Continue Reading
September 2026 By John Haskell Selling your organization and systems makes sense. Many of the manufacturer’s personnel who deal with reps have very little idea what the rep business is all about. The fundamentals of backselling the agency need to involve a basic approach to the way the... Continue Reading
September 2026 By Dave Kahle One of the most powerful strategies for B2B sales organizations is to intentionally and methodically develop and nurture a handful of “partners.” These are customers who are so committed to you that they form the foundation of your revenue. Let’s... Continue Reading
September 2026 By Bob Wendover Institutional knowledge — such a big term. In essence, it means a collection of what everyone in the organization knows. This means everyone from the CEO to the customer service rep who knows exactly how to resolve that problem that keeps coming up that... Continue Reading
September 2026 By Mark Hunter Most salespeople know they need a prospecting strategy, but have you ever thought about your pre‑prospecting strategy? Sure, prospecting happens before the sale, but pre-prospecting happens before prospecting even begins. It’s the groundwork that makes your... Continue Reading
September 2026 By Nathan Jamail If you’ve got a team full of high performers and you’re still hovering over their shoulders, you don’t have a leadership problem — you have a trust problem. And no amount of weekly check-ins or status reports will fix that. I’ve... Continue Reading
September 2026 By Kate Zabriskie Ever feel like you’re stuck pushing the same rock uphill, only to watch it roll back down? Maybe it’s that failing project you just can’t abandon or the trendy initiative you pursued without question. These struggles often stem from cognitive... Continue Reading
September 2026 | Principal Focus By Jack Foster A manufacturer who boasted of her years of working effectively with an outsourced sales force described how she learned something valuable about working with agents by driving her teenage children to their various events. “When my children... Continue Reading
September 2026 By Jeb Blount Here is the truth about enterprise selling right now: the dividing line in the age of AI is people, not technology. The salespeople who figure this out are going to pull away from the rest of the field, and the ones who do not are going to get left behind. I was on... Continue Reading
September 2026 By John M. Riccione In the world of independent manufacturers’ representation relationships drive business. Trust, reputation and long-standing professional connections often form the foundation of successful sales organizations. Because of this relationship-oriented... Continue Reading
