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July 2025 By Mark Hogan If you’re in sales, you’ve likely had this kind of day: You start with a plan. You’ve got calls to make, prospects to follow up with, and maybe a proposal to finish. Then an email pings. A telemarketer calls. A news alert flashes. And suddenly... Continue Reading
July 2025 By Marilyn Kahler I came across a quote in a book I just finished that I thought was especially applicable to independent manufacturers’ reps. In the novel, an old, established professional is guiding a young man along the path to a new career. In the course of teaching him... Continue Reading
July 2025 By Jack Foster After graduating from the University of Notre Dame in 1999, where he was an offensive lineman under Irish coach Lou Holtz, John Wagner Jr. explains: “I really didn’t know what I wanted to do with my life.” It was at that time he read The Perfect Storm... Continue Reading
July 2025 By Jack Foster MANA members take note: If you are concerned about the impact of tariffs on your business, you are not alone. For example, here’s what producers and sellers of maple syrup in Vermont are facing. According to an article reported by the Associated Press earlier this... Continue Reading
June 2025 By Dave Kahle Some time ago, one of my clients challenged me to record the 20 most important lessons I’ve learned. After a great deal of reflection, I eventually came up with 25. This is one. The pace of change has increased, the growth in complexity has multiplied and... Continue Reading
June 2025 By Ralph Vetsch You would have to be living in a cave to not have been exposed to AI and the use of sales automation. The December issue of MANA’s Agency Sales magazine was devoted entirely to the subject. Perhaps you might have heard some hype about all the jobs AI will take... Continue Reading
June 2025 By Mark Hunter How many times have you been ghosted by a prospect? Don’t tell me you’ve never experienced a customer going radio silent on you — I’ve been there more times than I can count! If you’re a salesperson, you’re probably familiar with the... Continue Reading
June 2025 By Nathan Jamail Let’s consider something most salespeople don’t think about enough: nonverbal communication. Yep, I’m talking about the stuff you don’t say — your body language, tone of voice, facial expressions, and even how you carry yourself during a... Continue Reading
June 2025 By Jeff Mowatt Judging by the way we elect some of our political leaders, you’d think that the three most important qualities to leadership are popularity, an outgoing personality, and loyalty to your supporters. Coincidentally, these just happen to be the three most outstanding... Continue Reading
June 2025 By John Tschohl When you make yourself indispensable, you become essential and irreplaceable. You also become successful. Being indispensable means being someone others can depend on. It means you are dependable, productive, and reliable. It means you have a great attitude, go above... Continue Reading
June 2025 | Principal Focus By Jack Foster The national sales manager of a 100-year-old manufacturing firm in the Midwest was the logical choice to engage in conversation on the pros and cons of working with independent manufacturers’ reps. The manufacturer works with more than 20 rep... Continue Reading
June 2025 “Should I Stay or Should I Go?” — The Clash By Randall J. Gillary “An ounce of prevention is worth a pound of cure.” — Benjamin Franklin This article addresses what a sales representative should do when his or her principal is contemplating... Continue Reading
