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April 2025 By Mark Hogan In the fast-paced world of sales, it’s easy to get caught up in numbers, quotas and the pressure to close deals. But sometimes, the most effective way to build lasting customer relationships isn’t through aggressive selling — it’s by simply having... Continue Reading
April 2025 By Jack Foster In Part II of his interview with Agency Sales, Kurt Sieber shares his thoughts on a number of subjects including: adding principals, what he hopes manufacturers appreciate in their reps, his agency’s use of social media, taking a look back over his career, and why... Continue Reading
April 2025 By Ralph Vetsch Independent manufacturers’ representatives are an effective way to find and win business, and can be a highly productive way to drive sales, compared to selling direct or through resellers. Yet, sales leaders who use reps risk being asked to drop reps to reduce... Continue Reading
April 2025 By Jeff Beals Avoir le couteau entre les dents. I don’t speak French, but I love this phrase. It’s an idiom that translated to English means: “To have the knife between your teeth.” The origin of this French-Canadian saying is not quite known, but it may... Continue Reading
April 2025 By John Tschohl Each new year brings with it new opportunities. One of those opportunities is to be the best, most productive — and most admired — employee in your company. Another opportunity is to be the best boss in the company. The first step in both cases is to... Continue Reading
March 2025 By Dave Kahle Let me tell you, I’ve been in the sales trenches for a long time. From hawking lemonade on a scorching summer day to closing multi-million-dollar deals, I’ve seen it all. And let me tell you something else — the sales game is constantly evolving. New... Continue Reading
March 2025 By John Chapin The “how-to” behind building a highly effective, competition-dominating sales machine is actually fairly simple. What isn’t simple is executing the steps and sticking to the plan. The dedication and resolve necessary to start and complete the process... Continue Reading
March 2025 By John Haskell Getting your salespeople to manage better, more effectively and be more self-managed is a major route to overall success. What is self-management? This is a system of working that puts the salespeople in a stronger position to achieve goals and create considerable... Continue Reading
March 2025 By Mark Hunter Just like athletes rely on coaches, sales professionals need guidance too. Having the right coach is crucial. Here are several essential coaching practices to enhance your effectiveness, whether you’re the coach or the one being coached. Understand Individual... Continue Reading
March 2025 By Nathan Jamail With this article I want to dive into something that might be holding your sales team back more than you realize — perfectionism. Now, don’t get me wrong. I get it; we all want to deliver great work and expect the best from our teams. But when... Continue Reading
March 2025 | Principal Focus By Jack Foster The growth and proliferation of e-commerce websites caused a number of independent manufacturers’ reps to consider whether the traditional rep business model is broken. When that scenario was presented to a couple of manufacturers that sell... Continue Reading
March 2025 By Daniel E. Beederman Every relationship, whether personal or business, starts with high expectations and the hope that everything will go smoothly as planned. In business, those expectations typically are set forth in contracts, purchase orders, and other commercial documents. Yet,... Continue Reading
