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February 2025 By Mark Hogan Tired of hearing that our ranks are thinning like a snowman at the beach. Well, guess what — I found an article from MANA dated August 2004, and surprise, surprise, the same concerns were voiced 20 years ago. I bet you could pick any year, pick any professional... Continue Reading
February 2025 By Jerry Leth As we progress through life, the world changes. Just look back at the last four or five years and you must agree there have been significant changes to our lives. Sometimes the changes are less impactful and less noticeable. These changes can apply to the... Continue Reading
February 2025 By Jack Foster When he’s asked what manufacturers ought to understand and appreciate when it comes to the role the independent manufacturers’ rep plays in marketing and selling their products, Jim Zauderer displays a keen understanding of the true value of reps and the... Continue Reading
February 2025 By Jack Foster If reps haven’t already added Artificial Intelligence (AI) to the subjects they have to become comfortable with, they should now. That was a major takeaway from a series of teleconference calls late last year participated in by a number of MANA members. While... Continue Reading
February 2025 By John Chapin When I talk about being great in sales, I’m not talking about simply hitting your sales quota, I’m talking about being the best of the best, and not for a month, or a quarter, or one year, I’m talking about consistent sales results that would put... Continue Reading
February 2025 By Dave Kahle In my earlier life, I had seven sales positions during the time from age 18 to 34. The last was selling for a hospital supplies distributor. I was given a territory that had about $10,000 in existing business and 77 accounts. Every year for the next five years, my... Continue Reading
January 2025 By Dave Kahle For much of my career, I’ve been cognizant of the threat posed by the rapid pace of change. Simply put, the world is changing around us at a pace that is unprecedented in human history, and unless we change ourselves and our organizations at least as rapidly as... Continue Reading
January 2025 By John Tschohl “The secret of my success is that we have gone to exceptional lengths to hire the best people in the world.” That quote by Steve Jobs, founder of Apple, underscores the importance of putting together a team of people who will drive your business to... Continue Reading
January 2025 By Mark Hunter The big difference between top‑performing salespeople and average-performing salespeople……is how they use their time and how they maximize the day. If we don’t set ourselves up with a very defined process, the day will define us. I want to make... Continue Reading
January 2025 By Jeff Beals A construction executive once told me how the job-bidding process has changed in his industry. It used to be that a company would announce plans to build a building before hiring a general contractor. The construction company would then make contact with the owner and... Continue Reading
January 2025 | Principal Focus By Jack Foster A manufacturer reported that “As one independent rep firm continued to successfully grow in its territory, it became more and more difficult for them to serve our relatively small business.” To the owner’s credit, as soon as he... Continue Reading
January 2025 By Randall J. Gillary Humpty Dumpty sat on a wall,Humpty Dumpty had a great fall.All the king’s horses and all the king’s menCouldn’t put Humpty together again.— By Mother GooseSource: The Dorling Kindersley Book of Nursery Rhymes (2000) My office recently... Continue Reading
