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March 2026 By Jerry Leth In the February issue of Agency Sales magazine, Chairperson of the MANA Board of Directors Marnee Palladino wrote about an important evolution in how our association will be managed moving forward. I fully support this change and am genuinely looking forward to working... Continue Reading
February 2026 By Marnee Palladino Change within any member-driven association is rarely simple, and it is never undertaken lightly. With Mark Hogan’s departure as CEO on December 1, MANA had an opportunity for reflection, careful evaluation, and a thoughtful look to its future. MANA has... Continue Reading
February 2026 By Jack Foster You’ve got your golf and baseball outings, not to mention trade shows, open houses, barbecues, and lunch and learns. Then you’ve got an entirely different experience when you learn what Edge Manufacturing Technologies put together last fall — a... Continue Reading
February 2026 By Jack Foster Tackling the challenge of time management, the importance of face-to-face meetings with customers, and the need for succession plans were among the topics discussed late last year in the course of a MANA teleconference devoted to concerns facing single-person rep... Continue Reading
February 2026 By Dave Kahle Almost every professional B2B salesperson comes to grips with one of the challenges of penetrating key accounts. Key accounts are different than the ordinary and require some more sophisticated skills and strategies. To follow are three fundamentals for effectively... Continue Reading
February 2026 By John Chapin Many of the most successful salespeople are not Rhodes Scholars, and they possess no particular talents or gifts. Some might say, “Well, wait, they have the gift of gab. That’s a talent.” Yes, some do, but many do not, and many are introverts who... Continue Reading
February 2026 By Nathan Jamail For some sales leaders, just hearing the word accountability sounds like finger-pointing or micromanaging. And for some team members, it sounds like punishment. But here’s the truth: Accountability is not a dirty word. It’s one of the most powerful... Continue Reading
February 2026 By Mark Hunter After working with sales professionals all over the world, I’ve noticed a few common traits that show up every single time. The best of the best share certain habits, mindsets and disciplines that set them apart. To follow are several things I see in every great... Continue Reading
February 2026 By John Tschohl Most company executives and managers think they are providing exceptional service to their customers. They see the key ingredients are speed, courtesy, respect, a personal touch combined with technology, and great products at great prices. While those things are... Continue Reading
February 2026 | Principal Focus By Jack Foster It’s difficult if not unwise to argue with the wisdom in many of Benjamin Franklin’s famous quotes. However, exception might be taken when considering “Change is the only constant in life,” especially when taking a look at what... Continue Reading
February 2026 This article was first published on the IUCAB website (www.iucab.com). Artificial intelligence is not replacing B2B sales agents — it is transforming how they work. In today’s B2B landscape, agents are expected to deliver faster, more strategic and highly personalized... Continue Reading
February 2026 By Joseph A. Camilli When it comes to mergers and acquisitions, manufacturers’ representative agencies occupy a unique space. Unlike businesses with tangible inventory, equipment or significant liabilities, rep agencies are often light on assets and instead are entities whose... Continue Reading
