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September 2025 By Mark Hogan Sales looks different today. The pace is faster, the platforms are digital, and the expectations are rising. But the fundamentals of success remain unchanged. What still matters most is trust. The kind of trust that comes from honest communication, shared purpose,... Continue Reading
September 2025 By Kurt Sieber In my estimation, the role of independent sales reps has changed more in the past five years than in the two decades before it. With the proliferation of technologies like artificial intelligence, the rate of change will only increase. Today, reps are expected to be... Continue Reading
September 2025 By Jack Foster If the first part of this article (which appeared in the August issue of Agency Sales magazine) describes how Brad Dwyer, Engineered Assembly Solutions, Inc., arrived in the world of independent manufacturers’ reps and goes on to offer a cautionary tale about... Continue Reading
August 2025 By Susan Quinn As a senior leader, you understand that building an enterprise isn’t just about navigating market trends or chasing the next big idea — it’s about establishing a foundation that lasts. In your decades of working with companies striving to stand out in... Continue Reading
August 2025 By John Chapin Back in 2009, while we were still in the throes of a difficult recession, and in 2020 during the pandemic, I wrote similar articles to the one below. That said, while these tips are critical during difficult times such as something in the economy, your market or any... Continue Reading
August 2025 By Nathan Jamail Let’s get something straight — closing deals isn’t about having the perfect pitch. It’s not about using big words, slick talk or magically convincing someone to buy something they don’t need. Sales is about connection. And the two most... Continue Reading
August 2025 By Mark Hunter Success in sales isn’t a one-time event; it’s an ongoing process. Are you ready to become a top-performing salesperson? Whether you’re just starting out or looking to refine your skills, there are specific actions you can take to elevate your sales... Continue Reading
August 2025 By Bob Wendover Burnout — it is a term searched millions of times per month, not by employers, but by the people working for them. That said, it has become kind of a dirty word in the workplace. Employees don’t want to admit that they’re burned out for fear of... Continue Reading
August 2025 By John Tschohl Grab the Wheel and Step on the Gas Some people like to drive the bus, while others are content to sit back and enjoy the ride. If you are the driver, you determine the route you will take to get to where you want to go. If you are the rider, you are leaving choices... Continue Reading
August 2025 | Principal Focus By Jack Foster MANA, Agency Sales magazine, and any number of association-member manufacturing firms have long touted the benefits of rep councils. In an absence of such councils, however, one manufacturer offered her rather simple approach to gaining valuable input... Continue Reading
August 2025 By Terry Brock The AI revolution isn’t coming — it’s already here, and entrepreneurs who aren’t paying attention are about to be left behind. AI agents are strong and getting stronger. Many fear that these bots will hurt people. The bots are trained on tasks... Continue Reading
August 2025 By Doug Andrews The implied covenant of good faith and fair dealing is a legal concept that many courts in the United States use in contract disputes. Generally, it requires each party to a contract to implement the contract as it was intended to be implemented and not to behave in... Continue Reading
