By Troy Harrison, sales navigator, speaker and author Most people haven’t ever run a marathon. But many salespeople run them every day – the long sales cycle. Salespeople love the quick win – that satisfying moment when a prospect becomes a customer in a matter of days or weeks. Sometimes, it’s even the fabled “one call close.” But what about those industries, or even … [Read more...] about Mastering the Marathon: Four Strategies for Managing Long Sales Cycles
Articles
Four Drivers of the 2026 Economy
By Chris Kuehl, managing director, Armada Corporate Intelligence To be fair, there likely are many additional drivers depending on the industry and line of business, but for this article, the focus is on the four drivers that stand out for the economy as a whole. These four drivers include: In many cases, there isn’t much a business can do about these drivers other … [Read more...] about Four Drivers of the 2026 Economy
Convert Operational Pain Points into Sustainable, High-Powered Performance
By Norm Forest, founder, NorMFG In today’s plastics manufacturing environment, processors face constant pressure to do more with less. Margins are shrinking, terms are extending, lead times are challenging and technical talent is scarce. Customers also now demand higher precision and tighter tolerances. Survival depends on operational discipline, not just hard work. For … [Read more...] about Convert Operational Pain Points into Sustainable, High-Powered Performance
Ownership Transitions: Strategic Alternatives and Best Practicesfor Companies
By Mike Benson, managing director, and Steven Simone, senior vice president, Stout Ownership transitions represent one of the most pivotal moments in the lifecycle of a business. These transitions can be particularly complex, as they often involve balancing the goals of multiple stakeholders while ensuring the long-term health of the company. Whether driven by a desire … [Read more...] about Ownership Transitions: Strategic Alternatives and Best Practicesfor Companies
Six Ways to Become a Preferred Plastics Manufacturing Partner
By Steve Bieszczat, chief marketing officer, DELMIAWorks The road to becoming a preferred plastics supplier is no longer just about driving repeat business; it’s about locking in more profitable, long-term business relationships. Achieving this status demands a comprehensive approach to creating strong relationships with customers – one that goes beyond competitive pricing … [Read more...] about Six Ways to Become a Preferred Plastics Manufacturing Partner