Sales at F.W. Webb rose 4% in 2020 as the distributor pursued organic growth, new products and acquisitions. President Jeff Pope discusses how the company has added virtual offerings for prospective customers and introduced products suddenly in demand because of COVID-19, such as indoor air quality systems.

Operators of small and midsized warehouses should invest in automated storage and retrieval systems to increase output and flexibility, as well as integrate equipment with transactions, writes Mike Stein of Signode. "Work with a partner that offers more than one type of automation solution -- a partner that will help you scale up to full automation if that's your goal," Stein writes.

Trucking groups in New York and Wyoming are focusing on increasing the number of licensed drivers, especially with many older drivers retiring. Community colleges in Wyoming are offering training, while some trucking companies and schools are covering the costs.

Salespeople often feel encouraged about not hearing prospects say "no," but a lack of disagreement can sometimes be a bad thing during sales conversations, writes David Brock. When prospects don't say "no," it means salespeople aren't challenging or engaging the customer and it can also indicate a lack of interest, Brock writes.

The pandemic has changed business-to-business marketing and marketers can adapt with more relatable messaging via digital channels such as social media and livestreaming to give customers convenience and choice over communications channels, writes Kartik Anand, founder and executive chairman of Kings Group Ventures. Anand's other tips include prioritizing relationship building, optimizing for mobile and improving customer support with live chat and text messaging.

Each week, look ahead and schedule important tasks you've been neglecting, as "you can't schedule next week's important work next week," writes Dan Rockwell. These tasks are what he calls "big rocks" that showcase your talent, build relationships and add meaning.

Most new managers are unprepared and inadequately trained to lead other people, and so Art Petty provides a five-point operating system to help guide them through real-life scenarios they'll face. "The new manager should work unceasingly with their boss to uncover key goals, understand strategies and then translate this into, 'Here's what this means for our team,'" he writes.