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There's something terribly wrong with the buyer-and-seller relationship in the B2B world. Sixty-five percent of B2B buyers rank salespeople as “average” or “poor”, according to a new study by Discover.org and sales linguist Steve W. Martin. As the study's blog post notes, there's already a lot of distrust and skepticism associated with salespeople — in-depth RFPs and product demos are evidence of that. However, the study shows that the 35% of respondents who held “good” or “excellent” views were willing to take more risks, like adopt a new product or experiment with a new trend.

Midland is deeply saddened to announce the passing of Ralph DeLetto, Executive Vice President, Chief Financial Officer, and co-owner of the company. Ralph passed away Monday night following a long and courageous battle with cancer, surrounded by his loving family. “Ralph was an extraordinary leader and a trusted partner whose vision and integrity helped shape Midland into the organization it is today,” said Mike Graves, President and Chief Executive Officer. “His contributions to our business and our people were immeasurable, and his legacy will continue to inspire us for many years to come.” Ralph is survived by his wife, Nancy, and his sons, Michael and Christopher, who are also valued colleagues at Midland.