by Art Waskey | May 21, 2026 | Art of Sales Weekly, Featured
Lessons from The River
While exercising the other day, I listened to Garth Brooks’ “The River”, and it inspired this week’s sales/leadership tip to shape a meaningful life.
Here’s the first verse of “The River” …
You know a dream is like a river / Ever changin’ as it flows/ And a dreamer’s just a vessel / That must follow where it goes / Trying to learn from what’s behind you / And never knowing what’s in store / Makes each day a constant battle / Just to stay between the shores.
That line, “Trying to learn from what’s behind and never knowing what’s in store, makes each day a constant battle”, stopped me in my tracks. It reminded me that to shape a meaningful life — and stay between the shores, we must pay attention to our body, soul, and spirit.
The Body
Keeping your body in good health is your most important investment. Not much can be accomplished without it. The other day, I met a man at the recreation center where I work out. He was in his early 50s, out of shape, and overweight. He looked at me and asked how old I was. When I told him I was 76, he said, “Oh S__t!” His doctor had warned him that if he didn’t start taking care of his physical health, he wouldn’t make it to his 60s. To stay healthy, it is recommended that you work out 3 times per week, with 30 minutes of aerobic exercise each time.
The Soul
Philosophers tell us the soul is the immaterial aspect of a living being — the residence of mind, will, and emotion. To keep them coordinated, you must constantly feed your mind. The mind has characteristics similar to the body: if you don’t exercise it, it will atrophy. Challenge yourself mentally every day to nourish your soul.
The Spirit
Our spirit enables us to find peace in the midst of life’s many challenges. From a Christian perspective, the spirit is dependent on your relationship with Christ. For others, it may be a different religious belief, or something as simple as being in nature. Whatever your circumstances, be sure to nourish your spirit as it allows you to experience peace even in the middle of conflict.
Stay between the shores
The river of life never stops moving, and neither should you. Tend to your body, challenge your mind, and nurture your spirit — because staying between the shores demands all three.
Get tips and tricks like the above in The Art of Sales books. Or subscribe to the FREE monthly articles here.
by Art Waskey | May 14, 2026 | Art of Sales Weekly, Featured
This article was inspired by a woman whose career path demonstrates the timeless traits of success. Her early entrepreneurial business endeavor was a bookstore. When her husband was promoted, they moved, and she had to find a new path. In her late 40s, with her children starting their own careers, she explored the workplace. After a couple of employment opportunities that didn’t complement her passions and talents, she decided to try real estate. Now in her late 50s, she is recognized as a highly successful realtor.
The Unchanging Nature of Success
We’ve all heard the truism –”Some things never change.” I find this is especially applicable to the nature of success. Neil Blumenthal, co-founder and CEO of Warby Parker, looks for very specific traits in his employees. He writes, “… I’m looking for proactive people, do their values align with the company? And part of that is, ‘learn to grow’ is one of our core values.”
Essential Characteristics
Here are three essential characteristics of successful people:
- Proactivity – Successful people are proactive in their approach to work. They have the intuition for getting ahead of problems before they arise. In the case of the realtor above, the compassion she shows for others in finding a new home enables her to know what her clients want. She listens for what may be hidden between the lines to get to an understanding of their needs.
- Cultural Alignment – Your skills and passion must be aligned with the culture of your industry. The realtor in the example above has an outgoing personality, a welcoming smile, and enthusiasm for people. She gets energy from her clients, and her excitement is contagious. Given the culture of real estate sales, these traits make her a natural for success.
- Commitment to Continuous Growth – Important to success in any profession is being purpose-driven for self-improvement. Also, you must be constantly curious and ask good questions. This requires a degree of humility. To close sales, there must be self-awareness, resilience, and, as already mentioned, enthusiasm. Commitment to continuous growth is an important trait to have.
Human qualities drive success
Whether starting a bookstore in your 30s or excelling in real estate in your 50s, the formula for success remains constant: proactivity, cultural alignment, and a commitment to continuous growth. These timeless characteristics distinguish high achievers in every generation and in every field. Remember, while industries and technologies may change, the human qualities that drive success never do.
by Art Waskey | Apr 29, 2026 | Art of Sales Weekly, Featured
Functional Imagery Training
Recent studies have shown that picturing our goals can help us find success. For example, I read about how a woman, who was a non-runner, trained for an ultramarathon. She participated in a study that examined how specific motivational techniques could help. By vividly imagining the moment of crossing the finish line — the roar of the crowd, the feeling of joy and accomplishment, and more — she completed her goal. Also, this technique, of imagining success, is called Functional Imagery Training (FIT). It is a science-based behavioral intervention that uses multisensory mental imagery to strengthen motivation, support goal achievement, and sustain long-term behavior change.
Practice functional imagery
Although I haven’t participated in FIT, this behavioral technique resonated with me because I have practiced mental imagery throughout my life.
- In my 40s, I observed gifted professional speakers and began to picture myself standing before large audiences. That vision led me to join Toastmasters International. After 8 years and 65 club speeches, I earned the title of Distinguished Toastmaster. Today, I am active as a business consultant and am a national speaker on the topic of sales leadership.
- In my 50s, I visualized myself writing a column for an international trade magazine. I have been writing and publishing articles and books on sales leadership for over 25 years.
- In my 60s, I earned a Master of Ministry degree and now serve as a premarital counselor at my church. I had the pleasure of officiating 10 weddings last year alone.
Start by picturing your goals
Are you ready to achieve more? As I have learned, and as FIT demonstrates, it starts with visualization — dare to dream of what you can become. The article I wrote Goals with a Purpose, will tell you about how workshops are a great way to get started. They have helped many of my clients succeed on every level.
A Challenge for You
I wake up every day, fueled by faith and passion, visualizing a more abundant life—and I know I’m not done yet. Lastly, my challenge to you is this: stop waiting for the right moment, the right age, or the perfect circumstances to pursue your goals. Instead, choose one dream, visualize it with all your heart, and take one step toward it today. You are destined for more, and it all begins the moment you dare to envision it.
Get tips and tricks like the above in or subscribe to the FREE monthly articles here.
by Art Waskey | Apr 21, 2026 | Art of Sales Weekly, Featured
The value of journaling
In a seminar I teach, The 4 Disciplines of an Organized Executive, I advocate the use of journaling for improved, timely, meaningful communications. As we move rapidly into the new world of AI, the value of this process becomes even more important. By listing in a journal requests by names or topics, completed tasks, and unfinished business, you save valuable time. Through my seminar, I have been able to prove to executives the power of freeing their minds for more productive work and scheduling by journaling.
Move to a tablet
Traditionally, I have used a paper journal. Using an AI agent (agentic) enables you to move to a new level of journaling, but it requires the use of a digital device. Also, I am in the process of moving away from my tried-and-true paper and pencil and learning how to journal on a tablet.
The benefits of journaling on a tablet
By collecting your journaling data on a tablet, an agentic can accomplish the following:
- Enhance self-reflection – AI uses advanced algorithms that help you gain deeper insights into your thoughts and emotions.
- Personalized prompting – An agentic can tailor correspondence to individual circumstances and prompts you to do so. Tablet journaling has given me the advantage of being able to personalize my responses to customer requests.
- Emotional tracking – AI journaling tools help individuals gain a clearer understanding of themselves. You have the capability to monitor your stress and anxiety. This helps you identify triggers, patterns of behavior, and the root causes of problems.
- Increased consistency in journaling – With the support of AI, users are more likely to constantly improve their journaling habit as it makes the process so much easier. This is especially true as the technology continues to advance.
- Use of multi-media – With AI, I can include images and video segments to support my data collection.
- Better daily preparation – Your agentic can debrief you on past activity and prepare you for the next day’s activity. It does this by looking at your calendar and suggesting changes in priorities.
- Advanced data storage – By using a tablet, your data is saved online and available from multiple devices, ensuring your thoughts are always accessible.
The transformation
AI opens up a whole new world of journaling. It represents a transformation in business operations that I could never have imagined. Also, not only does AI enhance your traditional journaling experience, but it also supports mental awareness and personal development by providing insightful analysis of business activities. Lastly, as AI technology advances, the potential for personal growth through AI-driven journaling will only continue to expand. Get out that tablet and get to work!
Get tips and tricks like the above in or subscribe to the FREE monthly articles here.
by Art Waskey | Apr 15, 2026 | Art of Sales Weekly, Featured
Impact Filter
In their book, Who Not How, authors Dan Sullivan and Dr. Benjamin Hardy discuss the best ways to maximize the effectiveness of selective attention and bring your genius to life. Sullivan created a tool called “Impact Filter” that helps to define what the successful completion of a project looks like. Impact Filter helps you identify the kind of insights that are intuitive to geniuses, like Bill Gates and Steve Jobs. Use the impact filter tool to zero in on the insights important to your project and make them common practices.
Questions to consider
Here is a list of Impact Filter questions Sullivan suggests you consider when bringing your purpose to fruition.
- Definition: What is the project?
- Purpose: What do you want to accomplish?
- Importance: What’s the biggest difference this project will make?
- Ideal Outcome: What does the completed project look like?
- Best Result: If you take action, what happens?
- Worst Results: If you don’t take action, what happens?
- Success Criteria: What has to be true when this project is finished?
Define your objective
Sullivan advocates, “Only when your goal is clearly defined and persuasively expressed can you start getting the support you need to achieve your goals.”
I have been working with a gentleman who is a pioneer in the use of cryogenic gases in unique environments. He has brought his vision to fruition through the use of selective attention and the Impact Filter tool. We began by putting his initial ideas in writing, then brainstorming these thoughts and recording results. This process culminated in his designs for pioneering labs that produce finished cannabinoid products. He developed the cryogenic equipment to implement the procedures and build the labs. Today, his company does lab installations across the United States and beyond.
Bring genius to life
When you have clearly defined your objective, use Sullivan’s Impact Filter tool to maximize your ability to bring your genius to life.
Get tips and tricks like the above in or subscribe to the FREE monthly articles here.
by Art Waskey | Apr 8, 2026 | Art of Sales Weekly, Featured
I have the privilege of working with a visionary pioneer who has a passion for using cryogenic gases in unique environments. He focuses on the latest technological advancements in cryogenic equipment. This selective attention has enabled him to be a forerunner in the introduction of CryoSpas, where cryotherapy is used as a medical treatment by exposing the body to cryogenic gas. I watched him work with the first CryoSpas in our state of Colorado. His ideas also involve using carbon dioxide for the rapid growth of cannabis and ways to extract helpful medicinal cannabinoids (CBD oils). Today, he is a leader in the field of cannabis laboratory installations and has business across the US and beyond.
The power of selective attention
A lot of people are passionate about what they do, but not all become leading authorities in their field. What sets individuals, like the young man above, or people like Bill Gates and Steve Jobs, apart? Psychologists suggest that these people all have selective attention — the ability to filter distractions and focus deeply on a single pursuit.
The sieve
Today’s digital communication affords us an endless flow of information. While this data exposure can enhance our knowledge of the market and is thought-provoking, it can be overwhelming. We need a sieve to process all this rapid-fire information coming at us. Successful people use selective attention to sift through the data and tune out matters they don’t need. They concentrate on the elements important to their project. This gives them the ability to define what they want and create very clear criteria for success.
Visualize and communicate
Selective attention enables you to both visualize and communicate your purpose. Lastly, be a leader in your field. Use selective attention to filter distractions and focus deeply on your single pursuit.
Get tips and tricks like the above or subscribe to the FREE monthly articles here.
by Art Waskey | Mar 26, 2026 | Art of Sales Weekly, Featured
The business-to-business sales landscape has undergone a seismic shift. According to a recent report by Stonehouse Comms, LinkedIn data reveals that 45% of B2B decisions now close within 14 days or less, up from 38% in the second quarter. After five decades in sales, I never anticipated such dramatic acceleration in transaction cycles. This isn’t merely a trend. Therefore, it’s a fundamental transformation in how business buyers operate. Today, it is important that as salespersons we meet digital-first B2B buyers where they are.
The compression of the sales cycle becomes even more striking when you consider buyer behavior. Research from Gartner indicates that B2B buyers spend only 17% of their purchasing time meeting with potential suppliers. Additionally, when comparing multiple vendors, any single sales representative may receive just 5-6% of the buyer’s attention. Modern buyers conduct extensive independent research before engaging salespeople. This fundamentally alters traditional sales dynamics.
The new B2B buyer profile
Millennial and Gen Z professionals now dominate purchasing committees. They bring with them dramatically different expectations. These digital natives have typically researched solutions exhaustively before making contact. Also, according to research by McKinsey, 70-80% of B2B decision-makers prefer remote human interactions or digital self-service over face-to-face meetings (These eight charts show how COVID-19 has changed B2B sales forever, 2021). They expect seamless digital experiences mirroring their consumer habits. This includes mobile-optimized content, instant information access, and frictionless transactions.
Moreover, sales teams must abandon the traditional approach of controlling information flow. Today, they need to provide comprehensive digital resources. Video demonstrations and interactive tools enable buyers to self-educate on their timeline.
Meeting the buyer where they are
Generic sales approaches no longer work with digital-first B2B buyers. Salespeople must leverage technology to anticipate pain points before customers articulate them. Research from Salesforce indicates that 84% of customers say being treated like a person, not a number, is very important to winning their business.
True personalization extends beyond inserting names into email templates. It requires a deep understanding of the customer’s industry. As a result, it requires knowing their competitive landscape, operational challenges, and strategic objectives. Sales professionals demonstrating this insight position themselves as trusted advisors rather than transactional vendors. Lastly, this creates meaningful differentiation in crowded markets.
Sales teams must abandon the traditional approach of controlling information flow. Today, they need to provide comprehensive digital resources, video demonstrations, and interactive tools enabling buyers to self-educate on their timeline.
Meeting the buyer where they are
Generic sales approaches no longer work with digital-first B2B buyers. Salespeople must leverage technology to anticipate pain points before customers articulate them. Research from Salesforce indicates that 84% of customers say being treated like a person, not a number, is very important to winning their business.
In conclusion, true personalization extends beyond inserting names into email templates. It requires a deep understanding of the customer’s industry. It requires knowing their competitive landscape, operational challenges, and strategic objectives. Sales professionals demonstrating this insight position themselves as trusted advisors rather than transactional vendors. This creates meaningful differentiation in crowded markets.
Get tips and tricks like the above in The Art of Sales books. Or subscribe to the FREE monthly articles here.
by Art Waskey | Mar 12, 2026 | Art of Sales Weekly, Featured
Customer value and time transformation
As a seasoned sales professional, I am amazed by AI’s impact on transforming time into customer value. What takes a salesperson 3-5 days to accomplish with traditional sales-cycle methods can now be completed in 15 minutes with AI. This is also illustrated in the chart above.
Traditional Customer Management: The 3-5 Day Cycle
Let’s break down the time required to complete a single sales call cycle for a top account using traditional methods.
- Call report creation – Conventional call reporting generally takes 30 minutes or more per account each month. After a day of multiple calls, the reports are complete. With this time lag, the information recorded tends to be incomplete and lacking valuable data. Furthermore, salespeople often do not transfer the report information to their company’s ERP system. Without that data in your ERP, you cannot properly analyze it to meet your clients’ needs and wants.
- Quote preparation – Searching for the right product at the right price to prepare a quote typically takes 2-4 hours per major opportunity.
- Customer follow-up – Delaying follow-up after a call usually adds 1–2 days of back-and-forth communication before the next meeting can be scheduled.
- Appointment scheduling – Most reps have only 1-2 weeks of appointments planned, as scheduling is time-intensive. Also, using traditional methods, a rep can spend 2-3 days per month arranging appointments. Streamlining sales rep calendar management is important.
By these measures, the traditional sales call process for a salesperson’s top accounts requires 3-5 days of activity per account cycle. No wonder it is so difficult to find time to prospect new opportunities.
AI-Enabled Customer Management: The 15-Minute Cycle
AI enables you to follow up immediately after a sales call. The rep speaks to their AI agent, recording call purpose, results, and next steps along with quote requirements. Moreover, the AI agent responds to the rep with a prepared email to the customer, including a quote at the correct price and a confirmation of the next appointment. The integration of data collection within the supplier’s ERP/CRM system enhances the ability to strategize effectively for the future.
A Complete Reimaging
In my 50+ years of sales leadership development, I’ve never witnessed a transformation as significant as AI-enabled sales tools. They compress what traditionally took 3-5 days per month of administrative work per top account into just 15 minutes of strategic activity. Lastly, this isn’t just efficiency—it’s a complete reimagining of how salespeople allocate their time between servicing existing accounts and prospecting new opportunities.
Get tips and tricks like the above in The Art of Sales books. Or subscribe to the FREE monthly articles here.
by Art Waskey | Mar 5, 2026 | Art of Sales Weekly, Featured
AI enablement
Why am I so adamant about distributors enabling AI without delay and with a sense of urgency? The answer is because AI is already impacting their businesses. According to technology provider Tecmony, “58% of companies in the B2B sector actively use chatbots,” a popular AI tool. Distributors need to recognize that the upcoming generation of professionals is looking to be part of tech-savvy companies.
Workforce security
Additionally, a recent Google survey reported that 93% of Gen Z respondents said they were using two or more AI tools per week. Also, this means that if you are not AI-enabled, you are facing a workforce flight risk. Gen-X, Millennial, and Gen-Z employees are interested in companies that utilize AI integration in their daily workflows.
I recently participated in a distribution sector peer-to-peer webcast. After opening comments, it moved me to a chat room with four other individuals. I asked them how many jobs they had had since finishing their education. Moreover, two have been with major software development companies since entering the workforce. The other two were working with distributors. One person reported having had seven jobs since starting his career. The other was in the process of making a change. She is leaving one distributor to go to another, which is a leader in her vertical in digital development. I know the IT officer at her prospective employer to be one of the best in that distributor business sector.
A sense of excitement
AI brings with it a sense of excitement. The chart above illustrates how opportunities are moving fast in getting qualified returns by applying AI across core distribution functions. Whether for order and quoting, SKU onboarding, sales enablement, marketing, supply chain, or processing returns, AI applications yield immediate, measurable results. There is strategic value in enabling AI technology today.
The choice is yours
My message is simple — the integration of AI in your business is an immediate imperative. The convergence of urgency and excitement creates a unique moment for our industry’s continuous evolution. Lastly, with the enablement of AI, distributors gain measurable business advantages and position themselves as employers of choice for the upcoming generation of distribution professionals.
Get tips and tricks like the above in The Art of Sales books. Or subscribe to the FREE monthly articles here.
by Art Waskey | Feb 26, 2026 | Art of Sales Weekly, Featured
The Early Movers
AI never ceases to amaze me. I’ve just read another article about the rapid changes it’s bringing. AI feels like a gold rush, transforming industries and even making its way into Super Bowl ads! AI appears to be broadening beyond the handful of giants that have led the way so far.
In a client memo from my financial adviser this week, Mark Asaro discusses the impact of AI on profit and productivity. He states that the early winners have been the Magnificent 7, comparing them to the first miners in the California Gold Rush. As happened during the gold rush, the number of AI winners is broadening, and companies are beginning to see huge profits (Client Memo: 2026 Outlook – Preparing Portfolios Without Overreacting, Mark J. Asaro, Noble Wealth Management).
Transforming B2B Sales
Right now, the most essential AI tool for B2B success is data input. Salespeople must transfer every customer interaction to the supplier’s ERP system immediately after each interaction.This enables AI agents to provide responses to the customer in under 10 minutes.
Digital-first B2B buyers now expect seamless experiences. As Millennial and Gen Z professionals dominate purchasing decisions, they expect interactions mirroring their consumer habits. According to BCG research, three forms of agentic selling have already begun displacing traditional B2B approaches. Combining human strengths with AI to make sales faster, more intelligent, and data-driven. (BCG, How AI Agents Will Transform B2B Sales, October 14, 2025)
The Road Ahead
As I prepare to present my training session on 10 AI-Enabled Tools for Sales Success (see impactspeakingdynamics.com), I realize we remain in the very early stages of the AI transformation. However, as Mr. Asaro points out in his memo, there is an unprecedented amount of capital expenditures being committed to the US AI trade. He relates that those dollars now exceed the amount invested in the Apollo Project, the Interstate Highway System, and the Manhattan Project combined. Profit taking from this transformation will continue as successful companies are identified.
For sales professionals, the question is no longer whether to adopt AI tools, but how quickly we can integrate them into our workflows. Lastly, don’t miss out on the opportunities presented by this gold rush. Those who embrace this shift will define the next era of B2B commerce. Those who avoid taking risks will fall behind in an increasingly automated marketplace.
Get tips and tricks like the above in The Art of Sales books. Or subscribe to the FREE monthly articles here.
