Blogs from Art Waskey

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Grow With Digitalization

A punch-card solution I have seen how digitalization has transformed society through my long and fulfilling career. I still have my first calling card that bears the title, “Sales Engineer, North Texas, Airco Welding Products.” In that position, I called on...

Winning Through Relationships

Focus on core strength Independent distributors have been introducing Enterprise Resource Planning (ERP) platforms to their businesses over time. Further, many large distributors in this group now have robust websites and e-commerce platforms. However, smaller...

Ask the Unresponsive Customer “Why”

A sales manager recently brought a problem to my attention. One of his customers had called and asked why he hadn’t been by to see him. The frustrated sales manager explained that the prospect had plenty of quotes from him but never purchased. He believed making...

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Outside Sales Is Switching Positions

I was fortunate to be part of the glory days of an outside distributor sales team. We built strong customer relationships. Using our technical skills, metric reviews, planned vendor calls, and...

Mentor your Business Forward

A mentor’s objective is to identify your needs and expectations and offer creative solutions that move your business forward.  In today’s distribution business there are a growing number of...

The Efficient Home Office

Many of the sales managers and reps I advise have commented that working from home during this pandemic has made them more efficient. This has come as a pleasant surprise to companies that...
Make Price Increases More Palatable

Make Price Increases More Palatable

Price increase alert The Producer Price Index (PPI) climbed 10% in 12 months through February 2022. In line with economists' expectations, the...

Mentor your Business Forward

Mentor your Business Forward

A mentor’s objective is to identify your needs and expectations and offer creative solutions that move your business forward.  In today’s...

Always Service First

Always Service First

Focus on improvement There is no question that in the last three years a lot has changed for sales professionals. Yet one important thing has not....

The Wolf at Your Door

The Wolf at Your Door

Artificial Intelligence Artificial Intelligence (AI) is the wolf at the distributor’s door. It enables alternative channels to directly compete with...

Lean on your Strengths

Lean on your Strengths

My past experience includes growing a distributor business from $10M to $65M.  My current focus now is on advising small and mid-sized...

Outside Sales Is Switching Positions

Outside Sales Is Switching Positions

I was fortunate to be part of the glory days of an outside distributor sales team. We built strong customer relationships. Using our technical...

The New Just In Time Strategy

The New Just In Time Strategy

The pandemic accelerated the digital transformation of business. We all remember how long it took for some to accept automated attendants, email,...

Selling in a seller-free marketplace

Selling in a seller-free marketplace

Seller-free sales The transformation to the digital marketplace for sales channels happened gradually — and then suddenly. The global pandemic...

The Makings of an Effective Leader

The Makings of an Effective Leader

When I consult with the next generation of business owners and key executives, I am frequently asked what makes an effective leader. This is an...

Boosting Inside Sales

Boosting Inside Sales

Tapping inside potential Digitalization, combined with a worldwide pandemic, has caused significant disruption in distribution sales, especially...

Hold Them Accountable

Hold Them Accountable

A commitment to resolution The owner of a distribution business complained that his staff was not following through on commitment deadlines. I had...

The Balanced Sales Team

The Balanced Sales Team

The changing sales landscape In my 50 years of distribution sales and sales management, I have worked with all types of sales reps. By nature, I am...

Accountability: Steps to Success

Accountability: Steps to Success

Problems and Solutions We all need to take steps to accountability. Throughout my career in executive leadership, I have had relationships with...

Becoming a Go-Giver

Becoming a Go-Giver

One of the benefits of retiring from the corporate executive world is that I now have more time to read, write, teach, and give keynote speeches. I...

How Enterprise Selling Works

How Enterprise Selling Works

Enterprise Selling occurs when you demonstrate where customer needs meet your company’s innovative capabilities. According to Mark Dancer, “B2B...

Creating New Opportunities

Creating New Opportunities

A distributor asked for advice on creating new opportunities for his company. It was experiencing sales erosion to alternative channels. While sales...

Adjusting to change

Adjusting to change

Information technology is at the root of so many alterations in the way we do business, both internally and externally. We all need to learn, and...

Engage in Your Mission

Engage in Your Mission

A focused mission yields results. The most effective leaders of the 20th century all had a razor sharp focus on a cause. Fully engaging in a mission...