Blogs from Art Waskey

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Managing Stress

Stress at Work When stress overcomes you, it can hinder your ability to move forward. I have often been so stressed by noon that I wasn’t hungry for lunch at work. A splash of cold water at the sink was required to revive me. One time, when I was in my mid-forties, I...

Managing Your Projects

The Problem As a consultant to small- and medium-sized distributors, I often focus on project management. I generally begin an assignment with the question, “How are you progressing with your top projects?” Most respond that they have difficulty meeting deadlines and...

Technology and Personalization

As digital transformation reshapes the sales process, it is crucial to establish a good balance between technology and personalization. Also, the speed at which new technology is being introduced makes this challenging. Here are some actions that help ensure your...

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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...

4 Elements to Overcoming Inexperience

The seasoned salesperson knows where he/she is going and how to get there. It’s typical, however, to those new to the profession to feel insecure. In fact, it’s a good sign. Quoting Socrates, “The...

How to Attract and Retain Employees during a Labor Shortage

Looking for fulfillment With over 38 million people in the US leaving their jobs in 2021, the coronavirus pandemic has spawned what some are calling the Great Resignation. According to Business...
Taking Action With AI

Taking Action With AI

Professional sales reps need to pay attention to what is new, particularly as it relates to Artificial Intelligence (AI) and enterprise selling. It...

Finding Opportunity in Change

Finding Opportunity in Change

We need to look for the opportunities often hidden within disruption. As author Barbara Kingsolver, says, "The changes we dread most may contain our...

A Strong Cultural Foundation

A Strong Cultural Foundation

Cultural Fragility Each business has a unique culture and it can be fragile. Changes within and outside your organization can threaten the culture...

Build Customer Loyalty

Build Customer Loyalty

Building customer loyalty in a business environment typified by rapid digital transformation and virtual online alternatives is challenging. Sales...

Pricing— A Core Competency

Pricing— A Core Competency

As customers, we look for vendors who provide stable and fair pricing.  As sales reps, we know that pricing products consistently creates better...

Pricing Solutions for Disruptive Times

Pricing Solutions for Disruptive Times

There is no stopping the impact of economic disruptors on your business. Consequently, supply chains may become tangled, inflation can flare up, and...

Pricing Dynamics for Today

Pricing Dynamics for Today

With digitization has come rapid change in how we view and analyze pricing decisions. It is no longer viable to price on a set-it and forget-it...

Pricing — A Data-Driven Process

Pricing — A Data-Driven Process

Technology has changed the dynamics of pricing strategy. With digitalization, information is now readily available to measure customer performance....

Provide Expertise

Provide Expertise

Trusted Advisors We are all aware of how challenging the rapid pace of sales is in today’s digitized market. Also, changing customer expectations...

Your Technology IQ

Your Technology IQ

Digitization Digitization is the name of the game in today’s fast-paced world of sales. Technology options can seem overwhelming but to be...

The Satisfied Customer

The Satisfied Customer

The best measure of performance is a satisfied customer. Today’s digital business practices enable swifter transactions. However, they can be a...

A Happy Customer Base

A Happy Customer Base

Happy employees create happy customers. Don’t let employee complaints reach your customers’ ears. Optimize employee performance by providing your...

Goals and Motivation

Goals and Motivation

Motivation and Restraint John Grisham is one of my favorite writers. I only read his books on vacations because once started, I can’t stop. As a...

Strategic Communication

Strategic Communication

Implementation Forming and implementing an effective strategic plan is challenging. It takes building a good leadership team and developing a...

Promote Functional Leadership

Promote Functional Leadership

Leadership doesn’t just happen. To be functional it has to be promoted. Recently, in a Distributor Strategy Group webcast, Eric Chernik, CEO, of...

Know Your Stakeholders

Know Your Stakeholders

A Needle in a Haystack Today, finding the right product can feel like searching for a needle in a haystack. In your B2B business, how do you help...

Sell with Trust and Value

Sell with Trust and Value

Pitching your Products Today’s market is flooded with an array of goods and services. As a B2B seller, this makes pitching your products more...

Value your Employees

Value your Employees

Workers in the US labor market are on the move. A shortage of talent combined with greatly expanded job options has led to rapid employee turnover....

Perceived Value

Perceived Value

Personalize the Sale I have an older car which I use for fun when family comes to visit. As it gets only occasional use, the battery often needs...

Working on Retention

Working on Retention

Job-Hopping on the Rise Today's labor market is marked by a shortage of talent and many new job options. These factors enable younger employees to...