Blogs from Art Waskey

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Take the Stress Out of Success with Organizational Skills

How can organizational skills help you be less stressed? Many bright, young, high achieving men and women come to me with this problem – how to manage stress and anxiety. They all have too much to do and not enough time to do it, which breeds anxiety. This leads to...

Grow Your Contact Base

While the best networking result remains a referral from an existing client, the paths to that outcome have changed radically. To light up your contact base, you need to plug into new methods of soliciting business. The use of alternative wholesale channels, virtual...

Best Pricing Strategies

The pandemic has disrupted supply chains, resulting in shortages of goods and rapidly escalating material costs. Many suppliers have had to adjust their pricing policies. The owner of a successful distributorship recently sought my advice on how to deal with price...

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Best Pricing Strategies

The pandemic has disrupted supply chains, resulting in shortages of goods and rapidly escalating material costs. Many suppliers have had to adjust their pricing policies. The owner of a successful...

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...

Ready to Pivot to Online Meetings ?

Were you able to pivot to online meetings when the pandemic closed traditional sales channels? The owner of a high performance car engine manufacturing company told me that he just had his best...
A Great Mentor

A Great Mentor

Ambitious people are always looking for someone who can make them even better. Behind many successful people in history is a great mentor, a trusted...

Guided by Success

Guided by Success

A mentor can be a valuable guide to a successful career. The relationship is a personal one. To be effective, you need to choose a mentor carefully....

Differentiate Yourself

Differentiate Yourself

The sales rep felt dejected. He had demonstrated to a client the cost savings offered by changing to a new process. When he followed up on his...

Making it a Habit

Making it a Habit

Finding the sweet spot During my long career in sales and executive leadership, many have approached me with concerns over their career path. They...

In the People Business

In the People Business

A year of living behind closed doors and in front of computers has left many wondering if the art of selling has been redrawn. Of necessity, we have...

Keeping Sales Consistency

Keeping Sales Consistency

The goal Satisfying customers is the goal right? Do so by keeping sales consistency! You can classify salespeople into two general groups: hunters...

Meeting Customer Needs

Meeting Customer Needs

Selling is about helping others and meeting customer needs. A good sales person needs to be many things, including focused, organized, and...

Guarding the Buyer’s Best Interest

Guarding the Buyer’s Best Interest

My sales career has been in an industry that provides essential products. Sometimes those products can be in short supply, which makes customers...

Developing Strategic Partnerships

Developing Strategic Partnerships

I recently interviewed a man who had been the VP of Sales for a national manufacturer. The company he represented sold through a network of...

Ready to Pivot to Online Meetings ?

Ready to Pivot to Online Meetings ?

Were you able to pivot to online meetings when the pandemic closed traditional sales channels? The owner of a high performance car engine...

Winning New Business

Winning New Business

Unseating the Competition Customers get comfortable with their existing suppliers and this makes it difficult to unseat the competition and win new...

What’s in Your Funnel?

What’s in Your Funnel?

The tactical presentation Selling involves strategy and the driver of any good tactical plan is a robust sales funnel. For a sales presentation to...

What’s Your Sales Strategy?

What’s Your Sales Strategy?

Selling Involves Strategy Like a good game of chess, selling involves strategy and paying careful attention to all the moving pieces.  I worked...

Solving a Sales Dilemma

Solving a Sales Dilemma

A client came to me for advice on a sales dilemma. One of his customers was expanding his business and needed to purchase a couple of hundred...

Job Guidance

Job Guidance

Daunted By New Responsibilities Are you in a new leadership position and feeling the need for some job guidance? As a master coach, I recently...

Gearing up to Hire

Gearing up to Hire

There is bright news on the horizon and companies find themselves gearing up to hire additional staff. As the vaccines for COVID-19 are approved and...

Recap, Review, Realign

Recap, Review, Realign

To effectively plan for the New Year of business, it is important to recap your transactions in 2020, review their effectiveness, and realign your...

How to gain customer commitment

How to gain customer commitment

A rep came to me with the news that he was finally making headway with a prospect, but had trouble with them making the commitment. His new contact...

Building a Business Relationship

Building a Business Relationship

Stalled conversations One of my reps was finding it difficult to engage his prospects and build the relationship.  Seeking my counsel he explained,...

4 Elements to Overcoming Inexperience

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....