Blogs from Art Waskey

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Strategic Communication

Implementation Forming and implementing an effective strategic plan is challenging. It takes building a good leadership team and developing a well-thought-out plan. However, the implementation of the plan is especially crucial. If your employees don’t understand and...

Picking the Right Team and Planning the Right Strategy

I work with small and medium business owners (SMBs) in the distribution sector and find they struggle with implementing meaningful strategic plans. As we know, corporate strategy starts at the top. Yet those at the top are often unsure which project should come next....

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 Building Controls & Solutions (BSC) provided excellent insight into defining functional leadership (700% Growth in 3...

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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 customers find and choose your products? The best...

The Digital Differentiator

Key Differentiator Many B2B purchases are made before a consumer even contacts a vendor. According to data from SiriusDecisions, 67% of the purchasing process is completed digitally. In spite of...

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 adapted to ordering products and services online....
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...

Maximizing Price Increase Attainment

Maximizing Price Increase Attainment

Pricing strategy One of the top distribution subjects in the last two years has been pricing strategy. In 2021 and through the first half of 2022,...

Adding Value with ERP

Adding Value with ERP

The ERP solution I consult with a supplier who offers a single, basic product. Nevertheless, while reviewing his strategic projects, I suggested he...

From Best Practices to Next Practices

From Best Practices to Next Practices

Changes and Challenges As 2022 comes to a close, it’s time to formulate a plan for 2023. I find that webcasts are a great way to acquire relevant...

The Digital Generation of Buyers

The Digital Generation of Buyers

Digital natives The pandemic impacted the role of the outside sales rep (See adjusting-to-changes-in-sales-process-relationships) but what about the...

The 5-Generation Legacy Rule

The 5-Generation Legacy Rule

In Baltimore City, Maryland, my father owned two 20-foot refrigerated displays in a store that sold meat. His five children learned how to develop a...

Customer Outcomes

Customer Outcomes

B2B buyers are doing a lot of purchasing online these days — about $1.6 trillion annually according to projections by Digital Commerce 360. Are...

Workforce Ecosystems

Workforce Ecosystems

My son-in-law works in the motion picture industry. The film projects he works on were staffed with people from multiple companies as well as...

The Added-Value Differentiator

The Added-Value Differentiator

Electric Vehicles (EVS) are coming. I have two Gen X children who are now working professionals and both drive Chevrolet Bolt EVs. In a recent...

Sales: The Psychodynamics of Success

Sales: The Psychodynamics of Success

A sales manager recently described his travel day with a rep who needed to close more business. They called on six prospective accounts and the...

The High-Value Customer

The High-Value Customer

How to Measure Success While VP of Sales, I oversaw a hospital account that was among our leading 10 customers. Their purchases topped the charts....

What Should I Do With My Business Now?

What Should I Do With My Business Now?

Get Organized Twenty years ago, as the VP of Sales for industrial gas and welding supply company, I started writing a monthly column, “The Art of...

The Distributor Differentiation

The Distributor Differentiation

A lot to Consider As an independent regional distributor, you need to take a close look at where to invest your digital dollars. In a recent MDM...

The Digital Differentiator

The Digital Differentiator

Key Differentiator Many B2B purchases are made before a consumer even contacts a vendor. According to data from SiriusDecisions, 67% of the...

Justify Your Price

Justify Your Price

Remind Customers of Your Value As Benjamin Franklin said, “The bitterness of poor quality remains long after the sweetness of low price is...

From Purchasing to Procurement

From Purchasing to Procurement

Technical Abilities A young woman came into a distributor’s store to buy a robot to automate her company’s business. The counterperson referred her...

Focus on Profit Segmentation

Focus on Profit Segmentation

One of the most challenging responsibilities of a sales manager is bridging the gap on account profitability between sales reps and the executive...

Mentor (ing) for Success

Mentor (ing) for Success

Proverbs 11:14 says “Where there is no guidance the people fall, but in the abundance of counselors there is victory.”   I find these words...