Blogs from Art Waskey

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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 people who were critical of the company that employed us. These were generally successful, mid-level managers. I would...

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 was a stereotypic go-getter — in at 6:45 AM and at work until I got it done. While I always believed in working with...

How Enterprise Selling Works

Enterprise Selling occurs when you demonstrate where customer needs meet your company’s innovative capabilities. According to Mark Dancer, “B2B companies should work more closely with partners not to specify how they work, but to understand how they work. By comparing...

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Featured

The Transition to “Commercial Insight” Selling

Know your customer So much has changed with the pandemic, including in sales. Commercial Insight Selling is on the rise! What do I mean by that? Read on... As we edge our way back into a...

Sales Strategies for the Digital Age

Develop commercial insight In their seminal 2011 work, The Challenger, Taking Control of the Customer Conversation, Matthew Dixon and Brent Adamson set the stage for the sales strategies needed in...

Finding Your Way and Making Goals

I consult with executives of all ages who are having trouble finding their way and making goals. Being uncertain as to where your career is headed is akin to climbing into your car with no...
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...

Sales Strategies for the Digital Age

Sales Strategies for the Digital Age

Develop commercial insight In their seminal 2011 work, The Challenger, Taking Control of the Customer Conversation, Matthew Dixon and Brent Adamson...

Know Your Customer

Know Your Customer

Make personal connections To remain competitive in a world with lots of alternative purchasing channels, you need to know your customer. I advise...

Personal Service is a Plus

Personal Service is a Plus

Is anyone listening? As automation replaces people in customer service positions, the sense that no one is really listening grows. This makes...

A Balanced Sales Approach

A Balanced Sales Approach

Feeling Appreciated It is easy to slip into the Best Supporting Rep role. Filling an urgent client request or fixing a problem begets customer...

3 Tips for Business Growth

3 Tips for Business Growth

I enjoyed 47 wonderful years in a career as a sales executive and leader, seeing tremendous business growth during that time. When I reached...

Handling Success Wisely

Handling Success Wisely

Being in a leadership position is an honor we work toward, but once there, you may find yourself unsure of how you go about handling success. Have...

Freedom to Believe in Yourself

Freedom to Believe in Yourself

Napoleon Hill posited, “Whatever the mind of man can conceive and believe, it can achieve.” Hill is an example of someone who found his...

Keys for an Organized Executive

Keys for an Organized Executive

The disciplines of an organized executive Self-confidence Sales and leadership is more about a person’s self-confidence than the amount of product...

Reading as a Resource

Reading as a Resource

I have a client who is concerned about her intellectual growth. She asked how I came up with so many ideas for my weekly sales tips. I shared with...

3 Tips for Proactive Selling

3 Tips for Proactive Selling

We’re back meeting with customers face-to-face. Yet in this “post pandemic era,” it feels like the way we do business will never be the same. Sales...

Finding Your Way and Making Goals

Finding Your Way and Making Goals

I consult with executives of all ages who are having trouble finding their way and making goals. Being uncertain as to where your career is headed...

Grow Your Contact Base

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...

Best Pricing Strategies

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...

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...