Blogs from Art Waskey

Most Recent

Managing Your Contact List

Your Contact List is your lifeline. Managing it well is essential to your success. Let’s look at the skills required for an effective automated phone number and address system. Sharing updates Whether you operate in Microsoft Outlook, Google Contacts, or Apple Address...

Use Available Digital Capabilities

Many purchasing decision makers are now digital natives and that number continues to grow. This makes the excellence of your digital capabilities critical to sales success in 2024. Here are some key technologies that your team needs to operate effectively in the...

Customer personalization

Independent distributors succeed based on the added value they bring to the customer relationship. In 2024, strengthening customer personalization will be critical to your success. Here are three key areas to focus on. Vendor Managed Inventory — According to a report...

Subscribe

* indicates required
Subscribe me to:

Featured

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...

Managing Change and Building Trust

Be a differentiator The distribution business is built on managing change, building trust, strong relationships, and the ability to find solutions tailored to customers’ needs. The digital...

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...
Adopting AI in Marketing

Adopting AI in Marketing

The traditional marketing landscape is changing rapidly as Artificial Intelligence (AI) tools are introduced. AI is disrupting the usual sales...

Adaptability

Adaptability

Looking Back As I start the New Year, I like to make observations about the previous year. Looking back, 2023 was a year replete with some big...

AI and Cost Containments

AI and Cost Containments

One of the greatest advantages of deploying Artificial Intelligence (AI) applications is the effective cost containments they yield. AI can help...

Consider Implementing AI

Consider Implementing AI

Artificial Intelligence (AI) applications offer exciting possibilities for transforming how business is done. Its applications are complex and very...

AI and Marketing Productivity

AI and Marketing Productivity

Coming to your market Artificial Intelligence (AI) applications are rapidly infiltrating market spaces. McKinsey has declared that “AI is poised to...

Managing Change and Building Trust

Managing Change and Building Trust

Be a differentiator The distribution business is built on managing change, building trust, strong relationships, and the ability to find solutions...

Strengthen Your Sales Position

Strengthen Your Sales Position

Digital tools have altered the customer experience. For example, product research, once the realm of the sales rep, is now done routinely by the...

Build Online Confidence

Build Online Confidence

Changing Customer Relationships I consult primarily with distributors with revenues of $10 million and below. This group's success stems from...

Taking Control of the Mind

Taking Control of the Mind

Our mind can be likened to an iceberg. The tip of the iceberg represents the relatively small part of our brain which is our conscious mind. This...

Organizational Tools

Organizational Tools

Why organize? What is it that makes being organized a functional way to succeed? To begin, it is important to realize that with every business...

Passionate About Success

Passionate About Success

There are many elements that go into achieving success in a competitive sales environment. I have found that passion is one of the most critical. A...

Managing Stress

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...

Managing Your Projects

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...

Technology and Personalization

Technology and Personalization

As digital transformation reshapes the sales process, it is crucial to establish a good balance between technology and personalization. Also, the...

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 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...