Blogs from Art Waskey

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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 is essential to success. Consider how these individuals approached their goals: John F. Kennedy, Nelson Mandela, Mao...

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 post-pandemic world, we find that customers’ buying habits have changed. The...

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 the digital age. They focus on developing commercial insight as a way...

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Featured

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...

The Efficient Home Office

Many of the sales managers and reps I advise have commented that working from home during this pandemic has made them more efficient. This has come as a pleasant surprise to companies that...

Adapting to Change in a Distribution Model

Declining revenues force change The world is rapidly changing and we must adapt to change in order to compete. One example of this is how the Distributor Strategy Group reported on February 23,...
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....

Building Self-confidence

Building Self-confidence

Self-esteem can be a bit of a misnomer as it often does not come entirely from within. The process of building self-confidence requires the support...

The Efficient Home Office

The Efficient Home Office

Many of the sales managers and reps I advise have commented that working from home during this pandemic has made them more efficient. This has come...

Shifting Sales and Service Channels

Shifting Sales and Service Channels

Stay Flexible with your Service Channels I recently went to the hardware store to purchase some plumbing supplies for a home project. I was delayed...

Treat Them All the Same

Treat Them All the Same

Now that I am no longer a Vice President at a well-established welding and gas distributor, I find it interesting to note how some people treat me...

Selling to a Unique Interest

Selling to a Unique Interest

Selling is about developing trust that evolves into long-term personal relationships.  I find it most difficult to get past the initial...

It All Starts Inside You

It All Starts Inside You

Stay Positive and Busy I recently received a call from a successful and highly skilled sales executive. I had watched him grow his base of quality...

4 Tips for Speaking Like a Pro

4 Tips for Speaking Like a Pro

I received an email from an engineer inquiring about my seminar, “Speaking with Confidence.” He told me he had to give a five-minute presentation to...