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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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...

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...

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 “retirement” age, I decided to leave my job of 34 years....
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...

Relationships Matter

Relationships Matter

I was concerned that my salesperson wasn’t fully committed to building relationships of trust with his customers before trying to sell them our...

Securing Lasting, Up-Front Commitments

Securing Lasting, Up-Front Commitments

Presenting your solution to a customer’s problem before securing their commitment can have negative consequences. Be sure you don’t become the...

The Firm Up-Front Agreement

The Firm Up-Front Agreement

Are you often excited to make a sales call because you know you have a product or service that your prospective customer desperately needs? ...

5 Reasons Contracts Work

5 Reasons Contracts Work

I remember when your word was your bond and was all that was needed to form an agreement. In the last 20 years, however, verbal contracts have all...

The New Face-to-Face

The New Face-to-Face

When I retired in November of 2018, I knew I wanted to continue to chase my other passions: writing, public speaking, and consulting. When I...

3 Reasons to “Just Do It!”

3 Reasons to “Just Do It!”

Our company has a great motto: “Do what you say you are going to do, how you say you are going to do it, when you say you are going to do it, no...

Turning a Bid into Business

Turning a Bid into Business

I was traveling with one of our sales representatives when he informed me that we needed to stop at an account and pick up their annual bid request....

4 Lessons from a Mattress Salesman

4 Lessons from a Mattress Salesman

My wife had recently noted that our bed was beginning to have two distinct sags, and so on my lunch break I stopped in a mattress store.  A...

What’s Your Perspective?

What’s Your Perspective?

How important is perspective to your success in sales? Consider this. A shoe salesman finds himself on a remote island among a tribe of people who...

Getting the Call Back

Getting the Call Back

You try and try to get a potential client you know needs you to call back, or email, or whatever. Check out this story and couple tips to convert...

The New Face-to-Face Call

The New Face-to-Face Call

Is virtual sales the future? The most outgoing professionals in business, salespeople, are now required to stay home due to pandemic quarantines. As...

Knowing What your Customer Means

Knowing What your Customer Means

Understanding your customer’s goals is critical to success in sales. If you don't know what the customers goals or needs are, you may be left...

The Time for Prospecting

The Time for Prospecting

Making prospective calls is always an important part of a sales reps’ agenda, but sometimes prospecting doesn't take as high of a priority as it...

Price Versus Value

Price Versus Value

Have you found yourself frustrated by customers who seem to be shopping for the lowest price?  Does the term “bottom feeder” sometimes feel...