Blogs from Art Waskey
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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...
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...
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
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
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
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
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
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
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
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...
Are Customers Getting the Right Price
Getting the Price Right The pandemic has disrupted supply chains, resulting in shortages of goods and rapidly escalating material costs....
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
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...
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...
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
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
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
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
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...
Making it a Habit
Finding the sweet spot During my long career in sales and executive leadership, many have approached me with concerns over their career path. They...
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...
Keeping Sales Consistency
The goal Satisfying customers is the goal right? Do so by keeping sales consistency! You can classify salespeople into two general groups: hunters...
Meeting Customer Needs
Selling is about helping others and meeting customer needs. A good sales person needs to be many things, including focused, organized, and...
Guarding the Buyer’s Best Interest
My sales career has been in an industry that provides essential products. Sometimes those products can be in short supply, which makes customers...