Blogs from Art Waskey

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Balancing Life Decisions

Early in my career, I worked for an international distribution company with a steep corporate ladder to climb. As a sales manager, I oversaw a quarter of the country — from Colorado to Florida. This required a lot of travel. I met weekly with 8 different reps at...

How to Improve Strategic Projections

Like so many areas of business, the art of strategic planning has been greatly altered by the introduction of new technology. Software applications and Artificial Intelligence (AI) have greatly improved our ability to project and make a strategic plan. Three questions...

How To Sharpen Your Forecasting Skills

Traditional forecasting When I retired from a very successful distribution company in 2018, we were creating our strategic plan using the most current and sophisticated methods available. Sales forecasting is achieved by analyzing previous sales cycles and following...

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Combine Relationship Selling with Technology

Selling in the Digital World A lot has changed in the world of selling in the past decade, including the role of the salesperson. The pandemic and digitalization have put a damper on many of the...

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 their pricing policies. The owner of a successful...

Trust in Customer Relationships

Selling involves the transfer of trust, and a successful sales cycle revolves around establishing trust in customer relationships. The manner in which we develop those strong relationships evolves...
Why Sales Teams Need Technology

Why Sales Teams Need Technology

In today’s digital marketplace, it is important to recognize that your sales team needs the right tools in order to successfully compete. Enterprise...

How to Motivate with Positive Feedback

How to Motivate with Positive Feedback

One of the best ways a company can improve sales is by providing its sales reps with consistent positive feedback. Being appreciated for a job well...

4 Ways To Set Sales Goals

4 Ways To Set Sales Goals

A sales leader knows how to set effective goals in specific areas and recognizes that par levels are different for each individual. To boost your...

CRM — The Game Changer

CRM — The Game Changer

I am becoming increasingly aware of the importance of using digital tools, especially in the context of sales. The distributorship I was part of for...

A New Day in Sales with AI

A New Day in Sales with AI

It's a new day in sales Artificial Intelligence tools are transforming processes. By analyzing data and automating processes, AI can significantly...

Strengthening your Core with AI

Strengthening your Core with AI

Focus on your core business Artificial Intelligence (AI) tools are particularly effective for your core business. Companies have a lot of...

Improving Traditional Sales Processes

Improving Traditional Sales Processes

Traditional sales techniques can be improved with the assistance of Artificial Intelligence (AI). According to a recent article in Forbes (“Why...

Keep Your Business on Track

Keep Your Business on Track

Keeping your business on track with good people management As an executive sales manager, I found that many work-related problems I encountered did...

Automate to Stay Competitive

Automate to Stay Competitive

With the latest technology, you can streamline operations, improve customer service, and stay competitive in today’s market. Using automation tools...

Branching Out?

Branching Out?

Business expansion should always be a topic for discussion. Branching out can be an excellent way to grow, but it represents a significant...

Is It Time to Expand Your Business?

Is It Time to Expand Your Business?

Central to any good business plan is the possibility of expanding. I am working with a distributor who asked me to advise him on adding a new branch...

Ease, Efficiency, and AI

Ease, Efficiency, and AI

Ease, Efficiency, and AI It’s hard to underestimate the power of AI. It is adding another layer of sophistication to the digitally transformed...

AI is here — get on board!

AI is here — get on board!

The word is out – or I should say, its initials are — AI. AI is dominating discussions in distribution, from webcasts to conferences. It's reshaping...

Follow your Passions to Success

Follow your Passions to Success

When you can follow your passions, success is never far behind. Yet acting on your passions is often a bit of a balancing act as life offers us...

Personalization in the Digital Era

Personalization in the Digital Era

Personalization Personalization is important to successful sales and customer service. Today, technology is rapidly transforming how personalization...