Blogs from Art Waskey

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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 34 years was an early adopter of digital technology. We used Salesforce, which in the mid-2000s was somewhat clunky and...

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 enhance your revenue stream. More efficient sales processes Here are two examples of how AI is making the sales process...

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 information on existing customers, and AI can crunch that data for you. According to a McKinsey report, 80 percent of the value...

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Employee Turnover, a Continuing Concern

As I consult with distributors around the country, I hear a lot of discussion and concern about employee turnover. One executive noted that she felt like she was experiencing the Great Resignation...

The Tale of Three Brothers who Pursued their Passions

The challenge Life offers us ideas and opportunities in random ways which makes the ability to follow our passions challenging. Acting on them, however, is key to success and happiness. Here is the...

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 gratitude, and, we all want to feel appreciated.  When...
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...

Turning Problems into Opportunities

Turning Problems into Opportunities

A change in mindset How many times have your problems kept you awake at night? Worrying about issues saps your energy and brings on insomnia. This...

Maximizing Talents Maximizes Success

Maximizing Talents Maximizes Success

As managers, we are successful when those who are in charge make the most of their talents. Identifying each individual's talents and aligning them...

The Talent Match

The Talent Match

A poor fit As managers, we are responsible for helping those we oversee succeed in jobs that match their talents. Sometimes we find we are dealing...

Spend Time with the Right People

Spend Time with the Right People

As a Sales Manager, I learned the importance of spending time with the right people. While it is logical to focus attention on reps who may be...

The three most common uses of AI

The three most common uses of AI

One of AI's greatest advantages is its ability to significantly reduce the time required for routine processes. By automating tasks such as order...

Togetherness Breeds Success

Togetherness Breeds Success

Togetherness breeds success. In their book, Who Not How, Dan Sullivan and Benjamin Hardy discuss how to use teamwork to your advantage. They...

“Whos” Help Leaders Lead

“Whos” Help Leaders Lead

Leadership involves the ability to communicate a vision that is both compelling and clear. In their book, Who Not How, Dan Sullivan and Benjamin...