Blogs from Art Waskey
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Picture Your Goals: The Power of Functional Imagery
Functional Imagery Training Recent studies have shown that picturing our goals can help us find success. For example, I read about how a woman, who...
A New Look at Journaling
The value of journaling In a seminar I teach, The 4 Disciplines of an Organized Executive, I advocate the use of journaling for improved, timely,...
Bring Genius to Life: The Impact Filter Tool
Impact Filter In their book, Who Not How, authors Dan Sullivan and Dr. Benjamin Hardy discuss the best ways to maximize the effectiveness of...
Lead with Selective Attention
I have the privilege of working with a visionary pioneer who has a passion for using cryogenic gases in unique environments. He focuses on the...
Meeting the Digital-First B2B Buyers Where They Are
The business-to-business sales landscape has undergone a seismic shift. According to a recent report by Stonehouse Comms, LinkedIn data reveals that...
AI That Transforms Time to Customer Value
Customer value and time transformation As a seasoned sales professional, I am amazed by AI's impact on transforming time into customer value. What...
AI Enablement and Workforce Security
AI enablement Why am I so adamant about distributors enabling AI without delay and with a sense of urgency? The answer is because AI is already...
The AI Gold Rush – Presenting Opportunities
The Early Movers AI never ceases to amaze me. I’ve just read another article about the rapid changes it's bringing. AI feels like a gold rush,...
Why Response Speed and AI Win Customers
In today's accelerated B2B environment, response speed has become a critical competitive differentiator. According to Harvard Business Review,...
Monthly Sales Assessment – the Foundation of Success
This article on Monthly Sales Assessment is the last in my series on the AI-Enabled Sales Process. The Monthly Sales Assessment is a joint...
Travel Days: Critical to Success
Throughout this AI-Enabled Sales Management series, we've examined AI tools that help maintain analytical focus on key performance indicators...
Defining Your Top 5 Prospects
In my career in sales management, I witnessed too many outside sales reps (OSR) get distracted and lose some top account opportunities. Today, AI...
Reflect and Direct: The Essential Monthly Sales Review
Throughout our AI-Enabled Sales Management series, we've explored AI directives for call reporting, calendar planning, prospecting, dashboarding,...
3 Steps to Avoid Customer Churn
We've all experienced the disappointment in learning that one of our Top Ten Accounts is switching to a competitor. There is a practical way to...
Reflect and Direct: The Essential Monthly Sales Review
Throughout our AI-Enabled Sales Management series, we've explored AI directives for call reporting, calendar planning, prospecting, dashboarding,...
Customer Insights: 360° Strategy Session
A Customer 360 Meeting is an annual event during which all points on the circle of your relationship with your customer are discussed. These...
Confirming Sales Results Using KPIs
Macro key performance indicators (KPIs) serve as the lifeblood of a growing, profitable business. In AI-Enabled Sales Management, the ultimate goal...
Performance Indicators That Drive Strategy
Before a manager and salesperson can create a strategic plan for the future, they must scrutinize past and present performance through Key...
Micro Metrics That Drive Sales Performance
While macro indicators shape overall sales impact, a select group of micro indicators truly drives measurable success. These key metrics are...
How Sales Dashboards Drive Performance
Modern sales dashboards A great deal has changed in the world of sales, but certain aspects remain critically important. For example, call...
Managing Sales Prospects Today
The importance of management Much has changed in the world of sales, but the importance of managing sales prospects remains high. An active...
Key benefits of AI calendar planning
Artificial intelligence is revolutionizing time management, and AI planners are leading this transformation. Moreover, these intelligent systems go...
AI Call Reporting and Sales Management
Managing your Reps — Setting Expectations and Providing Reviews This is the first in a series of articles I am writing on AI’s impact on managing...
What Buyers Expect Today
Do you know who your buyers are and what they expect? According to LinkedIn’s 2025 B2B Buyers Report , Millennials now make up 73% of all B2B buyers...