Blogs from Art Waskey

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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...

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 Sales Reps Spend So Little Time Selling by Ken Krogue, Forbes), conventional reps spend 35% of their time selling and 65% on...

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Perceived Value

Personalize the Sale I have an older car which I use for fun when family comes to visit. As it gets only occasional use, the battery often needs charging. I went online to shop for a charger and...

Pricing Solutions for Disruptive Times

There is no stopping the impact of economic disruptors on your business. Consequently, supply chains may become tangled, inflation can flare up, and pandemics may emerge. Furthermore, these events,...

The Digital Generation of Buyers

Digital natives The pandemic impacted the role of the outside sales rep (See adjusting-to-changes-in-sales-process-relationships) but what about the make-up of their target audience —the B2B...
Taking Control of the Mind

Taking Control of the Mind

Our mind can be likened to an iceberg. The tip of the iceberg represents the relatively small part of our brain which is our conscious mind. This...

Organizational Tools

Organizational Tools

Why organize? What is it that makes being organized a functional way to succeed? To begin, it is important to realize that with every business...

Passionate About Success

Passionate About Success

There are many elements that go into achieving success in a competitive sales environment. I have found that passion is one of the most critical. A...

Managing Stress

Managing Stress

Stress at Work When stress overcomes you, it can hinder your ability to move forward. I have often been so stressed by noon that I wasn’t hungry for...

Managing Your Projects

Managing Your Projects

The Problem As a consultant to small- and medium-sized distributors, I often focus on project management. I generally begin an assignment with the...

Technology and Personalization

Technology and Personalization

As digital transformation reshapes the sales process, it is crucial to establish a good balance between technology and personalization. Also, the...

Taking Action With AI

Taking Action With AI

Professional sales reps need to pay attention to what is new, particularly as it relates to Artificial Intelligence (AI) and enterprise selling. It...

Finding Opportunity in Change

Finding Opportunity in Change

We need to look for the opportunities often hidden within disruption. As author Barbara Kingsolver, says, "The changes we dread most may contain our...

A Strong Cultural Foundation

A Strong Cultural Foundation

Cultural Fragility Each business has a unique culture and it can be fragile. Changes within and outside your organization can threaten the culture...

Build Customer Loyalty

Build Customer Loyalty

Building customer loyalty in a business environment typified by rapid digital transformation and virtual online alternatives is challenging. Sales...

Pricing— A Core Competency

Pricing— A Core Competency

As customers, we look for vendors who provide stable and fair pricing.  As sales reps, we know that pricing products consistently creates better...

Pricing Solutions for Disruptive Times

Pricing Solutions for Disruptive Times

There is no stopping the impact of economic disruptors on your business. Consequently, supply chains may become tangled, inflation can flare up, and...

Pricing Dynamics for Today

Pricing Dynamics for Today

With digitization has come rapid change in how we view and analyze pricing decisions. It is no longer viable to price on a set-it and forget-it...

Pricing — A Data-Driven Process

Pricing — A Data-Driven Process

Technology has changed the dynamics of pricing strategy. With digitalization, information is now readily available to measure customer performance....

Provide Expertise

Provide Expertise

Trusted Advisors We are all aware of how challenging the rapid pace of sales is in today’s digitized market. Also, changing customer expectations...

Your Technology IQ

Your Technology IQ

Digitization Digitization is the name of the game in today’s fast-paced world of sales. Technology options can seem overwhelming but to be...

The Satisfied Customer

The Satisfied Customer

The best measure of performance is a satisfied customer. Today’s digital business practices enable swifter transactions. However, they can be a...

A Happy Customer Base

A Happy Customer Base

Happy employees create happy customers. Don’t let employee complaints reach your customers’ ears. Optimize employee performance by providing your...

Goals and Motivation

Goals and Motivation

Motivation and Restraint John Grisham is one of my favorite writers. I only read his books on vacations because once started, I can’t stop. As a...

Strategic Communication

Strategic Communication

Implementation Forming and implementing an effective strategic plan is challenging. It takes building a good leadership team and developing a...