Blogs from Art Waskey

Most Recent

Key benefits of AI calendar planning

Artificial intelligence is revolutionizing time management, and AI planners are leading this transformation. Moreover, these intelligent systems go beyond traditional scheduling methods by learning your patterns, predicting your needs, and optimizing your time for...

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 the next generation of outside sales reps (OSR). I will be focusing on managing by using effective monthly one-on-one...

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 and 44% of final purchasing decision-makers. Mark Broham reports in Digital Commerce 360: “The B2B commerce landscape...

Subscribe

* indicates required
Subscribe me to:

Featured

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 interaction, your colleagues and customers will feel...

Justify Your Price

Remind Customers of Your Value As Benjamin Franklin said, “The bitterness of poor quality remains long after the sweetness of low price is forgotten.” In today’s world of competitive alternative...

Picking the Right Team and Planning the Right Strategy

I work with small and medium business owners (SMBs) in the distribution sector and find they struggle with implementing meaningful strategic plans. As we know, corporate strategy starts at the top....
Integrity, Intensity, Intelligence

Integrity, Intensity, Intelligence

Generating insights As I age, I find myself taking more time with a friend or colleague over a cup of coffee. Gone are the “all business” meetings...

Managing Your Contact List

Managing Your Contact List

Your Contact List is your lifeline. Managing it well is essential to your success. Let’s look at the skills required for an effective automated...

Use Available Digital Capabilities

Use Available Digital Capabilities

Many purchasing decision makers are now digital natives and that number continues to grow. This makes the excellence of your digital capabilities...

Customer personalization

Customer personalization

Independent distributors succeed based on the added value they bring to the customer relationship. In 2024, strengthening customer personalization...

Adopting AI in Marketing

Adopting AI in Marketing

The traditional marketing landscape is changing rapidly as Artificial Intelligence (AI) tools are introduced. AI is disrupting the usual sales...

Adaptability

Adaptability

Looking Back As I start the New Year, I like to make observations about the previous year. Looking back, 2023 was a year replete with some big...

AI and Cost Containments

AI and Cost Containments

One of the greatest advantages of deploying Artificial Intelligence (AI) applications is the effective cost containments they yield. AI can help...

Consider Implementing AI

Consider Implementing AI

Artificial Intelligence (AI) applications offer exciting possibilities for transforming how business is done. Its applications are complex and very...

AI and Marketing Productivity

AI and Marketing Productivity

Coming to your market Artificial Intelligence (AI) applications are rapidly infiltrating market spaces. McKinsey has declared that “AI is poised to...

Managing Change and Building Trust

Managing Change and Building Trust

Be a differentiator The distribution business is built on managing change, building trust, strong relationships, and the ability to find solutions...

Strengthen Your Sales Position

Strengthen Your Sales Position

Digital tools have altered the customer experience. For example, product research, once the realm of the sales rep, is now done routinely by the...

Build Online Confidence

Build Online Confidence

Changing Customer Relationships I consult primarily with distributors with revenues of $10 million and below. This group's success stems from...

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...