Blogs from Art Waskey
Most Recent
Featured
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
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
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
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
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
Building customer loyalty in a business environment typified by rapid digital transformation and virtual online alternatives is challenging. Sales...
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
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
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
Technology has changed the dynamics of pricing strategy. With digitalization, information is now readily available to measure customer performance....
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
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 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
Happy employees create happy customers. Don’t let employee complaints reach your customers’ ears. Optimize employee performance by providing your...
Adjusting to Changes in the Digital Era
In the Digital Era Traditional relationship skills as well as AI technology are necessary for successful selling in the digital age. The ability to...
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...
Signature Strength: When Challenge and Skill Merge
Core Strength A highly successful independent technical specialist recently contacted me for help. His dilemma — he was bored and this left him...
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...
Strategic Communication
Implementation Forming and implementing an effective strategic plan is challenging. It takes building a good leadership team and developing a...
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....
Promote Functional Leadership
Leadership doesn’t just happen. To be functional it has to be promoted. Recently, in a Distributor Strategy Group webcast, Eric Chernik, CEO, of...
Know Your Stakeholders
A Needle in a Haystack Today, finding the right product can feel like searching for a needle in a haystack. In your B2B business, how do you help...
Sell with Trust and Value
Pitching your Products Today’s market is flooded with an array of goods and services. As a B2B seller, this makes pitching your products more...
Value your Employees
Workers in the US labor market are on the move. A shortage of talent combined with greatly expanded job options has led to rapid employee turnover....