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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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...

Personalize the Selling Process

Digitization is altering the way people sell. Sales professionals must now look at how to personalize their processes. A great way to do this is through Enterprise Selling. Outside Sales The outside...

Organize Solutions to Meet Personnel Needs

Personnel issues, if left unaddressed, can create chaos and derail business operations. Remember, when working with others, there are no absolutes. You need to organize principles and solutions to...
Focus on Profit Segmentation

Focus on Profit Segmentation

One of the most challenging responsibilities of a sales manager is bridging the gap on account profitability between sales reps and the executive...

Mentor (ing) for Success

Mentor (ing) for Success

Proverbs 11:14 says “Where there is no guidance the people fall, but in the abundance of counselors there is victory.”   I find these words...

Leading with Added-Value

Leading with Added-Value

The term added value has been a significant part of sales strategy discussions in the last several years. In the digital age, its importance...

Ask Why They Are Leaving

Ask Why They Are Leaving

A sales manager responded to a recent article I wrote which examined the importance of finding out why a customer was unresponsive. He noted that...

Personalize the Selling Process

Personalize the Selling Process

Digitization is altering the way people sell. Sales professionals must now look at how to personalize their processes. A great way to do this is...

Distributor Sales: Best Strategies

Distributor Sales: Best Strategies

The Advent of Distribution Networks As we know it today, distribution sales began in the United States in the late 19th and early 20th centuries....

Grow With Digitalization

Grow With Digitalization

A punch-card solution I have seen how digitalization has transformed society through my long and fulfilling career. I still have my first calling...

Winning Through Relationships

Winning Through Relationships

Focus on core strength Independent distributors have been introducing Enterprise Resource Planning (ERP) platforms to their businesses over time....

Make Price Increases More Palatable

Make Price Increases More Palatable

Price increase alert The Producer Price Index (PPI) climbed 10% in 12 months through February 2022. In line with economists' expectations, the...

Mentor your Business Forward

Mentor your Business Forward

A mentor’s objective is to identify your needs and expectations and offer creative solutions that move your business forward.  In today’s...

Always Service First

Always Service First

Focus on improvement There is no question that in the last three years a lot has changed for sales professionals. Yet one important thing has not....

The Wolf at Your Door

The Wolf at Your Door

Artificial Intelligence Artificial Intelligence (AI) is the wolf at the distributor’s door. It enables alternative channels to directly compete with...

Lean on your Strengths

Lean on your Strengths

My past experience includes growing a distributor business from $10M to $65M.  My current focus now is on advising small and mid-sized...

Outside Sales Is Switching Positions

Outside Sales Is Switching Positions

I was fortunate to be part of the glory days of an outside distributor sales team. We built strong customer relationships. Using our technical...

The New Just In Time Strategy

The New Just In Time Strategy

The pandemic accelerated the digital transformation of business. We all remember how long it took for some to accept automated attendants, email,...

Selling in a seller-free marketplace

Selling in a seller-free marketplace

Seller-free sales The transformation to the digital marketplace for sales channels happened gradually — and then suddenly. The global pandemic...

The Makings of an Effective Leader

The Makings of an Effective Leader

When I consult with the next generation of business owners and key executives, I am frequently asked what makes an effective leader. This is an...

Boosting Inside Sales

Boosting Inside Sales

Tapping inside potential Digitalization, combined with a worldwide pandemic, has caused significant disruption in distribution sales, especially...