Blogs from Art Waskey
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Hold Them Accountable
A commitment to resolution The owner of a distribution business complained that his staff was not following through on commitment deadlines. I had...
The Balanced Sales Team
The changing sales landscape In my 50 years of distribution sales and sales management, I have worked with all types of sales reps. By nature, I am...
Accountability: Steps to Success
Problems and Solutions We all need to take steps to accountability. Throughout my career in executive leadership, I have had relationships with...
Becoming a Go-Giver
One of the benefits of retiring from the corporate executive world is that I now have more time to read, write, teach, and give keynote speeches. I...
How Enterprise Selling Works
Enterprise Selling occurs when you demonstrate where customer needs meet your company’s innovative capabilities. According to Mark Dancer, “B2B...
Creating New Opportunities
A distributor asked for advice on creating new opportunities for his company. It was experiencing sales erosion to alternative channels. While sales...
Enterprise Selling, A New Sales Process
A brief history of sales Sales techniques have always adjusted to economic and business trends. For example, the industrial revolution made products...
Adjusting to change
Information technology is at the root of so many alterations in the way we do business, both internally and externally. We all need to learn, and...
Engage in Your Mission
A focused mission yields results. The most effective leaders of the 20th century all had a razor sharp focus on a cause. Fully engaging in a mission...
The Transition to “Commercial Insight” Selling
Know your customer So much has changed with the pandemic, including in sales. Commercial Insight Selling is on the rise! What do I mean by that?...
Sales Strategies for the Digital Age
Develop commercial insight In their seminal 2011 work, The Challenger, Taking Control of the Customer Conversation, Matthew Dixon and Brent Adamson...
Adapting to Change in a Distribution Model
Declining revenues force change The world is rapidly changing and we must adapt to change in order to compete. One example of this is how the...
Know Your Customer
Make personal connections To remain competitive in a world with lots of alternative purchasing channels, you need to know your customer. I advise...
Personal Service is a Plus
Is anyone listening? As automation replaces people in customer service positions, the sense that no one is really listening grows. This makes...
A Balanced Sales Approach
Feeling Appreciated It is easy to slip into the Best Supporting Rep role. Filling an urgent client request or fixing a problem begets customer...
3 Tips for Business Growth
I enjoyed 47 wonderful years in a career as a sales executive and leader, seeing tremendous business growth during that time. When I reached...
Handling Success Wisely
Being in a leadership position is an honor we work toward, but once there, you may find yourself unsure of how you go about handling success. Have...
Freedom to Believe in Yourself
Napoleon Hill posited, “Whatever the mind of man can conceive and believe, it can achieve.” Hill is an example of someone who found his...
Keys for an Organized Executive
The disciplines of an organized executive Self-confidence Sales and leadership is more about a person’s self-confidence than the amount of product...
Reading as a Resource
I have a client who is concerned about her intellectual growth. She asked how I came up with so many ideas for my weekly sales tips. I shared with...
Are Customers Getting the Right Price
Getting the Price Right The pandemic has disrupted supply chains, resulting in shortages of goods and rapidly escalating material costs....
3 Tips for Proactive Selling
We’re back meeting with customers face-to-face. Yet in this “post pandemic era,” it feels like the way we do business will never be the same. Sales...
Finding Your Way and Making Goals
I consult with executives of all ages who are having trouble finding their way and making goals. Being uncertain as to where your career is headed...
Take the Stress Out of Success with Organizational Skills
How can organizational skills help you be less stressed? Many bright, young, high achieving men and women come to me with this problem – how to...