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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The Efficient Home Office

Many of the sales managers and reps I advise have commented that working from home during this pandemic has made them more efficient. This has come as a pleasant surprise to companies that...

In the People Business

A year of living behind closed doors and in front of computers has left many wondering if the art of selling has been redrawn. Of necessity, we have adapted to ordering products and services online....

The Talent Match

A poor fit As managers, we are responsible for helping those we oversee succeed in jobs that match their talents. Sometimes we find we are dealing with a good person who is a poor fit for the...
Hold Them Accountable

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 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

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

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

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

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...

Adjusting to change

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

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...

Sales Strategies for the Digital Age

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...

Know Your Customer

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

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

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

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

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

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

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

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...

3 Tips for Proactive Selling

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

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...