Blogs from Art Waskey
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Grow Your Contact Base
While the best networking result remains a referral from an existing client, the paths to that outcome have changed radically. To light up your...
Best Pricing Strategies
The pandemic has disrupted supply chains, resulting in shortages of goods and rapidly escalating material costs. Many suppliers have had to adjust...
A Great Mentor
Ambitious people are always looking for someone who can make them even better. Behind many successful people in history is a great mentor, a trusted...
Guided by Success
A mentor can be a valuable guide to a successful career. The relationship is a personal one. To be effective, you need to choose a mentor carefully....
Differentiate Yourself
The sales rep felt dejected. He had demonstrated to a client the cost savings offered by changing to a new process. When he followed up on his...
Making it a Habit
Finding the sweet spot During my long career in sales and executive leadership, many have approached me with concerns over their career path. They...
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...
Keeping Sales Consistency
The goal Satisfying customers is the goal right? Do so by keeping sales consistency! You can classify salespeople into two general groups: hunters...
Meeting Customer Needs
Selling is about helping others and meeting customer needs. A good sales person needs to be many things, including focused, organized, and...
Guarding the Buyer’s Best Interest
My sales career has been in an industry that provides essential products. Sometimes those products can be in short supply, which makes customers...
Assurances Needed for Business Commitment
You are feeling comfortable with your prospect. During your recent 20 minute conversation, you’ve asked good questions and now know 5 important...
Developing Strategic Partnerships
I recently interviewed a man who had been the VP of Sales for a national manufacturer. The company he represented sold through a network of...
Ready to Pivot to Online Meetings ?
Were you able to pivot to online meetings when the pandemic closed traditional sales channels? The owner of a high performance car engine...
Winning New Business
Unseating the Competition Customers get comfortable with their existing suppliers and this makes it difficult to unseat the competition and win new...
What’s in Your Funnel?
The tactical presentation Selling involves strategy and the driver of any good tactical plan is a robust sales funnel. For a sales presentation to...
The Importance of Aspirations and Finding Talent
Finding Talent I remember a young man I met 30 years ago. This man had aspirations that I could have easily dismissed, given his background....
What’s Your Sales Strategy?
Selling Involves Strategy Like a good game of chess, selling involves strategy and paying careful attention to all the moving pieces. I worked...
Solving a Sales Dilemma
A client came to me for advice on a sales dilemma. One of his customers was expanding his business and needed to purchase a couple of hundred...
Job Guidance
Daunted By New Responsibilities Are you in a new leadership position and feeling the need for some job guidance? As a master coach, I recently...
Gearing up to Hire
There is bright news on the horizon and companies find themselves gearing up to hire additional staff. As the vaccines for COVID-19 are approved and...
Creating New and Better Opportunities
Over 11 million Americans are currently unemployed according to bls.gov, which means many people are struggling to find ways to create new...
Recap, Review, Realign
To effectively plan for the New Year of business, it is important to recap your transactions in 2020, review their effectiveness, and realign your...
Getting to the Next Level in Career Advancement
One question I am frequently asked by young professionals is how to make their hours of hard work count toward career advancement? Many feel they...
How to gain customer commitment
A rep came to me with the news that he was finally making headway with a prospect, but had trouble with them making the commitment. His new contact...