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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Build a Customer Success Team

The customer experience The digital transformation has radically changed the Customer Experience. To stay competitive the independent distributor must find new ways to reduce operating costs,...

Integrity, Intensity, Intelligence

Generating insights As I age, I find myself taking more time with a friend or colleague over a cup of coffee. Gone are the “all business” meetings which allowed little time for reflection,...

Use Available Digital Capabilities

Many purchasing decision makers are now digital natives and that number continues to grow. This makes the excellence of your digital capabilities critical to sales success in 2024. Here are some key...
Building a Business Relationship

Building a Business Relationship

Stalled conversations One of my reps was finding it difficult to engage his prospects and build the relationship.  Seeking my counsel he explained,...

4 Elements to Overcoming Inexperience

4 Elements to Overcoming Inexperience

The seasoned salesperson knows where he/she is going and how to get there. It’s typical, however, to those new to the profession to feel insecure....

Building Self-confidence

Building Self-confidence

Self-esteem can be a bit of a misnomer as it often does not come entirely from within. The process of building self-confidence requires the support...

The Efficient Home Office

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...

Shifting Sales and Service Channels

Shifting Sales and Service Channels

Stay Flexible with your Service Channels I recently went to the hardware store to purchase some plumbing supplies for a home project. I was delayed...

Treat Them All the Same

Treat Them All the Same

Now that I am no longer a Vice President at a well-established welding and gas distributor, I find it interesting to note how some people treat me...

Selling to a Unique Interest

Selling to a Unique Interest

Selling is about developing trust that evolves into long-term personal relationships.  I find it most difficult to get past the initial...

It All Starts Inside You

It All Starts Inside You

Stay Positive and Busy I recently received a call from a successful and highly skilled sales executive. I had watched him grow his base of quality...

4 Tips for Speaking Like a Pro

4 Tips for Speaking Like a Pro

I received an email from an engineer inquiring about my seminar, “Speaking with Confidence.” He told me he had to give a five-minute presentation to...

Relationships Matter

Relationships Matter

I was concerned that my salesperson wasn’t fully committed to building relationships of trust with his customers before trying to sell them our...

Securing Lasting, Up-Front Commitments

Securing Lasting, Up-Front Commitments

Presenting your solution to a customer’s problem before securing their commitment can have negative consequences. Be sure you don’t become the...

The Firm Up-Front Agreement

The Firm Up-Front Agreement

Are you often excited to make a sales call because you know you have a product or service that your prospective customer desperately needs? ...

5 Reasons Contracts Work

5 Reasons Contracts Work

I remember when your word was your bond and was all that was needed to form an agreement. In the last 20 years, however, verbal contracts have all...

The New Face-to-Face

The New Face-to-Face

When I retired in November of 2018, I knew I wanted to continue to chase my other passions: writing, public speaking, and consulting. When I...

3 Reasons to “Just Do It!”

3 Reasons to “Just Do It!”

Our company has a great motto: “Do what you say you are going to do, how you say you are going to do it, when you say you are going to do it, no...

Turning a Bid into Business

Turning a Bid into Business

I was traveling with one of our sales representatives when he informed me that we needed to stop at an account and pick up their annual bid request....

4 Lessons from a Mattress Salesman

4 Lessons from a Mattress Salesman

My wife had recently noted that our bed was beginning to have two distinct sags, and so on my lunch break I stopped in a mattress store.  A...

What’s Your Perspective?

What’s Your Perspective?

How important is perspective to your success in sales? Consider this. A shoe salesman finds himself on a remote island among a tribe of people who...