Blogs from Art Waskey
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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...
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
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
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
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
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
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...
Who Is Really Making The Big Decision?
A sales rep came to me excited but concerned about a potentially large sale. He relayed: “I have a new account that has a perfect application...
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
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...
Build a Better Deal Through Relationships
I was working with a rep in a new market, one that we had been developing for only a couple of years. A customer that we had picked up early...