by Art Waskey | Apr 29, 2026 | Art of Sales Weekly, Featured
Functional Imagery Training
Recent studies have shown that picturing our goals can help us find success. For example, I read about how a woman, who was a non-runner, trained for an ultramarathon. She participated in a study that examined how specific motivational techniques could help. By vividly imagining the moment of crossing the finish line — the roar of the crowd, the feeling of joy and accomplishment, and more — she completed her goal. Also, this technique, of imagining success, is called Functional Imagery Training (FIT). It is a science-based behavioral intervention that uses multisensory mental imagery to strengthen motivation, support goal achievement, and sustain long-term behavior change.
Practice functional imagery
Although I haven’t participated in FIT, this behavioral technique resonated with me because I have practiced mental imagery throughout my life.
- In my 40s, I observed gifted professional speakers and began to picture myself standing before large audiences. That vision led me to join Toastmasters International. After 8 years and 65 club speeches, I earned the title of Distinguished Toastmaster. Today, I am active as a business consultant and am a national speaker on the topic of sales leadership.
- In my 50s, I visualized myself writing a column for an international trade magazine. I have been writing and publishing articles and books on sales leadership for over 25 years.
- In my 60s, I earned a Master of Ministry degree and now serve as a premarital counselor at my church. I had the pleasure of officiating 10 weddings last year alone.
Start by picturing your goals
Are you ready to achieve more? As I have learned, and as FIT demonstrates, it starts with visualization — dare to dream of what you can become. The article I wrote Goals with a Purpose, will tell you about how workshops are a great way to get started. They have helped many of my clients succeed on every level.
A Challenge for You
I wake up every day, fueled by faith and passion, visualizing a more abundant life—and I know I’m not done yet. Lastly, my challenge to you is this: stop waiting for the right moment, the right age, or the perfect circumstances to pursue your goals. Instead, choose one dream, visualize it with all your heart, and take one step toward it today. You are destined for more, and it all begins the moment you dare to envision it.
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by Art Waskey | Apr 21, 2026 | Art of Sales Weekly, Featured
The value of journaling
In a seminar I teach, The 4 Disciplines of an Organized Executive, I advocate the use of journaling for improved, timely, meaningful communications. As we move rapidly into the new world of AI, the value of this process becomes even more important. By listing in a journal requests by names or topics, completed tasks, and unfinished business, you save valuable time. Through my seminar, I have been able to prove to executives the power of freeing their minds for more productive work and scheduling by journaling.
Move to a tablet
Traditionally, I have used a paper journal. Using an AI agent (agentic) enables you to move to a new level of journaling, but it requires the use of a digital device. Also, I am in the process of moving away from my tried-and-true paper and pencil and learning how to journal on a tablet.
The benefits of journaling on a tablet
By collecting your journaling data on a tablet, an agentic can accomplish the following:
- Enhance self-reflection – AI uses advanced algorithms that help you gain deeper insights into your thoughts and emotions.
- Personalized prompting – An agentic can tailor correspondence to individual circumstances and prompts you to do so. Tablet journaling has given me the advantage of being able to personalize my responses to customer requests.
- Emotional tracking – AI journaling tools help individuals gain a clearer understanding of themselves. You have the capability to monitor your stress and anxiety. This helps you identify triggers, patterns of behavior, and the root causes of problems.
- Increased consistency in journaling – With the support of AI, users are more likely to constantly improve their journaling habit as it makes the process so much easier. This is especially true as the technology continues to advance.
- Use of multi-media – With AI, I can include images and video segments to support my data collection.
- Better daily preparation – Your agentic can debrief you on past activity and prepare you for the next day’s activity. It does this by looking at your calendar and suggesting changes in priorities.
- Advanced data storage – By using a tablet, your data is saved online and available from multiple devices, ensuring your thoughts are always accessible.
The transformation
AI opens up a whole new world of journaling. It represents a transformation in business operations that I could never have imagined. Also, not only does AI enhance your traditional journaling experience, but it also supports mental awareness and personal development by providing insightful analysis of business activities. Lastly, as AI technology advances, the potential for personal growth through AI-driven journaling will only continue to expand. Get out that tablet and get to work!
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by Art Waskey | Apr 15, 2026 | Art of Sales Weekly, Featured
Impact Filter
In their book, Who Not How, authors Dan Sullivan and Dr. Benjamin Hardy discuss the best ways to maximize the effectiveness of selective attention and bring your genius to life. Sullivan created a tool called “Impact Filter” that helps to define what the successful completion of a project looks like. Impact Filter helps you identify the kind of insights that are intuitive to geniuses, like Bill Gates and Steve Jobs. Use the impact filter tool to zero in on the insights important to your project and make them common practices.
Questions to consider
Here is a list of Impact Filter questions Sullivan suggests you consider when bringing your purpose to fruition.
- Definition: What is the project?
- Purpose: What do you want to accomplish?
- Importance: What’s the biggest difference this project will make?
- Ideal Outcome: What does the completed project look like?
- Best Result: If you take action, what happens?
- Worst Results: If you don’t take action, what happens?
- Success Criteria: What has to be true when this project is finished?
Define your objective
Sullivan advocates, “Only when your goal is clearly defined and persuasively expressed can you start getting the support you need to achieve your goals.”
I have been working with a gentleman who is a pioneer in the use of cryogenic gases in unique environments. He has brought his vision to fruition through the use of selective attention and the Impact Filter tool. We began by putting his initial ideas in writing, then brainstorming these thoughts and recording results. This process culminated in his designs for pioneering labs that produce finished cannabinoid products. He developed the cryogenic equipment to implement the procedures and build the labs. Today, his company does lab installations across the United States and beyond.
Bring genius to life
When you have clearly defined your objective, use Sullivan’s Impact Filter tool to maximize your ability to bring your genius to life.
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by Art Waskey | Apr 8, 2026 | Art of Sales Weekly, Featured
I have the privilege of working with a visionary pioneer who has a passion for using cryogenic gases in unique environments. He focuses on the latest technological advancements in cryogenic equipment. This selective attention has enabled him to be a forerunner in the introduction of CryoSpas, where cryotherapy is used as a medical treatment by exposing the body to cryogenic gas. I watched him work with the first CryoSpas in our state of Colorado. His ideas also involve using carbon dioxide for the rapid growth of cannabis and ways to extract helpful medicinal cannabinoids (CBD oils). Today, he is a leader in the field of cannabis laboratory installations and has business across the US and beyond.
The power of selective attention
A lot of people are passionate about what they do, but not all become leading authorities in their field. What sets individuals, like the young man above, or people like Bill Gates and Steve Jobs, apart? Psychologists suggest that these people all have selective attention — the ability to filter distractions and focus deeply on a single pursuit.
The sieve
Today’s digital communication affords us an endless flow of information. While this data exposure can enhance our knowledge of the market and is thought-provoking, it can be overwhelming. We need a sieve to process all this rapid-fire information coming at us. Successful people use selective attention to sift through the data and tune out matters they don’t need. They concentrate on the elements important to their project. This gives them the ability to define what they want and create very clear criteria for success.
Visualize and communicate
Selective attention enables you to both visualize and communicate your purpose. Lastly, be a leader in your field. Use selective attention to filter distractions and focus deeply on your single pursuit.
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by Art Waskey | Mar 26, 2026 | Art of Sales Weekly, Featured
The business-to-business sales landscape has undergone a seismic shift. According to a recent report by Stonehouse Comms, LinkedIn data reveals that 45% of B2B decisions now close within 14 days or less, up from 38% in the second quarter. After five decades in sales, I never anticipated such dramatic acceleration in transaction cycles. This isn’t merely a trend. Therefore, it’s a fundamental transformation in how business buyers operate. Today, it is important that as salespersons we meet digital-first B2B buyers where they are.
The compression of the sales cycle becomes even more striking when you consider buyer behavior. Research from Gartner indicates that B2B buyers spend only 17% of their purchasing time meeting with potential suppliers. Additionally, when comparing multiple vendors, any single sales representative may receive just 5-6% of the buyer’s attention. Modern buyers conduct extensive independent research before engaging salespeople. This fundamentally alters traditional sales dynamics.
The new B2B buyer profile
Millennial and Gen Z professionals now dominate purchasing committees. They bring with them dramatically different expectations. These digital natives have typically researched solutions exhaustively before making contact. Also, according to research by McKinsey, 70-80% of B2B decision-makers prefer remote human interactions or digital self-service over face-to-face meetings (These eight charts show how COVID-19 has changed B2B sales forever, 2021). They expect seamless digital experiences mirroring their consumer habits. This includes mobile-optimized content, instant information access, and frictionless transactions.
Moreover, sales teams must abandon the traditional approach of controlling information flow. Today, they need to provide comprehensive digital resources. Video demonstrations and interactive tools enable buyers to self-educate on their timeline.
Meeting the buyer where they are
Generic sales approaches no longer work with digital-first B2B buyers. Salespeople must leverage technology to anticipate pain points before customers articulate them. Research from Salesforce indicates that 84% of customers say being treated like a person, not a number, is very important to winning their business.
True personalization extends beyond inserting names into email templates. It requires a deep understanding of the customer’s industry. As a result, it requires knowing their competitive landscape, operational challenges, and strategic objectives. Sales professionals demonstrating this insight position themselves as trusted advisors rather than transactional vendors. Lastly, this creates meaningful differentiation in crowded markets.
Sales teams must abandon the traditional approach of controlling information flow. Today, they need to provide comprehensive digital resources, video demonstrations, and interactive tools enabling buyers to self-educate on their timeline.
Meeting the buyer where they are
Generic sales approaches no longer work with digital-first B2B buyers. Salespeople must leverage technology to anticipate pain points before customers articulate them. Research from Salesforce indicates that 84% of customers say being treated like a person, not a number, is very important to winning their business.
In conclusion, true personalization extends beyond inserting names into email templates. It requires a deep understanding of the customer’s industry. It requires knowing their competitive landscape, operational challenges, and strategic objectives. Sales professionals demonstrating this insight position themselves as trusted advisors rather than transactional vendors. This creates meaningful differentiation in crowded markets.
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by Art Waskey | Mar 12, 2026 | Art of Sales Weekly, Featured
Customer value and time transformation
As a seasoned sales professional, I am amazed by AI’s impact on transforming time into customer value. What takes a salesperson 3-5 days to accomplish with traditional sales-cycle methods can now be completed in 15 minutes with AI. This is also illustrated in the chart above.
Traditional Customer Management: The 3-5 Day Cycle
Let’s break down the time required to complete a single sales call cycle for a top account using traditional methods.
- Call report creation – Conventional call reporting generally takes 30 minutes or more per account each month. After a day of multiple calls, the reports are complete. With this time lag, the information recorded tends to be incomplete and lacking valuable data. Furthermore, salespeople often do not transfer the report information to their company’s ERP system. Without that data in your ERP, you cannot properly analyze it to meet your clients’ needs and wants.
- Quote preparation – Searching for the right product at the right price to prepare a quote typically takes 2-4 hours per major opportunity.
- Customer follow-up – Delaying follow-up after a call usually adds 1–2 days of back-and-forth communication before the next meeting can be scheduled.
- Appointment scheduling – Most reps have only 1-2 weeks of appointments planned, as scheduling is time-intensive. Also, using traditional methods, a rep can spend 2-3 days per month arranging appointments. Streamlining sales rep calendar management is important.
By these measures, the traditional sales call process for a salesperson’s top accounts requires 3-5 days of activity per account cycle. No wonder it is so difficult to find time to prospect new opportunities.
AI-Enabled Customer Management: The 15-Minute Cycle
AI enables you to follow up immediately after a sales call. The rep speaks to their AI agent, recording call purpose, results, and next steps along with quote requirements. Moreover, the AI agent responds to the rep with a prepared email to the customer, including a quote at the correct price and a confirmation of the next appointment. The integration of data collection within the supplier’s ERP/CRM system enhances the ability to strategize effectively for the future.
A Complete Reimaging
In my 50+ years of sales leadership development, I’ve never witnessed a transformation as significant as AI-enabled sales tools. They compress what traditionally took 3-5 days per month of administrative work per top account into just 15 minutes of strategic activity. Lastly, this isn’t just efficiency—it’s a complete reimagining of how salespeople allocate their time between servicing existing accounts and prospecting new opportunities.
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