Blogs from Art Waskey

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Ease, Efficiency, and AI

Ease, Efficiency, and AI It’s hard to underestimate the power of AI. It is adding another layer of sophistication to the digitally transformed world. By enabling businesses to analyze data quickly, AI allows companies to offer their products and services more easily...

AI is here — get on board!

The word is out – or I should say, its initials are — AI. AI is dominating discussions in distribution, from webcasts to conferences. It's reshaping your industry—time to embrace it and stay ahead. Digitize as fast as you can. The benefits of AI Here are some of the...

The Tale of Three Brothers who Pursued their Passions

The challenge Life offers us ideas and opportunities in random ways which makes the ability to follow our passions challenging. Acting on them, however, is key to success and happiness. Here is the tale of three brothers who all set out in one direction, but followed...

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Featured

5 Tried and True Tips to Get A Contract Signed

We all know the value of a good contract, one that holds a customer to a solid, long-term business commitment. Getting a contract signed is therefore an important part of sales rep’s job. Five Tips...

The Importance of Data Management in AI

Data is the basis of Artificial Intelligence (AI) and drives its application. Additionally, it's accuracy impacts the tool’s effectiveness, making the need for good data management imperative. To...

Justify Your Price

Remind Customers of Your Value As Benjamin Franklin said, “The bitterness of poor quality remains long after the sweetness of low price is forgotten.” In today’s world of competitive alternative...
Build Customer Loyalty

Build Customer Loyalty

Building customer loyalty in a business environment typified by rapid digital transformation and virtual online alternatives is challenging. Sales...

Pricing— A Core Competency

Pricing— A Core Competency

As customers, we look for vendors who provide stable and fair pricing.  As sales reps, we know that pricing products consistently creates better...

Pricing Solutions for Disruptive Times

Pricing Solutions for Disruptive Times

There is no stopping the impact of economic disruptors on your business. Consequently, supply chains may become tangled, inflation can flare up, and...

Pricing Dynamics for Today

Pricing Dynamics for Today

With digitization has come rapid change in how we view and analyze pricing decisions. It is no longer viable to price on a set-it and forget-it...

Pricing — A Data-Driven Process

Pricing — A Data-Driven Process

Technology has changed the dynamics of pricing strategy. With digitalization, information is now readily available to measure customer performance....

Provide Expertise

Provide Expertise

Trusted Advisors We are all aware of how challenging the rapid pace of sales is in today’s digitized market. Also, changing customer expectations...

Your Technology IQ

Your Technology IQ

Digitization Digitization is the name of the game in today’s fast-paced world of sales. Technology options can seem overwhelming but to be...

The Satisfied Customer

The Satisfied Customer

The best measure of performance is a satisfied customer. Today’s digital business practices enable swifter transactions. However, they can be a...

A Happy Customer Base

A Happy Customer Base

Happy employees create happy customers. Don’t let employee complaints reach your customers’ ears. Optimize employee performance by providing your...

Goals and Motivation

Goals and Motivation

Motivation and Restraint John Grisham is one of my favorite writers. I only read his books on vacations because once started, I can’t stop. As a...

Strategic Communication

Strategic Communication

Implementation Forming and implementing an effective strategic plan is challenging. It takes building a good leadership team and developing a...

Promote Functional Leadership

Promote Functional Leadership

Leadership doesn’t just happen. To be functional it has to be promoted. Recently, in a Distributor Strategy Group webcast, Eric Chernik, CEO, of...

Know Your Stakeholders

Know Your Stakeholders

A Needle in a Haystack Today, finding the right product can feel like searching for a needle in a haystack. In your B2B business, how do you help...

Sell with Trust and Value

Sell with Trust and Value

Pitching your Products Today’s market is flooded with an array of goods and services. As a B2B seller, this makes pitching your products more...

Value your Employees

Value your Employees

Workers in the US labor market are on the move. A shortage of talent combined with greatly expanded job options has led to rapid employee turnover....

Perceived Value

Perceived Value

Personalize the Sale I have an older car which I use for fun when family comes to visit. As it gets only occasional use, the battery often needs...

Working on Retention

Working on Retention

Job-Hopping on the Rise Today's labor market is marked by a shortage of talent and many new job options. These factors enable younger employees to...

Maximizing Price Increase Attainment

Maximizing Price Increase Attainment

Pricing strategy One of the top distribution subjects in the last two years has been pricing strategy. In 2021 and through the first half of 2022,...

Adding Value with ERP

Adding Value with ERP

The ERP solution I consult with a supplier who offers a single, basic product. Nevertheless, while reviewing his strategic projects, I suggested he...

From Best Practices to Next Practices

From Best Practices to Next Practices

Changes and Challenges As 2022 comes to a close, it’s time to formulate a plan for 2023. I find that webcasts are a great way to acquire relevant...