Blogs from Art Waskey
Most Recent
Featured
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
Technology has changed the dynamics of pricing strategy. With digitalization, information is now readily available to measure customer performance....
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
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 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
Happy employees create happy customers. Don’t let employee complaints reach your customers’ ears. Optimize employee performance by providing your...
Adjusting to Changes in the Digital Era
In the Digital Era Traditional relationship skills as well as AI technology are necessary for successful selling in the digital age. The ability to...
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...
Signature Strength: When Challenge and Skill Merge
Core Strength A highly successful independent technical specialist recently contacted me for help. His dilemma — he was bored and this left him...
Combine Relationship Selling with Technology
Selling in the Digital World A lot has changed in the world of selling in the past decade, including the role of the salesperson. The pandemic and...
Strategic Communication
Implementation Forming and implementing an effective strategic plan is challenging. It takes building a good leadership team and developing a...
Picking the Right Team and Planning the Right Strategy
I work with small and medium business owners (SMBs) in the distribution sector and find they struggle with implementing meaningful strategic plans....
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
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
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
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
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
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
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
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
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...
The Digital Generation of Buyers
Digital natives The pandemic impacted the role of the outside sales rep (See adjusting-to-changes-in-sales-process-relationships) but what about the...
Building a Successful Team for the Digital Age
Changing Sales Dynamics In the book, Thriving on Chaos, Tom Peters states: “If you’re not confused, you’re not paying attention". As a result of...
The 5-Generation Legacy Rule
In Baltimore City, Maryland, my father owned two 20-foot refrigerated displays in a store that sold meat. His five children learned how to develop a...