Blogs from Art Waskey

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Why Sales Teams Need Technology

In today’s digital marketplace, it is important to recognize that your sales team needs the right tools in order to successfully compete. Enterprise technology — the deployment of hardware, software, and other digital tools — is a powerful motivation for the new...

How to Motivate with Positive Feedback

One of the best ways a company can improve sales is by providing its sales reps with consistent positive feedback. Being appreciated for a job well done is a great motivator. Motivating methods Monthly reviews are a great opportunity to recognize each team member’s...

4 Ways To Set Sales Goals

A sales leader knows how to set effective goals in specific areas and recognizes that par levels are different for each individual. To boost your company’s sales success, be sure you are setting appropriate goals. A daily call report Fundamental to all sales systems...

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Featured

Beating the Alternatives with Digital Capabilities

Successful salespeople are constantly looking for ways to thrive in a marketplace loaded with alternative business channels. They ask, "How do I maintain or regain a sales standard at a time...

The Makings of an Effective Leader

When I consult with the next generation of business owners and key executives, I am frequently asked what makes an effective leader. This is an important question. As John Maxwell notes in The 21...

Adaptability

Looking Back As I start the New Year, I like to make observations about the previous year. Looking back, 2023 was a year replete with some big challenges for business. Stubborn inflation affected...
Gearing up to Hire

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...

Recap, Review, Realign

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...

How to gain customer commitment

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

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...