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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A Happy Customer Base

Happy employees create happy customers. Don’t let employee complaints reach your customers’ ears. Optimize employee performance by providing your team with the best resources. The Right Technology...

Technology and Personalization

As digital transformation reshapes the sales process, it is crucial to establish a good balance between technology and personalization. Also, the speed at which new technology is being introduced...

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 customer retention. Certainly, today’s economic...
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...

Turning a Bid into Business

Turning a Bid into Business

I was traveling with one of our sales representatives when he informed me that we needed to stop at an account and pick up their annual bid request....

4 Lessons from a Mattress Salesman

4 Lessons from a Mattress Salesman

My wife had recently noted that our bed was beginning to have two distinct sags, and so on my lunch break I stopped in a mattress store.  A...

What’s Your Perspective?

What’s Your Perspective?

How important is perspective to your success in sales? Consider this. A shoe salesman finds himself on a remote island among a tribe of people who...

Getting the Call Back

Getting the Call Back

You try and try to get a potential client you know needs you to call back, or email, or whatever. Check out this story and couple tips to convert...

The New Face-to-Face Call

The New Face-to-Face Call

Is virtual sales the future? The most outgoing professionals in business, salespeople, are now required to stay home due to pandemic quarantines. As...

Knowing What your Customer Means

Knowing What your Customer Means

Understanding your customer’s goals is critical to success in sales. If you don't know what the customers goals or needs are, you may be left...

The Time for Prospecting

The Time for Prospecting

Making prospective calls is always an important part of a sales reps’ agenda, but sometimes prospecting doesn't take as high of a priority as it...

Price Versus Value

Price Versus Value

Have you found yourself frustrated by customers who seem to be shopping for the lowest price?  Does the term “bottom feeder” sometimes feel...

Time to think SMART

Time to think SMART

One of my best salespersons recently approached me in frustration, saying, “I’m spending too much effort on things that don’t really matter and not...

Look, Listen, Learn, and Ask for Help

Look, Listen, Learn, and Ask for Help

A sales rep new to our company attended an intensive training program given by one of our primary vendors. He was very excited about what he had...

Social Selling Anyone?

Social Selling Anyone?

I was recently reminded of social media’s critical importance to marketing when asked by Vicara Books, the publisher of my latest book, how many...

Why the Confusion?

Why the Confusion?

Are customers missing your message? Here are four potential reasons why. Learn these and become better equipped to make that sale!

Curb Your Enthusiasm

Curb Your Enthusiasm

When a potential customer isn’t truly excited about the product you offer, perhaps they don’t realize their need and how your product will help them. What do you do?