Situation: The client is a F500 Defense contractor, specializing in aircraft, Naval ships and information technology. Sales are mainly in the USA or through the U.S. government to NATO countries.
Challenge: Our client’s growth rate followed the increase in defense spending over the past 20 years. With rapid decreases in defense spending over the past 5 years, sales have decreased. The company needed to arrest the sales decline, get into adjacent markets and train their account managers how to “sell”
Growth Strategy: We devised special sales training program for selling to the government. We rolled this training out to many locations across the country. Most of the attendees had taken the CPQ/sales aptitude assessment and had a high aptitude for “hunter” sales.
Result: The company has arrested the sales decline, is now on a growth strategy and is opening up adjacent markets.
"Sales cycle times decrease from 15 months to 6 months"
Situation: Our client is a F500 defense contractor specializing in submarines, tanks, space and surveillance systems and intelligence services.
Challenge: With sequestration, the Nation’s defense budget has been decreasing rapidly. The portion of the company providing intelligence services needed business development training to reverse the decline in sales.
Business Development Strategy: Our sales consulting service devised a growth strategy for the company. It needed to be totally customized because of the classified nature of the intelligence services. We provided the sales aptitude assessment to all attendees and provided the BD training.
Result: The services division is now managing sales with much shorter sales cycle times. (15 to 6 months)
John Asher's impact as a trainer and a keynote speaker
Watch ASHER Trainer, Kyla O’Connell, help new salespeople feel like experts!
Watch ASHER Trainer, Steve Johnson, capture audiences with his amazing background and stories that cement new information and techniques!
Hear first-hand from clients on ASHER's training and business impacts
This seminar gave me some great tools to use to improve our sales. Learning to be a better listener will be great. Also, understanding different personality styles and learning how to stretch my personality when needed will provide for better results. Our inside sales folks would benefit from this training.
Richard Adams, VP Sales
A terrific sales seminar. I have been in the field for over 30 years and have never attended a better seminar. Up to date and relevant for today’s new selling paradigm.
Richard Lenahan, President, Praxis
Your sales training was a very valuable experience for me. I learned a lot. I enjoyed it, had fun, and came away with a lot to work on. Thanks to you and to your support team for your outstanding effort.
Senior Geologist, Golder
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