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
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Hear first-hand from clients on ASHER's training and business impacts
Awesome content and delivery! Listening skills, the use of LinkedIn, the importance of the CPQ and focusing on customers were key learning points.
Randy Brake, Sales Manager, Polaris Automation
Very informative and enjoyable! The material will be very useful. The instructor did a great job describing each sales skill and illustrating them using real life examples.
Patrick Flemming, Sales
The best seminar of any type that I have ever attended. This seminar summarized the major important points from numerous sales methodologies and gave very specific action items to effect positive change. All of our people need it.
Armando Moncada, CEO, PCG Molecular
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