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
It was great for me since I know that I am not a natural salesperson, but I wanted to learn how to do it...Very effective learning tools.
Alion Science & Technology
A great sales seminar. Most useful to me was learning all ten sales skills, especially how to be the perfect listener and how to close. Great sales process and methodology
Adam Capes, President, G2G Connection
A really excellent sales seminar! MUCH better than any other that I have attended. The examples used during the day were very helpful in relating to the material. We need to implement a formal sales process like the one taught so that we can quickly increase sales.
Kendell Malenchok, CSR
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