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)
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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
Fantastic seminar! Everyone is very pumped up!! It gave my salesmen a structure in which to become super salesmen. The sales aptitude assessment (CPQ) gives me identifiers on how to coach each individual. Sales are up 30% in the three months after the seminar
Carole Cooke, CEO
All of my people have previously taken this training with GLOWING reviews and immediate notable improvement in their sale results. Based on their learnings at your training seminar, I got the premium level on LinkedIn myself and closed two sales in the first week ($59,000 and $18,000). They insisted that I attend your training and I am very glad that I did! Most useful to me was understanding the ten skills for sales success and the need for each one of them
Ian Admiraal, President, Swan Rentals
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