Chapter 5 – Sales Emotional Intelligence

February 14, 2020

EQ, or Emotional Intelligence, is a hot topic among sales leaders. Word has spread that when it comes to sales success, EQ trumps IQ. This makes the identification of those with natural EQ, and its development in those who lack it, important tasks to boost the effectiveness of any sales team. ... read more

Chapter 3: How Do They Work?

January 21, 2020

Pre-employment assessments vary in what they measure. Some are skills-based, such as those which require the test taker to complete job-related tasks. Others measure general problem-solving faculties, a perfect example being the good old-fashioned IQ test. And then there are aptitude tests which seek to predict suitability for certain jobs based on the personality or attitudes of the test taker.... read more

3 Reasons AI/Machine Learning Will Never Replace Salespeople

December 19, 2019

Austrian economist Joseph Schumpeter coined the term “creative destruction” in 1942 to describe how technological advances increase productivity in any endeavor but simultaneously destroy part of it as well. At its essence, it means we have to dismantle the current way of thinking and doing things in order to progress – and this means even entire professions could be wiped out in the process (horse and buggy drivers after the automobile, for instance). ... read more

Sell More by Becoming a Subject Matter Expert (SME)

December 18, 2019

Many buyers no longer seek as much education from company reps as they did before. They can execute much of their research and product discovery online well before talking to a salesperson. Because of the wealth of information available to prospects, salespeople have been pushed much further back in the buying process.... read more

Cold Calling versus Social Selling: Which one Wins?

December 10, 2019

For salespeople who enjoy and excel at cold calling, it’s a point of pride to be able to do so comfortably. So many people are turned off by it, yet “dialing for dollars” has been a mainstay of many sales organizations for decades. The ability to cold call is a skill many sales managers and executives still seek when hiring top salespeople as it connotes the image of a fearless go-getter. ... read more

4 Little-Known but Effective Mobile Apps to Increase Salesperson Productivity

November 26, 2019

What’s your relationship with your smartphone like? Are you, like many Americans, practically addicted to it? Or do you check it only a couple of times a day and have a bare minimum of apps installed? Whatever your current usage, your smartphone can turn into a sales productivity booster and sales training tool with the right apps and proper discipline. ... read more

Top 5 Soft Skills Needed by Today’s B2B Salesperson

November 13, 2019

Soft skills are nearly impossible to teach, but necessary for success in B2B sales. Unlike hard skills, such as writing a proposal or knowing what to say when faced with a certain objection, these are inherent. A person can easily improve them if they are part of his or her natural makeup “from the get-go.”... read more

How ready is your company for social selling?

November 6, 2019

One of the hottest topics in advanced sales training is social selling. Despite some of the flak social media has received in the news lately, B2B salespeople seeking an edge are increasingly using it to source business.... read more

How to Create a Fearless Sales Team

October 23, 2019

In order for a business to really thrive, it has to take some risks. New product launches, expansion to new territories, investments in infrastructure or new software – these are just some of the areas where things could go wrong but also pay off very handsomely. Fortune favors the bold, as the saying goes.... read more

Never Stop Recruiting – Why it pays stay in the hiring game

October 12, 2019

Hiring top salespeople is a close cousin to trying to close big sales – except the product is your company and the opportunities it provides to the “buyers” and their careers. In both cases, it is not smart to place all your hopes on one or two leads and devote everything you have to land them. Likewise, once a sale is closed or a recruit hired, you cannot just say “I’m done!” and ignore subsequent opportunities. ... read more

Key Ingredients for a Successful Sales Process – 10 Steps

September 30, 2019

A pre-employment aptitude assessment will help identify the best prospects for inside and outside sales positions. That is just the first step in building a winning sales team. In order to focus all that raw talent and capture significant market share, you need a clear and effective sales process for them to follow.
With a formal process in place, salespeople are 50 percent more likely to meet quota, and turnover is reduced by 39 percent, according to a recent survey by the TAS group.... read more

Behavioral & Personality Fit Factors

Successfully placing someone in the “right” position for them means matching their personality, work habits and traits to the job. Candidates who enjoy the tasks and behaviors they have to repeat each day on the job are more likely to be interested in and engaged in their work for longer periods of time than those who are in jobs where they have to do things regularly that are outside of their interest or comfort zone.... read more

Top 20 characteristics of elite salespeople

September 10, 2019

When hiring top salespeople, we want to find the “elite” among all prospects and suspects. It goes back to the Pareto Principle, where 80 percent of the results come from 20 percent of your salespeople, so it makes sense to stack that 20 percent with the best of the best!... read more

Branding tips for sales managers to increase career success

August 30, 2019

When thinking of branding, most experts would agree that it is no longer enough to build a brand around a business. Top executives and even sales managers must develop their own personal brands as well. This forms an extension of a company’s brand. ... read more

Responsibility: do your salespeople take ownership, or do they play the “blame game?”

August 13, 2019

A brilliant, yet sobering article in the June print issue of Fortune called “Seven Decades of Self-Destruction” relates the downfall of one of the most powerful brands in American retail history: Sears. Millennials might not be too familiar with the brand, but most everyone else remembers anticipating the large catalogs that arrived in the mail in order to circle the toys they wanted for Christmas. Sears was past generation’s Walmart and Amazon rolled into one.... read more

Looking for a VP or Director of Sales? What to look when hiring sales leaders.

July 2, 2019

Pre-employment testing of all potential hires is useful not only to identify talented sellers, but also those with the right skills to lead salespeople. Selecting a VP of Sales, branch manager, or sales manager is not a light decision. Choose wisely and your ability to scale and increase value accelerates. Choose poorly and you burn through cash, morale dips, and jobs are put at risk.... read more

Scared to give a speech? How Corporate Keynote Speakers Prepare for Success

June 26, 2019

Every salesperson is tasked with presenting their solutions to potential buyers. Sometimes this involves just one buyer, but in the B2B and government sales world this usually means multiple people such as a group of executives or a buying committee. This can cause problems for salespeople uncomfortable with public speaking. ... read more

Sales Training Managers, are In-house or Third-Party Training Solutions Better?

June 13, 2019

Sales training managers are responsible for procuring and managing solutions to improve the selling skills of their employees. While books and videos are very useful, sales training managers also need a formal sales training curriculum led by one or more live instructors. This leads to a choice: either they develop a completely in-house program which they deliver themselves or use another employee to do so, or they outsource the training to a third party.... read more

Do I need an Instagram Business Account? 5 proven tips for success from experts

June 6, 2019

When we deliver customized sales coaching at ASHER, we sometimes get asked for help with social media selling. While we can share a lot of tips for LinkedIn, one platform which is underutilized in the B2B space is Instagram. Instagram is a giant among social media platforms with over 1 billion active users per month. That means one in seven people are posting, commenting, liking, using IGTV, and sharing to their Story regularly. ... read more

5 myths about pre-employment testing you shouldn’t believe

May 25, 2019

Pre-employment testing such as the APQ sales aptitude assessment, DISC, PI, CI, etc. are used by many companies as a screening and development tool. Despite widespread availability, there are still plenty of firms yet to adopt them as part of their hiring process. For the most part, the reasons for this are lack of awareness of the value of pre-employment testing and/or erroneous ideas about them.... read more

Hiring Millennials for sales jobs? What you need to know.

May 7, 2019

Millennials have received a bad rap as the generation everyone loves to complain about. The stereotype describes them as narcissistic and they have a terrible work ethic. In truth, just about every younger generation gets picked on by older generations who resent change and long for “the good old days,” and
Millennials are not exempt from this.... read more

How to motivate salespeople (extrinsic and intrinsic factors)

May 2, 2019

An employment aptitude test can help you hire those most likely to succeed for any given sales role you are trying to fill. By choosing those who possess the personality traits and natural talent for an outside sales hunter or inside farmer, the battle is half-way won already. Once onboarded, however, even the most gifted salesperson needs motivation to stay on track and hit their production targets.... read more

The Psychology of Sales: 4 Tips to Become a More Effective Seller

April 22, 2019

In Brian Tracy’s best-selling book The Psychology of Selling: Increase Your Sales Faster and Easier Than You Ever Thought Possible, he posits “The only real creators of wealth in our society are businesses” and “salespeople are the most vital people in any business.” ... read more

Deliver a Better Speech: Secrets from the Best Corporate Keynote Speakers

April 16, 2019

At some point, most salespeople find themselves giving a speech to a room full of people. This might provoke elementary school flashbacks or even outright terror in a few, as delivering a speech in front of a crowd is significantly more stressful than speaking with a buyer one-on-one. However, with some practice and smart planning, delivering a speech can be a piece of cake.... read more

What sales leaders can learn from Marie Kondo

April 2, 2019

A few months ago, Netflix began streaming a show featuring Marie Kondo, author of The Lifechanging Art of Tidying Up: The Japanese Art of Decluttering and Organizing. In the book and on her show, Kondo shares her methodology (KonMari) for organizing and cleaning a home — and her work has become somewhat of a phenomenon. Thrift stores are overflowing with household goods donated by those seeking to declutter, and many realize that her philosophy could apply to more than just tidying up drawers. ... read more

7 Hot Topics for Today’s Business and Sales Motivational Speakers

March 27, 2019

Business speakers, corporate keynote speakers, and sales motivational speakers can captivate and entertain crowds, and they also provide valuable data salespeople can use to increase their business and work more effectively. The speaking industry has grown dramatically thanks to YouTube and social media, which can turn a TED Talk into a viral sensation overnight. This means you have many choices when hiring a speaker and the subject matter addressed. ... read more

8 Warning Signs When Hiring Sales People

March 20, 2019

Hiring sales talent is one of the more stressful aspects of a sales manager’s or executive’s jobs. In the past they’ve had to rely on far too many opinions, gut instincts, or whether they simply liked how a candidate looks and speaks rather than objective, scientific data such as a sales hiring assessment.... read more

4 Advanced B2B Sales Training Topics Every Company Needs Right Now

March 12, 2019

Do your sales training seminars cover what salespeople really need in today’s selling environment? While tips on appearance, prospecting, building rapport, delivering presentations and the like are useful, modern selling requires an upgrade in training. There are a few additions to advanced sales training that could produce better salespeople if implemented. In this post I will focus on four important ones: emotional intelligence, video selling, gender/diversity training, and intensity.... read more

TREND WATCH: Want to become a Sales Hacker for your business? Incorporate video sales calls

March 6, 2019

Video chat technology is ubiquitous. Just look at how easy it is to jump on FaceTime, Skype, Facebook and Instagram video chats with friends and family. However, B2B sales professionals and buyers have not fully embraced it despite the technology being quite mature and available at a low cost or free. Signs point to increasing adoption, and every sales hacker needs to take note of this trend. ... read more

3 Advanced Power Negotiating Tactics for Salespeople

February 25, 2019

The ability to negotiate is critical for all B2B salespeople. This goes beyond handling objections. When a buyer begins negotiating with you, they are demonstrating they truly want your product or service. They are not objecting to your offering, they simply want to see if they can obtain more favorable terms. If you don’t understand the difference, you can confuse things and blow the deal.... read more

Key Ingredients For Successful Sales & Marketing

February 11, 2019

For the majority of B2B companies, a formulated sales and marketing process is a must. There are simply too many moving parts in each deal to simply “go with the flow” or rely on someone’s instincts. The same applies to government sales, where winning just one contract can keep a firm flush with revenue for years to come. Why not maximize the chances of winning the bid by sticking with a winning formula?... read more

Sales Tips: 4 Tactics for a Better Sales Year in 2019

January 21, 2019

Happy New Year! As we work on our resolutions (as well as work off those extra holiday calories) most of us endeavor to tackle the year with a sense of optimism and new-found motivation. What helps to do that is to be on the cutting edge, and that’s what this post is about!... read more

5 Great Social Media Selling Tools to Add to Your Arsenal in 2019

January 4, 2019

Social media selling refers to receiving business directly from platforms such as Facebook or LinkedIn, as opposed to simply increasing brand awareness or performing customer service. It leverages social networks for more than sharing photos or catching up with old college buddies, and when done correctly, it can be a lucrative source of business.... read more