Asking for referrals is one of the pillars of consultative or relationship-based selling. The reason it works so well lies in two factors: 1) most people like to share information with others, especially if it makes them look good 2) most people trust recommendations from people they know. One need only check out their Facebook or Twitter feed to see these factors in play. Continue reading →

Sales training seminars worth their salt do not teach transactional selling but rather relationship-based or consultative selling. The reason for this is the consultative approach leads to a greater return in the form of repeated business, referrals, and bigger deals. Continue reading →

Sales managers everywhere dream of landing top hunter salespeople for their sales teams. These are a rare breed of cat, about as elusive astigers are in the jungle. Continue reading →

For companies selling B2B, 90 percent of your business next year will come from your current customers: 75 percent from ongoing business and 15 percent from up and cross-selling to them. You should be in continual discussion with your customers, and not just for solving problems. In fact, if the only time you’re talking with them is during a problem, you become the problem in their eyes.... read more

Data-driven marketing has come of age, largely replacing the “go with your gut” methodologies of ages past as A/B testing reveals that one’s instincts are often wrong when it comes to influencing buyers. Continue reading →

Corporate sales training can be a significant investment of time, energy, and money. It is usually very worthwhile, but sometimes it is just not in this year’s budget. So what can you do to keep the saw sharp among your salespeople? Continue reading →

One of the things which sets Asher Strategies apart from other top sales training programs is our emphasis on practical application. We emphasize doing because it’s the best way to learn. Continue reading →

The use of sales aptitude assessments for hiring has been a big boon for our customers, who now have a scientific method for determining a candidate’s fit for certain sales job roles. Continue reading →

... read more

... read more