The Asher Blog

Implementing a pre-employment assessment to test all prospective employees, particularly salespeople, has many benefits. The most obvious one is identifying the best possible candidates for specific job roles, which leads to greater productivity and retention. Testing improves recruitment efforts while avoiding the significant expense (as high as $150,000!) and disruption which accompany a bad hire. … Chapter 2: Benefits of pre-employment assessment

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 … 3 Reasons AI/Machine Learning Will Never Replace Salespeople

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. Corporate sales training … Sell More by Becoming a Subject Matter Expert (SME)

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 … Cold Calling Versus Social Selling: Which one Wins?

You’ve incorporated a hiring aptitude test into your recruitment line and have assembled what you feel is a top-notch team of sellers. You’ve put them through training and feel you are definitely moving in the right direction. And, you wonder if there is something else you can do to improve your sales department. There is … How Strong Is Your Salesperson Engagement, and Why Does it Matter?

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

There are two phases where salespeople are so bogged down in paperwork and other tasks, they have very little time for active selling. The first is when they are starting out, and the second is when they become very successful. In the first phase, many green salespeople would rather do paperwork and organize things instead … Time Management: 6 Ways to Get More Sales Time in the Day

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.” … Top 5 Soft Skills Needed by Today’s B2B Salesperson

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. As we approach the end of the year, it’s a good idea to refresh our marketing plans in … How ready is your company for social selling?

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. Salespeople … How to Create a Fearless Sales Team