Business sales training is a must for any company, from small mom and pop shops to mega-corporations. Why? Because without the ability to prospect and close sales, there is no revenue – and cash is the lifeblood of every enterprise, Read More
As you research sales training seminars for your firm, you might wonder whether investing in a completely customized curriculum is worth it. Or, perhaps you should save a few bucks and get an off-the-shelf program and be done.
An article in North Carolina’s Mountain Xpress sheds light on a looming crisis: there will soon be a mass retirement of baby boomers, who own about 50 percent of all American businesses, and very few have any sort of succession Read More
What are the factors that makes some salespeople perform better as inside sales farmers rather than outside sales hunters? It’s too simple to say things such as, “Well, inside sales people tend to be less aggressive and more caring, and Read More
Delivering business sales training in Washington DC for the past three decades has been a rewarding and challenging, endeavor.
Well, 2017 is moving along at a fast clip, and hopefully you are meeting your sales goals thus far. If not, there is still plenty of time to make some adjustments. To that end, I’ve noticed a few emerging trends Read More
Do you like motivational speakers? Most of us do. They make us feel good and pumped up with adrenaline, at least for a couple of hours. But what happens when the glow of a motivational speech wears off in a Read More
In 2007, 52 percent of job turnover was employee driven (quitting) and 48 percent was employer driven (layoffs, firings) per the Job Openings and Labor Turnover report issued by the Bureau of Labor and Statistics. Today, one decade later, this Read More
If I had to strip everything out of the top sales training programs except for ONE element, and still deliver content which packs a powerful punch for our client companies, what would this element be?
Cookie cutter business sales training programs may not work for your company. In this post I will give you a few pointers for how you can “build your own training” for your staff, whether you intend to deliver it yourself Read More
You can gauge the health of a company’s revenue by sitting in on a few sales meetings. If the sales meetings are well-organized, informative, and centered around goals and solutions, they tend to correspond to great sales teams – and Read More
You don’t need a massive group to conduct successful sales training workshops. In fact, those huge mega-seminars with 30-foot projection screens and the fancy light shows might be counter-productive and a waste of money.
One of the more frustrating challenges for sales managers is dealing with the salesperson who, while productive, could be so much more productive if he could handle that ONE little flaw in his personality which hurts sales.... read more
At Asher Strategies sales training seminars, we like to marry classic, tried-and-true sales techniques with cutting edge information to ensure attendees get as many tools to boost revenue as possible. In addition to our proprietary curriculum, we curate the best Read More
Top sales training programs can deliver terrific value to companies willing to invest in their people. However, in some cases, sales training can fall flat. If we assume that the training program itself is solid and the trainer competent, then Read More
Love him or dislike him, President Donald Trump is issuing orders which affect the American business climate. Business sales training providers should stay ahead of them in order for their students to take advantage of these changes.
A recent article by Matt Tucson on business.com makes for interesting reading. Titled “10 Predictions for the Future of Inside Sales,” it starts off with the startling statistic that inside sales is growing 300 percent faster than traditional (outside) sales, Read More
You can’t save your way to prosperity. You have to invest. By investing wisely, you open the door to high growth. In contrast, by being extremely frugal in order to save money, you risk the chance of any competitor who Read More
Is there such a thing as a “sales gene?” Well, if we speak of sales ability being part of someone’s “DNA,” then certainly we should be able to break that down further to find THE vital component.
We pack a lot of information into our one-day sales training workshops. There is so much data to share, and so little time in a day, sometimes I wonder how we pack so much in.
There are a number of reasons that “Everybody is in Sales” philosophy has become mainstream thinking for CEOs and their Executive Team.... read more
The concept of emotional intelligence continues to gain traction among business sales training experts. As I have cited in previous posts, surveys and studies online point to HR professionals prioritizing applicants with higher emotional intelligence rather than traditional IQ.
We’ve all known the super intelligent person who, despite their high IQ, was socially inept. When a person like this tries a career in sales, they usually fail, even though they might memorize every possible close and objection-handler verbatim.
Some sales people have turned closing into an art form. They seem to dance with prospects, rather than try to beat them into submission. They ask the right questions, artfully – maybe even seductively– steering the conversation towards the mutual Read More
“Average salespeople just don’t ask for referrals.” Kyla O’Connell, Senior Sales Trainer for Asher Strategies, shares this truth and a few other tidbits on referrals in this video below. Watch it (it’s less than 2 minutes long) and then continue Read More
When you are in a submarine several hundred meters below the surface of the ocean, any mistake can be potentially catastrophic. Especially when you are powered by a small nuclear reactor and are carrying nuclear-tipped cruise missiles and torpedoes.... read more
The average sales trainer does not devote sufficient time to sales role play. This is a mistake which causes about 90 percent of the information taught in seminars to fly out the window within about three months’ time.
Most sales organizations benefit from having two distinct divisions: inside sales and outside sales. A typical setup is where the inside salespeople receive the inbound leads from the corporate marketing team’s efforts, while the outside salespeople go out and “hunt” Read More
Despite their differences, each type of salesperson shares plenty of things in common, including things each looks for in corporate sales training. With so much changing in the sales profession thanks to technology, both inside and outside salespeople need corporate Read More
If you have ever put your staff through an expensive sales training workshop and were less than impressed with your return on investment, you are not alone. Even though your salespeople might have returned to work all fired up, you Read More
The best sales training seminars fit a lot into a limited amount of time. As the lines continue to blur between marketing and sales roles, demand increases for even more content to be squeezed into workshops.
What should you focus on at your next corporate sales training?
Sales training seminars in Washington are plentiful, and some are really fantastic. Others, not so much. So how do you select the best one for your business?
Looking back, it is amazing how much top sales training programs have evolved in response to changes in the business climate – most of which has been driven by advances in technology.
Is having a high IQ necessary to become a successful salesperson? Or is emotional intelligence the key ingredient?
Scripts have long played a role in sales training, although opinions vary as to their usefulness. On one hand, especially for inexperienced people, they provide a roadmap to follow during a sales call. On the other hand, they can be relied on too much, resulting in the robotic delivery which characterizes many telemarketing calls.... read more
While the basics of sales are universal, the more you can tailor a corporate sales training curriculum to match the local business environment, the better.
A lot of managers find it hard to hire good salespeople. Many of the people they bring into their ranks are not motivated, careless with customers, or otherwise liabilities. It is one of the biggest problems for any company and Read More
When you invest in sales training seminars, you expect to get a good return on your money, which is why you need to choose the best sales training seminars for your staff. For most, this means you need to see an ROI through an increase in revenue and profit. There are also intangibles, such as improved morale, greater efficiency, and stronger brand perception.... read more
In this post I will do something a little bit different. Rather than give you MY top tips for picking the best sales training seminars, I will provide some of the best from other professionals in the sales training space.
Most sales training workshops do a good job of covering the basics of selling, such as prospecting, qualifying, presenting, handling objections, and closing.
Corporate sales training continues to evolve, and you want to make sure you stay ahead of the curve, right?
Every time there is a new president, the business climate in Washington DC shifts somewhat. With the surprise victory of Donald Trump, the shift might be several magnitudes greater — based on his campaign promises to shake things up quite Read More
Imagine owning a crystal ball that could predict with a great deal of certainty whether a new employee had “the right stuff” to make it in sales. That would make life as a recruiter or sales manager much easier, wouldn’t Read More
You can set trends, or you can follow them. If you do the latter, you will constantly chase developments well after first adopters have soaked up most of the gains available from them. So, it behooves you to stick close Read More
Towards the end of each year I, along with many of you I am sure, reflect upon the accomplishments of the past 12 months. And each year, I am more and more grateful for the business I am in and Read More
The social media landscape shifts at lightning speed, and salespeople who rely on platforms such as LinkedIn for prospecting and building awareness about their companies are hard-pressed to keep up.
Time flies when you are having fun.... read more