The Asher Blog

One of the main struggles faced by sales trainers and the businesses they serve is to improve the retention of data by sales training seminar students. Unfortunately, most people forget up to 90 percent of what they learn at seminars within about three months. This is a whole lot of money down the drain. There … Using Video for Sales Training Seminar Retention

There has been some discussion as to whether the distinction between inside sales and outside sales is still valid, or whether this is an outdated model. Some suggest a hybrid approach, where a salesperson performs both inside and outside functions, is the solution. This jack-of-all-trades salesperson might exist, but I still believe that categorizing salespeople … Inside Sales vs. Outside Sales – Make the Right Fit with an APQ Sales Aptitude Assessment

Are sales hunters and sales farmers so different? Personality and aptitude testing revealthat yes, they are different in many ways, and therefore a farmer might not do well in a hunter role, and vice versa. For both kinds of salespeople, however, there are some common training needs which top sales training programs must address in … Hunter and Farmer Salespeople Common Training Needs at Top Sales Training Programs

Sales training workshops have been a staple of corporate growth strategies for decades. From Fred Herman’s K.I.S.S. (Keep It Simple Stupid) to Dale Carnegie’s programs and countless others, CEOs and other executives have long realized the power of putting their sales teams through formal educational sessions rather than learning strictly on the job. As corporate … Corporate Growth through Strategic & Long-Term Sales Training Workshops

Doing business in Washington DC can be a lot of fun and very lucrative. Many decision makers exist who can directly turn the cash spigot on for entire industries, or even individual companies. However, it can also be extremely difficult, and many firms stagnate over time or have difficulty getting started in the first place. … Competing in Washington Is Tough! Businesses Need Sales Training to Grow

While opinions of Trump’s track record in his first few months as President are mixed, no one can argue that he and his administration could do a better sales job in getting his policies accepted by the American people as a whole. In particular, the media seems to act like a very reluctant buyer, mostly … In Trump’s Washington, Government Agencies Need Corporate Sales Training

Top sales training programs have all had to evolve as technology and a global economy have changed the sales game forever. I predict that we haven’t seen anything yet, and that dramatic changes are yet to come. Here are some of my top bets for things which will have a great impact in the next … The Future of Top Sales Training Programs: A 10-Year Outlook

I have heard from countless people over the years, “You should write a book.” The problem is,I really haven’t had much interest in writing or being recognized as an author.

The best salespeople seem to have something magical about them. Whether they have an easy demeanor, or come across as flashy and with A-type personalities, they tend to draw business to themselves like moths to a flame. Finding these salespeople, or developing them through sales training workshops, is the hardest role of any sales manager … The Secret to Building Sales Hunter, Closer, and Farmer Teams

Every so often, some media pundit raises the alarm about automation and robotics decimating jobs. Then I receive comments at our sales training seminars from attendees who question their job security when marketing automation is becoming the norm and the future promises artificial intelligence-powered chatbots with sales capabilities.