Close Deals Faster – FOCUS
September 1, 2017
Do you want to learn how to close deals faster? If you are in sales, or manage a sales force, of course you do.
Selling the New Health Care Plan to the People, Business Sales Training, and Washington
August 20, 2017
As of this writing, the Trump Administration has yet to persuade Congress to repeal Obamacare and move forward with a new healthcare plan acceptable to most people. This battle is likely to continue until some form of plan amenable to Read More
The Secrets of Selling to Women from the Top Sales Training Programs
August 18, 2017
As I discuss in my forthcoming book, Close Deals Faster: The 15 Shortcuts of the Asher Sales Methodselling to women requires a slight shift in tactics when compared with selling to men. This is true not only in the consumer world, where many women still occupy traditional roles such as keeping house and raising children, but also in the B2B world, where there has been great equalization among the sexes as far as title, pay, and authority. Each still buys differently.... read more
Ask the Right Questions, Listen, and Guide the Conversation – Lessons from Corporate Sales Training
August 10, 2017
It’s ironic that one of the biggest strengths of elite salespeople, the ability to confidently speak about their product or service with just about anyone, is also their biggest liability.... read more
Sales Aptitude Assessment APQ to Reveal EQ
August 6, 2017
I am going to show you why you should implement the sales aptitude assessment APQ (Advanced Personality Questionnaire) in your business without further delay.... read more
Why Sales Training Seminars are a MUST for Business Development Teams
Business development teams are responsible for creating new market opportunities, often through the introduction of a new product or a new use case for an existing product. Sometimes they even work directly with their R&D departments to come up with new products to serve a market opportunity.... read more
Tips to Keep Business Sales Training Relevant and Fun
August 2, 2017
Top sales training programs come in various guises. Some are 3-day affairs which you must travel to, while others come in DVD format with workbooks which allow you to train in your own conference room. Subject matters run the gamut from basic presentation skills to advanced neuro-linguistic programming theories.... read more
Using Video for Sales Training Seminar Retention
August 1, 2017
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.... read more
Inside Sales vs. Outside Sales – Make the Right Fit with an APQ Sales Aptitude Assessment
July 28, 2017
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 into inside farmers versus outside sales hunters will still bear fruit in the foreseeable future.... read more
Hunter and Farmer Salespeople Common Training Needs at Top Sales Training Programs
July 27, 2017
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 order to create productive salespeople.... read more
Corporate Growth through Strategic & Long-Term Sales Training Workshops
July 23, 2017
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.... read more
Competing in Washington Is Tough! Businesses Need Sales Training to Grow
July 19, 2017
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.... read more
In Trump’s Washington, Government Agencies Need Corporate Sales Training
July 16, 2017
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 Read More
The Future of Top Sales Training Programs: A 10-Year Outlook
July 13, 2017
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.... read more
The Asher Sales Method: 15 Secrets to Close Deals Faster
July 7, 2017
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 Secret to Building Sales Hunter, Closer, and Farmer Teams
June 30, 2017
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, Read More
5 Reasons Robots Will Never Replace B2B Salespeople
June 29, 2017
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 Read More
20 Tips the Top Sales Training Programs Should Teach You
June 27, 2017
Not going to beat around the bush here…follow these 20 tips top sales training programs should be teaching for greater sales success! Some of them are my own, others I have collected through the years from very smart people.
5 Ways to Boost Your Business Sales Training and See Real Growth
June 24, 2017
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
Customized Sales Training Seminars Boost Your ROI by 50%
June 19, 2017
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.
The Best Sales Training Seminars Can Help an SMB Owner Transition to Retirement
June 15, 2017
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
Find the Best Hunter, Farmer Sales People with Aptitude Testing
June 9, 2017
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
Washington DC Businesses Need Sales Training to Compete
June 2, 2017
Delivering business sales training in Washington DC for the past three decades has been a rewarding and challenging, endeavor.
Top 10 B2B Sales Trends for 2017
May 29, 2017
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
What REALLY Motivates Your Sales Team at Corporate Sales Training
May 25, 2017
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
Tips for Remember What You Learn in the Best Sales Training Seminars
May 21, 2017
A lot of dollars are spent on the best sales training seminars every year by countless companies. And while many salespeople go on to achieve exemplary results after their sessions, many also struggle to remember and apply what they learned on the job months later.... read more
Hiring the Top Salespeople – Tips for Success
May 18, 2017
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
Get One BIG Result from the Top Sales Training Programs
May 15, 2017
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?
Build Your Own Business Sales Training Program
May 9, 2017
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
Make Sales Meetings Fun and Productive with Best Practices from Sales Training Workshops
May 5, 2017
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
5 Benefits of Small-Group Sales Training Workshops
April 29, 2017
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.
How to Coach Salespeople: Personality Extremes & APQ Aptitude Assessment
April 26, 2017
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
3 Great Tips from Experts and Sales Training Seminars for How to Increase Revenue
April 22, 2017
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
Main Reasons Why Some “Top” Sales Training Programs Fail
April 20, 2017
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
Trump’s Twitter, Policies, and a Booming Stock Market – Business Sales Training to Leverage All Three
April 16, 2017
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.
Business.com’s Sales Predictions – Will Business Sales Training in Washington Change?
April 12, 2017
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
Interested in High Growth? Spend More on Corporate Sales Training
April 9, 2017
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
Find The Sales Gene with APQ Sales Aptitude Assessment
April 6, 2017
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.
Why Asher 1-Day Sales Training Workshops Deliver the Maximum Results in Minimum Time
March 29, 2017
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.
The “Everybody is in Sales” Philosophy
March 27, 2017
There are a number of reasons that “Everybody is in Sales” philosophy has become mainstream thinking for CEOs and their Executive Team.... read more
What is Emotional Intelligence (EQ)? – Hot Business Sales Training Topic
March 24, 2017
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.
Sales Training Workshops Grow Your EQ Using the APQ Sales Aptitude Test
March 21, 2017
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.
The 3 Simplest Closes Sales Training Seminars Should Teach
March 16, 2017
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
How to Ask for Referrals from Top Sales Training Programs
March 12, 2017
“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
How the Navy Helped Me Create Business Sales Training for Washington DC Professionals
March 9, 2017
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
How the Best Sales Training Seminars use Role Play to Make Killer Sales Teams
March 6, 2017
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.
Find the Hunters vs. the Farmers at Asher Corporate Sales Training Seminars in Washington DC
March 3, 2017
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
4 New Things Both Hunter and Farmer Salespeople Look for in 2017 Corporate Sales Training
February 28, 2017
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
Top Tips for Getting High ROI from Your Next Sales Training Workshop
February 26, 2017
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 Incorporate Selling Skills, Role Play, and Aptitude Assessment
February 23, 2017
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.