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
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discussion as to whether the distinction between inside sales and outside sales is still valid, or whether this is an outdated model.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
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
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
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
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
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, Read More
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
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.
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