The Asher Blog

Sales executives tend to be big picture types, working more on devising broad strategies, forecasting, and other long-term actions rather than rolling up their sleeves and directly working with sales personnel or clients (besides the occasional “VIP,” that is). This can result in a gap between the executive strata and lower echelons, disrupting productivity and … How Executive Sales Coaching Can Completely Transform Your Business

Sales aptitude testing is an indispensable part of sales improvement. According to Craft Systems, 50 percent of outside salespeople’s results are attributable to their natural talent for the job. This is a sobering statistic for sales trainers like myself, but the good news is that it allows us to build better teams through testing and … Sales Aptitude Testing for Beginners

Neuro-linguistic programming is a somewhat controversial branch of psychology that studies how language and neurological processes influence behavior. Its adherents state that NLP can be used to effectively persuade others. As sales has a lot to do with persuasion, this is a subject worth looking into. To get you started exploring NLP, I present the … Neuro-linguistic Programming Sales Tips 2013

When trying to get quick results as a sales manager or executive in turning around a sinking ship, lots of solutions come to mind. There are training courses, hiring new people, motivational speeches, big marketing campaigns, and more. One excellent sales improvement remedy (which is all but overlooked) is to perform sales aptitude testing on … Is Aptitude Testing the Quickest Way to Sales Improvement?

Salespeople obviously do better with warm leads, those which are already familiar with a product or service and which might already have an interest in buying. One of the best, most cost-effective methods for obtaining warm leads is through referral marketing. Referral marketing leverages the power of social influence — you are much more likely … 3 Tips for Increasing Referrals in 2013

The notion of using formal sales processes might seem counterintuitive to a small, scrappy startup or to a maverick company that “marches to the beat of a different drummer.” In fact, it might seem to be restrictive or overly bureaucratic — the exact opposite of the way in which most young, free-spirited companies operate. However, … Why Startup Companies Need Formal Sales Processes

We have reached the final installment of our four-part series on understanding different personality types in the workplace. I hope this series of blog posts has been informative. Although there is always a danger in oversimplifying complex human behavior into just a few categories, I trust these posts have provided some basic tools for identifying … Understanding Personality Types in the Workplace: Part 4, “The Supporter”

We continue our four-part series on personality types in the workplace with the third category: The Thinker. As the name implies, this type of buyer tends to over analyze everything and therefore requires an extra dose of patience, especially if you are a type-A personality trying to get them to make a quick decision. This … Understanding Personality Types in the Workplace: Part 3, “The Thinker”

This is the second part of a four-part series on understanding the different personality types in the workplace. Knowing how each general personality type thinks and reacts to things can go a long way towards building effective rapport and uncovering needs much more easily, two vital components of any sales conversation. We have already talked … Understanding Personality Types in the Workplace: Part 2, “The Motivator”

In sales, understanding the different personality types in the workplace, and therefore of the buyers you will encounter, can help improve sales results. After all, if you can better relate to the people you are dealing with, you can probably sell them better, right? While human behavior is full of nuances and everyone is very … Understanding Personality Types in the Workplace: Part 1, “The Driver”