January 6, 2017
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
January 3, 2017
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
December 29, 2016
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
December 26, 2016
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.
December 20, 2016
As sales teams prepare their projections and “battle plans” for next year, I thought it fitting to touch on a few new principles I am hearing in the sales trenches as I continue to train and also engage fellow CEOs as a Vistage speaker.... read more
December 16, 2016
Time flies when you are having fun.... read more
December 15, 2016
John Asher was recently featured in December’s issue of MilliOnAir Global Magazine highlighting the Top 10 Skills of Super Sales People.... read more
December 12, 2016
Corporate sales training in Washington DC is available from many vendors and in multiple forms. There are one-day seminars, virtual conferences, and one-on-one coaching. There are plenty of big names, as well as smaller boutique firms, so it can take a while to identify and sort through them all.... read more
December 8, 2016
The top sales training programs in the world are consistently filled with both fresh faces and repeat attendees due to the results they deliver. A desperate, struggling company can be salvaged through effective sales training, and it is no understatement to say that training is one of the most important investments a company can make.... read more
December 5, 2016
Corporate sales training can cover a wide range of topics. The basics, such as how to make a successful presentation, to advanced concepts, such as mirroring the tone and body language of the prospect to better connect with them. There are literally thousands of things which can be taught.... read more
November 20, 2016
Corporate sales training can evoke images of a boring lecturer, pacing back and forth in a hypnotic fashion, occasionally writing notes on a large pad or clicking through a dull PowerPoint. This is usually interrupted by at least two instances where the hapless presenter says “whoops” because he has run out of ink, or because he has to restart the PowerPoint after a crash (and you get to enjoy his cluttered desktop icons while he sorts things out with the tech guy).... read more
November 19, 2016
Salespeople are well-known for mixing business with pleasure. We take prospects and clients out for nice lunches, mingle with buyers at conferences all over the country, and take celebratory trips with sales staff members and executives when our company has had an especially good year.... read more
November 18, 2016
All too often a sales manager will hire a candidate on shallow premises, such as a polished appearance and impressive resume. Many assume that if an applicant can sell themselves into a job, they surely can sell whatever widgets a company offers. This hit-or-miss approach usually fails, and the sad part is that it often carries a steep, hidden price tag.... read more
November 17, 2016
The best sales training seminars have a few factors which cause attendees to want to repeat the experience, and to bring a few friends along as well.... read more
November 16, 2016
Social media. A lot of salespeople resist investing too much time or money in it, or they aren’t successful using it to drum up business. Selling evolves with the times, and social media is an inexorable part of our daily existence and an increasingly important part of the sales profession.... read more
November 15, 2016
Coca-Cola, Nike, Microsoft, Apple, General Electric, and Disney. These are some of the strongest, most enduring brands on Earth. Yet, despite the potential for their products to practically sell themselves, each one of these companies uses corporate sales training programs extensively. Why?... read more
October 20, 2016
In the realm of sales and business in general, there is simply no denying it: we are living in an age defined by social media. Originally a tool used to connect friends and family, there are now countless business applications that use a social media interface and are competing for our collective attention. For anyone following online trends, it would seem obvious the site to do this most effectively has been LinkedIn.... read more
October 19, 2016
The issues behind poor performance from sales people will be as varied as the kind of people you hire. However, by tackling the most common areas of trouble, you can see a big improvement in most of your people right away.... read more
October 18, 2016
Sales training workshops present some obvious benefits like a better-trained staff and an increase in closed sales. However, with a few tweaks, you can maximize your ROI and get even better results.... read more
October 17, 2016
At the end of the day, the goals of any sales training are going to vary depending on the needs of the client. And when it comes to varied and complicated markets, you’d be hard pressed to find a better example than Washington D.C. Like most capital cities, it is a hub of high powered business interests both civilian and government, with many specialized rules and regulations limiting how business is done. While the potential upsides of selling in this market are huge, without the know-how and skill set to navigate the D.C. market, your odds of success will be low.... read more
October 7, 2016
To put it simply, sales training works. The amount of money spent on sales teams annually is estimated at one trillion dollars, with much of it going to direct staff training. Would top companies invest so much of their resources if they weren’t seeing results? Can corporate sales training do the same for your business? And how?... read more
October 3, 2016
Games are an excellent way to get people interested in you and participate in whatever you are doing. There is something about the possibility of winning something, even if it’s just recognition, that fires up the spirit and increases involvement.... read more
September 30, 2016
The buzz of excitement and motivation coming from a successful sales training workshop is the perfect catalyst to implement positive change in a sales department.... read more
September 26, 2016
Return on investment is an important concept every business professional will be intimately familiar with and it filters into many different aspects of managerial life. Marshalling resources and making the most out of what’s provided are needed skills, and this is especially true in regards to the hiring process.... read more
September 5, 2016
Certain things in life are just forgone conclusions.... read more
September 2, 2016
There are hundreds of volumes written on the subject of sales. However, if you were to ask a number of top sales professionals which books they found most useful, you would start to see some titles begin to repeat.... read more
August 29, 2016
As the old saying goes, “anything worth doing is worth doing well,” and the best and simplest way to do something well is to have a carefully thought-out plan to get you there.... read more
August 26, 2016
There are few names that truly require no introduction, and Dale Carnegie would be one of those few. While being most strongly associated with sales training, his influence is felt in many other arenas, and he is often quoted for his practical, everyday wisdom. Professionals from all backgrounds and many others such as students, community leaders and those seeking self-improvement have utilized lessons learned in books such as his seminal work, ‘How to Win Friends and Influence People.’... read more
Most sales managers lack truly effective ways of objectively measuring the potential of candidates, relying instead on their gut feelings when hiring. The cost of investing in the wrong person who ends up failing should make you want to ensure you make the right call the first time — and that takes data you cannot get from a resume or personal interview.... read more
August 25, 2016
Forbes Magazine recently published an article chronicling the ups and downs of a company in the midst of a hiring push. By not getting it right the first time and going through a period of trial and error, this company comes up with a new 3-step approach toward hiring and training that works consistently for them and finds the right candidates for the right jobs.... read more
August 24, 2016
In one of the most famous scenes in the classic comedy “Ferris Bueller’s Day Off,” the clueless teacher played by Ben Stein drones the innocuous phrase “Anyone? Anyone?” over and over again while discussing economic history. All the while the students look on, glazed over, barely conscious, some actually drooling.... read more
August 23, 2016
All city capitals are nerve-centers of activity and commerce, and perhaps the most important capital in terms of power and influence would be Washington D.C.... read more
August 13, 2016
Sometimes the simplest solutions can be the best. Sales executives are always on the lookout for ways to increase business, and sometimes the easiest solution is right in front of you.... read more
August 12, 2016
With the right sales training program in place, your company’s close rate and revenue are highly likely to increase. Finding that particular training program, one that ‘ticks the boxes’ for your business’ unique set of challenges, is another matter entirely. As you might have already experienced, not all corporate sales training workshops are created equal.... read more
August 11, 2016
If you’re like most of us, you may find it a little overwhelming to stay cutting edge — following every web marketing platform coming down the pike would certainly exhaust both your mind and your bank account.... read more
August 10, 2016
In this day and age, possible lawsuits seem to lurk around every corner. There is a reason why most of us have legal on speed dial and know exactly who to talk to — while bottom line profitability is of utmost importance that can come to a grinding halt if your business gets dragged through long and costly legal proceedings.... read more
August 9, 2016
Whether it’s by trying to be as engaging as possible, being focused on interactivity, or providing tips on innovative tools, I am always looking to increase the value and timeliness of my sales training seminars. Sales exists in a constantly changing landscape, and the best sales training seminars should be responsive to that landscape.... read more
July 22, 2016
Some things just get better with time. This is true of fine red wine, fancy cheese or simply a broken-in pair of jeans. However, did you know you can count corporate sales training among them? It’s easy enough to see Read More
July 21, 2016
There is no denying it – corporate sales training works. It’s a forgone conclusion that to remain competitive and to provide your sales team with the tools to meet and exceed sales goals you will need to invest in a Read More
July 20, 2016
Change is inevitable. As time marches on the tried and true gives way to the disruptive and cutting edge. You can either prepare for this or get out of the way. The sales landscape continues to evolve. Mobile technology, social Read More
July 2, 2016
As business professionals, there are certain questions we are always asking ourselves: Are we doing what works? Can we spend smarter? How do we increase sales in a cost effective way? All great questions that deserve smart answers. Many of Read More
July 1, 2016
Our blog followers and our clients know how strongly we advocate for sales aptitude assessments for all sales personnel and prospective hires. Over and over again, we witness firsthand the astonishing results obtainable by placing people in appropriate roles based Read More
June 30, 2016
So you and your company have made the decision to enroll your sales force into a business sales training workshop. That’s great! Now begins the daunting task of choosing the right kind of sales training for your particular business, specifically Read More
June 16, 2016
For those of us in companies that employ a large number of people, the concept of corporate growth will surely be a familiar one. The pressure to increase quarterly sales and make our companies more profitable is a very real Read More
June 15, 2016
For virtually any business that depends on developing sales talent and increasing their customer base, the idea of business sales training workshops will be a familiar one. It is a straightforward and effective way to build upon existing talent and Read More
May 20, 2016
You have likely heard of the names in the title of this post. They are some of the top sales training programs available. There are, however, a few more which are worthy of your attention. You might be familiar with Read More
May 19, 2016
How many salespeople do you know that have a complete disdain for technology? You know, the “I’ve been selling this way since 1962” type.... read more
May 18, 2016
We’ve all heard it before: the best advantage a business can have is a strong, motivated sales force. Effective sales training seminars and programs are essential for improving and motivating that sales force. According to the Bureau of Labor statistics, Read More
May 17, 2016
Something every business professional in virtually every field can relate to, is having to suffer through an excruciatingly boring corporate sales training seminar. We’ve all been there. The kind of seminar you anticipated attending with a positive attitude, ready to Read More
May 6, 2016
In training people how to sell, it is important to distinguish between business to business (corporate) sales and selling to consumers.... read more
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