Asher Strategies Radio

John Asher interviews Kate Di Leo, a branding and messaging strategist, about the role of marketing in driving revenue for companies. They discuss how marketing and sales need to work together in tandem with aligned messaging to generate more qualified leads, increase close rates, and shorten sales cycle times. Kate emphasizes the importance of understanding the buyer's persona, particularly their pain points, and crafting messaging that speaks directly to those concerns. She also discusses the trend of marketing becoming more ascendant in B2B companies, with marketers taking a more active role in revenue operations and leading the conversation at the table. In terms of marketing tactics, Kate stresses the value of creating conversations that convert, rather than simply broadcasting messages through megaphone marketing. She notes that video and podcasting are effective methods for creating conversations, but that face-to-face interactions should not be overlooked, whether in-person or through digital channels. Ultimately, Kate's methodology is geared towards founder-led organizations or C-suite leaders who are looking to align their marketing and sales efforts to drive revenue growth. Links from this episode: Kate DiLeo on LinkedIn Kate DiLeo's webiste John Asher on LinkedIn ASHER STRATEGIES  

In this episode, John Edwards will answer some of the burning questions about ChatGPT and the impact it has on the world of marketing. He'll give us some insight into the technology behind it and the legal challenges it faces. Today, John Asher's guest is John Edwards, a partner at Communica, a marketing and public relations agency. John is an expert in the field of artificial intelligence (A.I.) and he's here to talk to us about one of the hottest topics in the industry: ChatGPT. John will explain how ChatGPT works and why it sometimes gets things wrong. He'll also discuss the threat ChatGPT poses to traditional search and companies like Google. He'll share his thoughts on the future of SEO and what marketers should be thinking about as the world starts to change. Christopher Penn once said, “Build your insurance policy.” and John will tell us what this means for marketing professionals. He'll explain what reliable reach is and discuss some of the reliable reach channels available, such as first-party data lists, private social media communities, and best content landing pages. Finally, John will share some lessons and tips for marketers and companies. He'll explain what they need to start doing to adapt to this changing landscape. So, get ready to learn everything you need to know about ChatGPT and its impact on marketing. Let's dive into the interview and get some answers from John Edwards, an expert in the field of A.I. and ChatGPT.

John Asher is joined by Fred Diamond to discuss the changing landscape of sales in the post-pandemic world. With the advancement of technology and increased access to information, sales professionals are facing new challenges in their roles. But great salespeople will always be in demand as sales is the lifeblood of any company. It is more important than ever for sales professionals to be well-informed, and prepared, as well as leading with empathy and emotional intelligence. Join us as we explore these exciting changes and discover what it takes to be a top-performing sales professional in the modern world. Links from this episode: https://www.amazon.com/Go-Giver-Expanded-Little-Powerful-Business/dp/1591848288  https://freddiamond.com/  https://www.salesgamechangerspodcast.com/  https://i4esbd.com/  https://asherstrategies.com  Fred Diamond on LinkedIn: https://www.linkedin.com/in/freddiamond John Asher on LinkedIn: https://www.linkedin.com/in/johnasher/  Susan Finch on LinkedIn: https://linkedin.com/in/susanmfinch    About our guest: Fred Diamond is an engaging, energetic sales professional who spent time as an in-demand party DJ when he started his career. This experience, coupled with his rich experience as a senior marketing and sales professional at Apple, Compaq, and as a consultant to hundreds of high-growth software and tech firms, bodes well for an exceptional interviewing experience. As Co-founder and President of the Institute for Excellence in Sales (IES), he's interviewed thousands of sales professionals about their career always seeking tips from them to pass on to IES members and leaders to help them get better at the art and science of professional sales. He is the author of Insights for Sales Game Changers and Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know.

In this episode, John Asher sits down with social media expert Judy Schramm to discuss the power of ChatGPT for B2B marketers and sales professionals. With ChatGPT's rapid growth, reaching 5 million users within a week of its release, Schramm shares her own success and excitement in using the tool to enhance sales efficiency and close deals faster. She also notes that Microsoft, a major backer of the product, plans to integrate it into its entire software suite and use it to compete with Google. Schramm suggests that ChatGPT can be a powerful tool for sellers, but it is important to note that it is still a baby technology in some ways. Listen to the episode to discover more about how ChatGPT can revolutionize your marketing strategy, particularly in its usage on LinkedIn.   Producer's note: This headline and post were created using ChatGPT. After we ordered the transcript, we picked a big chunk of the episode to submit to ChatGPT with these instructions: Create a 250-word post for this podcast episode featuring Judy Schramm hosted by John Asher. Judy is giving us ideas on how to use ChatGPT for marketing. Just give a hint of what she is covering. Do not give all the points. Entice the listener to listen to the episode. Focus on LinkedIn usage, and how it will help marketers. The audience is b2b marketers and sales professionals. Then, we asked it to generate a headline for the same post: Please generate a headline for the same post "Revolutionizing B2B Marketing: Unlocking the Potential of ChatGPT with Social Media Expert Judy Schramm" Then, we requested five optional headlines. You may have a different favorite. "Maximizing Sales Efficiency with ChatGPT: Insights from Social Media Expert Judy Schramm" "ChatGPT in B2B Marketing: How to Leverage its Power with LinkedIn" "Expert Tips on Using ChatGPT for B2B Sales and Marketing Strategies" "ChatGPT: The Game-Changing AI Technology for B2B Marketers and Sales Professionals" "Unlocking the Potential of ChatGPT: A Guide for B2B Marketers and Sales Teams with Judy Schramm" Finally, I asked for shorter headlines: Give me five more with 12 words or fewer. "ChatGPT for B2B Sales: Expert Insights" "Revolutionizing B2B Marketing with ChatGPT" "ChatGPT: The Future of B2B Sales" "Unlocking ChatGPT's Potential for B2B" "B2B Marketing with ChatGPT: A Game Changer" We posted in Podbean and let Grammarly have a run at it. Many grammatically weak areas were remedied. This has been a consistent finding with ChatGPT. It's close, but it is a DRAFT that needs your help. This process took an additional 10 minutes from initial submission to publication.  

In our previous episode, John Asher covered the 6 Most Important Cognitive Biases a Salesperson Must Overcome. In this episode, John talks about the next six cognitive biases out of the 47 that pertain directly to sales and marketing:  Status Quo Bias Rationale and Consistency Biases that go together Clear Distinction Bias Active Emotional Engagement Bias Commitment Bias John also went over the best architecture of a customer story. Start with the buyer's need and any emotions expressed by them Relate the story directly to the buyer Include the details of how you helped them so they can see you were really involved Include the financial benefit the buyer got Tell the story about how the buyer's emotion was at the end. ----more---- Listen to the first part of this series here: https://asherstrategiesradio.com/e/six-most-important-cognitive-biases-for-salespeople-to-master/   

There's been this international consortium of neuroscientists in 70 countries, sharing their research, sharing their studies in the cloud. So all of them get to see what everybody else is doing. The growth of this knowledge is really just exponential. If you go to Wikipedia and type in cognitive bias, see there are 184 of them. Asher Strategies has analyzed all 184 of them and boiled them down to 15 or 20 of them that apply really directly to sales that can have a big impact. In most cases, they apply to marketing as well. We are covering the first six in this episode of Asher Sales Sense. compliment bias reciprocity bias (The Chinese call this Ren-Chang-Ching) similarity bias  anchor bias single option aversion bias choice paradox bias 

Join these two authors, John Asher and Vincent Burruano, talking about what took them so long to write their books. That leads to the motivation behind Vincent's latest book, "A Daily Dose of Sales Wisdom". This takes us to an important distinction regarding being nice can be unkind. What Vince means is that honesty is necessary to build trust, and sometimes that means telling a hard truth or two to your sales team. They both make the distinction between being honest and being mean or brutal. These are great communication skills and will help you help your team improve without being on the defensive. Tune in for this episode of Asher Sales Sense, "Being Honest Isn't the Same as Being Mean or Brutal, But It's Necessary."   About John's guest: Vince Burruano is a leader of high-performance sales teams, a sales training professional, a published author on sales strategies, and a sales coach. He believes learning and growth are the keys to success at both the individual and team levels. Vince practices a customer-centric approach that encourages mutually beneficial relationships. As a VP of Sales, Vince understands not just the challenges of selling, but ineffectively setting goals and managing sales teams to achieve them.  He is also the author of “A Daily Dose of Sales Wisdom: Practical Advice for Sales Professionals and Leaders to Excel” and “The New Sales Professional's Playbook” and a member of the Forbes Business Development Council. Receiving his MBA in Business Administration, Management, and Operations from The George Washington University and his Bachelor of Philosophy from the School of Philosophy at the Catholic University of America, Vince is also certified in the Top-Ten Sales Skills of Elite Salespeople (ASHER Global Leaders in Growth Strategies) and SPIN Selling and Managing the Complex Sale (Huthwaite International). 

In this episode, John Asher is joined by the author of "Seven Stories Every Salesperson Must Tell", Mike Adams. One of the best ways to get someone, specifically a business prospect, to pay attention to you is by being a great storyteller. And who better to explain this than a best-selling author? Mike and John are here to explain the difference a great story can make, and the effects storytelling has on the brain... and your sales. You'll want to bookmark this episode, hosted by John Asher, with special guest Mike Adams, "How do you hook prospects to stay, listen, then tell their story?".  About John's guest, Mike Adams: Engineer turned salesman, Mike Adams taught himself storytelling ‘on the job' while selling and managing sales teams in the United Kingdom, Russia, India, China, Vietnam, Indonesia, Malaysia, and Australia for international corporations Schlumberger, Siemens, Nokia, and Halliburton. Since 2014, Mike has been helping companies find and develop their own stories through his storytelling consulting practice. Pick up a copy of Mike's Book, "Seven Stories Every Salesperson Must Tell" from Amazon. 

In this final piece of John Asher's series on Digital Transformation. Do you think your company has already been digitally transformed? How about your sales team? This isn't just for larger companies. Smaller companies are in trouble because with AI, it's easier and almost effortless for larger companies to dominate the areas that were formerly reserved for smaller companies. Successful companies that have truly transformed their businesses are using AI to really transform their strategic planning and marketing plans. In this episode, John cites tools and companies to help any size company successfully accomplish this. Listen to the first two pieces to have all the tools you need. You'll want the tools and the understanding as to why the buyer's behavior has permanently changed. The Five New Skills Sales Professionals Need 5 Ways the Buyer's Behavior has Permanently Changed

Did you know that 10% of buyers will spend up to a million dollars a year per transaction without ever speaking to a sales rep? 30% will buy up to have a million per transaction without ever speaking to a rep. Digital transformation is here to stay. For many companies, it's a game of catch-up. In order to know what you need to change, you first have to understand what has permanently changed in the buyers' behavior. Listen to John Asher run through those five ways and the WHYs to give you the understanding and fuel you need to implement these changes to outshine your competition. This is just one point covered. You'll want to take notes in this episode of Asher Sales Sense. Catch the previous episode in this series:  The Five New Skills Sales Professionals Need

John talks about the 1/3, 1/3, 1/3 rule. People are interacting with buyers 1/3 of the time in person, 1/3 of the time on a remote platform like Zoom or the final 1/3 of buyers are just buying themselves on companies' websites, eCommerce sites, interactive portals, sometimes even mobile apps. All that face-to-face we were doing before is not going to be available in the future. And we ask the buyers, "Do you like this new omnichannel way of buying?" They'll say, "Yeah, we, we love it. In many cases, it's, we're much more productive." In this discussion, John talks about the 5 new skills all sales professionals must possess. You'll want to listen to this more than once.  Thorough research on the buyer's need. This consistent video marketing, Increasing the operational proficiency on the VC platforms and, um, keeping Keeping your LinkedIn profile totally up to date eight. Putting the buyer first.

This Asher Sales Sense Podcast - “Building Sales Pipeline with Cold Calling, Podcasts, and Video” - features host John Asher with guest Collin Mitchell, Chief Revenue Officer of Salescast, the only fully-managed tech and service stack offering an end-to-end thought leadership platform. Collin Mitchell is also the host of the Sales Transformation Podcast. Many sales professionals believe that cold calling is dead, that podcasts don't bring revenue, and video is a waste of money. Collin Mitchell gives examples of why these commonly-held beliefs are false. It's all in how these messaging technologies are applied, not in the capabilities themselves. How can you identify which people will pick up the phone? Are there automated ways to help you get more phone connections? Which people listen to podcasts and watch videos? Do “blended” approaches work? With whom? What is “intent data” and what value does it have? Is it possible to research podcasts to get inside the C-Suite? Do you know what podcasts your clients listen to? How effective is the use of video in the first sales touch? Can you use video to help your coaches sell for you inside their companies? Listen to the answers of these questions and learn new ways to build more pipeline by turning your sales craft into sales art.

  This Asher Sales Sense Podcast - “Selling with Authentic Persuasion” - features host John Asher with guest Jordan Benjamin, Founder of My Core OS, working with companies and sales teams to help drive a growth mindset and create championship business cultures. My Core OS is built to help update your personal/corporate operating systems to drive peak performance and harmony between work and life. Jordan also hosts the ‘Peak Performance Selling Podcast,' interviewing top sellers and sales leaders on how they show up at their best every day. ----more---- Mental health in the business environment is a topic that wasn't talked about much before the pandemic, but stress and burnout in work and life have led to turbulence in the workforce and poor business results. How can personal stress adversely affect business culture and profits? Where do our business leaders have the opportunity to support the mental wellbeing of their teams, while also making sure they achieve their goals? Why is burnout becoming such a widespread challenge in sales today? How can we re-train our brains to manage this pressure more effectively? What are some simple practices people can use to manage this better for themselves? In which direction are business and people management heading? Listen to the answers to these questions and learn how to move your business and sales teams in calmer and more profitable directions.   Asher Sales Sense is hosted by John Asher of ASHER Strategies which is a program on the Funnel Radio Channel.  ASHER Strategies is the sponsor of ASHER Sales Sense.     

This Asher Sales Sense Podcast - “Selling with Authentic Persuasion” - features host John Asher with guest Jason Cutter, Sales Success Architect and Keynote Speaker in Fort Myers, Florida. Jason is the CEO and Founder of the Cutter Consulting Group and the author of the book with the same name as this episode's title - Selling With Authentic Persuasion: Transform from Order Taker to Quota Breaker. Jason is also the host of the Authentic Persuasion Show, the Scalable Call Center Sales podcast, and Call Center Confidence with Cutter & Catt. ----more---- About John's Guest: With a degree in Marine Biology, years of experience tagging sharks, then time spent at Microsoft on the tech support team, Jason didn't know what he wanted to do with his life. He fell into sales at age 27, following the path of so many others: no plans on being in sales, no training, no coaching, and no real leadership. But after 18 successful years in sales seeing so many sales teams struggle, he's made it his mission to empower over one million people to become AUTHENTIC PERSUADERS. What was it about his path in life that led to an ability to sell so effectively? Why do most people end up in a sales role/career? And why do most of them end up being an “Order Taker” in their sales role? What can you do if you are in sales, but don't feel like a ‘natural-born salesperson'? What are the keys to becoming effective at sales? Why do sales slumps happen? How have buyers changed over time? What can business owners do to support their sales team in being more effective? Listen to the answers to these questions and learn how to transform from being an Order Taker to Quota Breaker.   Asher Sales Sense is hosted by John Asher of ASHER Strategies which is a program on the Funnel Radio Channel.  ASHER Strategies is the sponsor of ASHER Sales Sense.     

Today's buyers are inundated with sales pitches coming at them from websites, peer reviews, social media, and email blasts. Is it any wonder they're overloaded, overwhelmed, and tuned out? The fact is, product-centered pitching simply doesn't cut it anymore. Buyers don't want to hear about your product's features―they want to hear about how it can solve their problems or help them reach their goals. This Asher Sales Sense Podcast - “Sales Acceleration through Connecting Technical and Business Value” - features host John Asher with guest Brent Keltner, Founder and President of Winalytics, helping clients reach their top growth potential by shifting from product-driven conversations to authentic conversations that anchor on what buyers and customers value most. Brent also is the author of the forthcoming book The Revenue Acceleration Playbook. Why did Brian Keltner write his new book The Revenue Acceleration Playbook? What is a value playbook? And, why is it so important to sales success? And what about buyer personas? How do they work together with a value playbook? How do you apply value playbooks to a more technical or engineering-oriented sale? What does it mean to connect technical and business value? How does that help close more sales and expand more sales? How does anchoring on value help with pricing and pricing negotiations in a technical sale? Listen to the answers to these questions and learn how you can stop selling, start connecting, and accelerate your sales.

  Where are all the women in key business and sales positions? They're half of the workforce and are earning more bachelor's and master's degrees than men, but despite decades of seeming progress, only 5.5% of CEOs are women in the 3,000 largest U.S. companies. And women represent only 33% of top business leadership positions overall. Companies say that advancing women is a top priority, but … This Asher Sales Sense Podcast - “The Continuing Lack of Women in Corporate and Sales Leadership Positions” - features host John Asher with guest Gina Stracuzzi, Co-Founder and Director of the Women in Sales Leadership Forum at the Institute for Excellence in Sales. ----more---- What is the current landscape of women in corporate leadership positions? What are the main barriers to women's leadership? What stereotypes and double standards are still holding women back? Why are companies still allowing outdated thinking to stand in the way of their stated equity and inclusion goals? What are the benefits for companies of more gender-inclusive leadership? How can women and corporations change what is happening? How has the pandemic impacted the scenario? What can women do to help themselves? Listen to the answers to these questions and learn how you - whether a woman or a man - can better understand why this continues to be a problem and what you can do to help.

  It's the end of summer. The vacations are ending and kids are returning to school. Your company's senior leadership just announced you should begin bringing your sales team back to the office (because they need to get back to work). You have to get going now, but you don't know how to start. Wouldn't it be great to hear some useful tips from an expert sales leader who's doing that with his company right now? This Asher Sales Sense Podcast - “Bringing Your Sales Team Back to the Office” - features host John Asher with guest Darrell Gehrt, Senior Vice President, Event Cloud Solutions at Cvent, transforming meetings and events through technology. Darrell joined Cvent pre-IPO in January 2013 and has led several product lines including Web Survey, Mobile, and in 2020 took on the pivot to virtual event technology. ----more---- How important is it to have salespeople in the office rather than continuing to work at home? What does company office culture have to do with a successful office return? What are salespeople telling sales leaders about their desire to come back to the office? What are sales leaders doing to keep sales teams safe when returning to the office? What possible internal obstacles are there to bringing sales back into the office? Will full-time sales operations in the office ever become the norm again? Listen to the answers to these questions and get ready to return your sales team to the office whenever and however you can.

  You're a busy business professional and know you aren't getting enough sleep. You have limited time and too much on your mind and think you can sleep when you retire. But what if you were able to get more sleep, be more successful in your job, and have a much better chance at retiring early? There are techniques that can help you get the best sleep out of the time you have. This Asher Sales Sense Podcast - “The Power of Sleep for Business and Sales Leaders” - features host John Asher with guest Bob Martel, professional sleep coach and head of Positive Results Hypnosis in Holden, Massachusetts. Bob is the author of “I am Sleeping Now: How to Fall Asleep, Stay Asleep and Wake Up Refreshed” and the host of the weekly “Mind Magic Radio” show on WCRN talk radio. ----more----   What's meant by the term “respecting” sleep? How can you condition your mind for sleep? Do purposeful breathing techniques help? If you like to read before you sleep, what's the best way to do it? How can you get back to sleep after you've woken up in the middle of the night? What are some useful and positive self-talk phrases? How can you break the habits that sabotage good sleep? Listen to the answers to these questions - so instead of chasing sleep you can be ready in the morning to chase more business.     Asher Sales Sense is hosted by John Asher and Kyla O'Connell of ASHER Strategies which is a program on the Funnel Radio Channel.  ASHER Strategies is the sponsor of ASHER Sales Sense.     

  The real estate market has hotted up and there likely are more realtors than properties for sale. If you're a realtor, how can you differentiate yourself from the rest of the pack? If you're a construction contractor, how can you convince buyers to choose value over price? And when you combine the two professions can you generate more sales? This Asher Sales Sense Podcast - “Top Sales Strategies for Realtors and Contractors” - features host John Asher with guest Bill Reiman, Vice President of RK Reiman Construction Incorporated and President of Reiman Properties in Marco Island, Florida. Bill's also the host of “The Real Build Podcast” - informing people what they need to look for before buying, building, or selling a home. ----more----   What sales strategies should every realtor and contractor be following? How about video? Does it help sell? Why is communication the key to the real estate and construction processes? How about follow-up and having touch-points within a transaction? Is price always the deciding factor? Can you get better quality clients by delivering a superior product? Why is developing a personal brand more important than ever before? Listen to the answers of these questions so you can be a more successful broker-builder like Bill.   Asher Sales Sense is hosted by John Asher and Kyla O'Connell of ASHER Strategies which is a program on the Funnel Radio Channel.  ASHER Strategies is the sponsor of ASHER Sales Sense.     

  Video marketing is usually associated with getting someone's attention. But what if it's in the wrong way? What if you took the lens of marketing and focused on prospects in their cultural context during their customer journey? The next Asher Sales Sense Podcast—“ Grow Your Profits with Powerful and Engaging Video Content” features host Kyla O'Connell with guest Leo Napper, CEO and Producer at Vicar Studios, creating entertaining and informative media that turning viewers into customers. Vicar Studios, headquartered in the Washington DC Metro area, plans and oversees TV and film projects, advertising campaigns, and design marketing and brand identities. Leo and his colleagues add the power of anthropological research to gain complete insight into marketing audiences.   On this podcast, Kyla and Leo discuss… How an anthropologist got into the video business The importance of language and culture in refining marketing strategies Recognizing the positive and negative impacts of cultural sensitivities The melding of anthropological artifacts into marketing And the enduring relevance of storytelling - the oldest art form Listen in to discover how cultural approaches can improve your marketing and grow your profits.   Asher Sales Sense is hosted by John Asher and Kyla O'Connell of ASHER Strategies which is a program on the Funnel Radio Channel.  ASHER Strategies is the sponsor of ASHER Sales Sense.     

  It has long been known that digital marketing tools can help you boost your company's presence online and attract more business. But did you know you could use many of the same ones to evaluate your competitors? In a previous Asher Sales Sense Podcast, John Asher and John Edwards discussed “The Five Ways Elite B2B Competitors Are Beating You Online.” Now they've returned to talk about using marketing tools to help you gain competitive advantage. This Asher Sales Sense Podcast – “Employing Digital Marketing Tools to Evaluate Competitors” - features host John Asher with guest John Edwards, Executive Vice President at Communica, helping companies with digital marketing and sales initiatives. His areas of focus include strategic consulting, digital tools, and platform integration, including marketing automation, CRM, social media and content development - all designed to accelerate marketing and sales. ----more----   What are the five pillars of digital presence? Which is the most important? What are some of the leading online marketing tools and their specific uses? How do you use them to compare your company's ratings with others? Listen in to learn the answers to these questions so you can run digital circles around your competitors. Asher Sales Sense is hosted by John Asher and Kyla O'Connell of ASHER Strategies which is a program on the Funnel Radio Channel.  ASHER Strategies is the sponsor of ASHER Sales Sense.     

  Who am I? Where am I? How did I get here? If you're in sales, you've probably asked yourself those questions at one time or another. Most kids when asked what they want to be when they grow up don't respond with, “I want to be in sales!” And yet, it is one of the most challenging and rewarding professions where you can take control of your destiny - and have fun along the way.   The next Asher Sales Sense Podcast - “I'm in Sales? How I Learned to Love that Sales Thing” - features host Kyla O'Connell with guest David Potts, Senior Sales Trainer and Consultant for all things Asher. David normally handles Asher Sales Sense introductions and productions, but this time gets an opportunity to tell a little about himself and his journey from sales denier to sales enthusiast. ----more---- On this podcast, Kyla and Dave discuss First sales jobs where you don't realize you're in sales The moment when you finally do realize you're in sales How sales knowledge and aptitude are vital in any job Listen in to learn the secrets of how Dave had success in the Air Force without being a pilot, success at Lockheed Martin without being an engineer, and success at Asher Strategies without being particularly gifted at sales training or consulting.   Asher Sales Sense is hosted by John Asher and Kyla O'Connell of ASHER Strategies which is a program on the Funnel Radio Channel.  ASHER Strategies is the sponsor of ASHER Sales Sense.     

  One thing that stayed consistent during the past year is cold calling. It still works. Surprised? You shouldn't be. It worked before the pandemic and during the pandemic. Have you noticed that a phone call can sometimes be better than a virtual meeting with video? There are fewer distractions and more focused communication. It's why podcasts can be more compelling than videos. Properly done, cold calling brings in sales.   This Asher Sales Sense Podcast – “Post-Pandemic Cold Calling” features host John Asher with guest Nancy Calabrese, Founder and CEO of One of a Kind Sales, offering comprehensive lead generation and sales management services for increased sales and business growth. Nancy is passionate about a properly executed pre-sales process – engaging with prospects, uncovering their needs, and turning them into qualified leads. Her unique approach, positive attitude, and relentless attention to detail are derived from her experience in recruiting. Her new book, “The Inside Sales Solution” is available through Amazon. ----more----   On this episode Nancy and John discuss:  What's the truth about cold calling today (what really works)? What's the most important quality in a successful prospecting campaign? What metrics should you track and how can you track them easily? What are the secrets of managing a high-performance inside sales team? How can you convert your outside salespeople into inside prospecting rock-stars?   Listen to the answers of these questions so you can learn how to connect with those out-of- reach strategic prospects.     Asher Sales Sense is hosted by John Asher and Kyla O'Connell of ASHER Strategies which is a program on the Funnel Radio Channel.  ASHER Strategies is the sponsor of ASHER Sales Sense.     

Are you continuously stressed out about having too much to do and too little time? Are you tired of forgetting follow-ups with prospects or missing opportunities with existing clients? Does the pace of progress feel a bit like you’re slogging through molasses? The next Asher Sales Sense Podcast—“The Secret to How Productive Workdays Work”—features host Kyla O’Connell with guest Leslie Shreve, workload management and productivity expert, and the Founder and CEO of Productive Day®. Leslie has worked with executives, professionals and corporate teams since 2003 to help them increase efficiency and productivity by up to 300% in as little as 4 weeks, while reducing stress by up to 90%, using her unique, proprietary system called Taskology® The Science of Getting Things Done. Clients previously frustrated or overwhelmed with too much to do, too many emails and too little time now claim to have a secret—a new system they can use to take charge of their workday and gain more clarity, confidence and control of tasks, time and email. On this podcast, Kyla and Leslie discuss… Some of the tell-tale warning signs that inefficiencies exist in a professional workday The secret to how productive workdays really work The #1 hidden barrier that holds professionals back and puts their productivity in slow motion. The many unsuspecting ways time is lost in a typical workday that professionals are unaware of and how can they get that time back. The most common—but most inefficient and ineffective—way to manage email and why it costs so much time, energy and productivity. Tune in to discover how you can change the way you manage your workload and your workday so you can accelerate achievement and make more meaningful, powerful progress on the projects and the initiatives that matter the most to you—and to the future of your company. Asher Sales Sense is hosted by John Asher and Kyla O’Connell of ASHER Strategies which is a program on the Funnel Radio Channel.  ASHER Strategies is the sponsor of ASHER Sales Sense.     

  Have you ever wondered what successful people have in common? And why some seem to thrive in the face of challenges? Are they exceptions or can others of us also develop the same kinds of habits to succeed in sales or any other endeavor? This Asher Sales Sense Podcast – “Fit for Success - Lessons on Achievement and Leading Your Best Life” - features host John Asher with guest Nick Shaw, co-founder of Renaissance Periodization (RP), a multi-million-dollar health and fitness company that has improved the lives of hundreds of thousands of clients around the world. Nick has coached world- class athletes including CrossFit Games champions, international medalists in weightlifting, UFC fighters, Navy SEALs, and Olympians. But it wasn’t until 2020 when his wife was diagnosed with breast cancer and facing the fallout of treatment for months through COVID-19, that he had to really lean into the habits he was teaching and put them to the ultimate test. His new book, with the same title as this podcast, details what he learned. What are the seven principle habits for success that both athletes and business professionals should master? Which are the most important? How vital is the concept of internal locus of control? What is the biggest takeaway Nick Shaw realized from all this? Listen in to learn the answers to these questions so you can develop new habits to build your path to success and lead your best life. Nick Shaw is the co-founder of Renaissance Periodization (RP), a multi-million-dollar health and fitness company that has improved the lives of hundreds of thousands of clients around the world. His story – and the story of RP—has appeared in a Forbes feature story, which chronicled Renaissance Periodization’s rise from a small business into an influential tech company with an industry-leading app available through Apple’s app store and Google Play. Nick has also helped to coach numerous world-class athletes including CrossFit Games champions, international medalists in weightlifting, UFC fighters, Navy SEALs, and Olympians. Nick and his team at RP have sold hundreds of thousands of books over the years ranging from Nutrition, Training, Recovery, and creating Healthy Habits.   “Fit for Success” Book Synopsis In Fit for Success, author Nick Shaw details the habits successful people have in common and how we can develop those same habits to thrive — despite our obstacles. Using what’s he’s learned over the past decade, Nick has helped top athletes and hundreds of thousands of people around the world through his company Renaissance Periodization to look, feel, and perform their best. But it wasn’t until 2020 when his wife was diagnosed with breast cancer and facing the fallout of treatment for months through COVID-19, that he had to really lean into the habits he was teaching and put them to the ultimate test. This book vividly outlines the lessons he’s learned, some valuable takeaways, and most importantly how you can use these habits to build your own path to success. Asher Sales Sense is hosted by John Asher and Kyla O’Connell of ASHER Strategies which is a program on the Funnel Radio Channel.  ASHER Strategies is the sponsor of ASHER Sales Sense.     

  You’re a high-performing leader. It’s time to shed the doubt. You’ve hit milestone after milestone in your career. You’ve achieved stellar highs. People look to you for direction as a model of success. So where is all this doubt and insecurity about how to lead coming from? And is it even possible to shake these feelings of uncertainty? How can you conquer your imposter syndrome and harness these uncomfortable feelings to develop leadership mastery? Could that inner doubt you’re wrestling with actually be a signal that you are on the verge of greatness? Why is it that so many leaders struggle with doubt? Aren't effective leaders supposed to project confidence? Are leaders born or made? How do our favorite books and movies shed light on our own leadership styles? What role do stories play in all this? How can someone identify the self-sabotaging stories they're telling themselves? What are the four stages of a leader's journey? Listen in to hear the answers to these questions (and more) so you can put doubt behind you and achieve success in front of you. ----more---- About Kyla's Guest:  This Asher Sales Sense Podcast features host Kyla O’Connell with guest Marc Pitman, CEO of the Concord Leadership Group in Greenville, South Carolina, and author of the new book The Surprising Gift of Doubt. Marc provides executive coaching, keynotes, workshops, and leadership intensives helping leaders navigate the rough waters and heavy burden of leading. He’s also the Executive Director of The Nonprofit Academy, serving nonprofit leaders around the world with training, tools, and templates for leadership and fundraising.   Asher Sales Sense is hosted by John Asher and Kyla O’Connell of ASHER Strategies which is a program on the Funnel Radio Channel.  ASHER Strategies is the sponsor of ASHER Sales Sense.     

  Your sales team is pretty good at sales and marketing presentations. Pitches go well and the majority of your sales opportunities are won. Customers are happy. The company is making money. Salespeople are getting bonuses. Everything’s good, right? But what if you could increase your win rate by 10% or 20%? And what would that mean if you could do it without throwing more people, time, and money at your sales process? You can significantly increase your top line if in your presentations you pay more attention to the bottom line of your audience’s interests. What does the Audience Driven, Authentic Presentations (ADAP) mean? Why is it so important? How did this presentation success model originate? What’s more important in a presentation? The customer? Your company? The presentation environment? What are some great examples of how ADAP works? Listen in to learn the answers to these questions so you can present like a pro and bring in more deals.   About John's Guest:  This Asher Sales Sense Podcast – “Audience Driven, Authentic Presentations” - features host John Asher with guest Dr. Jerry Cahn, President of the Presentation Excellence Group, providing presentation training, leadership consulting, and organizational consulting to startup and Fortune 100 companies enabling them to win million-dollar deals.     Asher Sales Sense is hosted by John Asher and Kyla O’Connell of ASHER Strategies which is a program on the Funnel Radio Channel.  ASHER Strategies is the sponsor of ASHER Sales Sense.     

  As a business or sales leader, you’re beginning to see things turn for the better. There’s hope that the economy will rebound and sales will take off. You’ve pushed your young team to keep the company afloat and they responded and kept their jobs. Now all you have to do is sit back and watch the orders come in. But what if the Millennials on your sales team are tired of being pushed around? And you don’t know that? When business picks up, will your team take you to new performance levels - or take off for other jobs? ----more----   About Kyla's Guest: This Asher Sales Sense Podcast - “How Great Leaders Create Organizations Their People Never Want to Leave” - features host Kyla O’Connell with guest Clint Pulver, Emmy Award- Winning Keynote Speaker, Author, and Professional Drummer. A former private pilot turned generational workforce expert, Clint has dedicated his professional career as the "Undercover Millennial" uncovering the secrets to what leaders are doing right. His new book “I Love It Here” is now available for order through Amazon. Clint pulls back the curtain to reveal the research and unscripted truths of the 10,000+ employees he’s interviewed undercover, revealing the reasons for their lasting loyalty and what triggers them to head for the exit door.     Asher Sales Sense is hosted by John Asher and Kyla O’Connell of ASHER Strategies which is a program on the Funnel Radio Channel.  ASHER Strategies is the sponsor of ASHER Sales Sense.     

Remember at the beginning of 2020 when you were challenged to find enough time for prospecting, identifying, focusing on, and closing buyers? And then you suddenly had more time than prospects? Market forecasts show the economy is gradually improving. Production and sales are picking up. Will you be ready to pivot to full-on “back to business” when the time comes? You will if you prepare now. It’s a great time to dust off your sales process and tune it up for recovery. This Asher Sales Sense Podcast – “Building Your Scalable and Repeatable Sales Process” - features host John Asher with guest Mark Evans, Founder and CEO of SalesKit, a second brain for sales professionals to help them close more deals and celebrate more wins. Mark works with business leaders in developing training and sales systems so teams can scale up with repeatable processes to consistently achieve the results they want. Should sales be systematized? Can sales be overly systematized? What are the elements of a scalable and repeatable sales process? Should sales teams have a playbook? What are some elements of a great sales playbook? Which of these elements can sales teams start with today? When's the right time to scale a sales team? Listen in to learn the answers to these questions so you can be ready to accelerate sales when the green light comes on. Asher Sales Sense is hosted by John Asher and Kyla O’Connell of ASHER Strategies which is a program on the Funnel Radio Channel.  ASHER Strategies is the sponsor of ASHER Sales Sense.     

We are approaching a year spent selling in pandemic conditions. The virus has taken much from us and forced us to change the ways in which we live and work. In the beginning we thought we could muddle through for a few weeks. Those weeks stretched to months and months. But our initial fears have given way to resilience. We’ve found we can continue operations and sell to customers using technology platforms. But at what cost? Are the benefits of technology robbing us of closer contact in our business relations? Could we do better in connecting with each other? ----more---- This Asher Sales Sense Podcast – “Connecting Personally Through Technology to Sell Authentically” - features host Kyla O’Connell with guest Frederique Irwin, Founder and CEO of HER CORNER Inc., a Washington DC-based company offering business peer groups for women business owners committed to business growth. When she’s not managing the business operations of Her Corner, you can find Fred either running accelerator programs or working one-on-one with women to help them scale their businesses. She is one of 500 high impact global entrepreneurs selected for the Edmund Hillary Fellowship program working globally to support others in business endeavors. Fred also has taught entrepreneurship, business management, and organizational behavior at the Kogod School of Business of American University. How has the global pandemic changed selling approaches, processes, places, and locations? What adjustments have been made? What are the benefits of greater reliance on technology in selling? How can we use technology to be more genuine and authentic? What will stay or go away after the pandemic? What will be hard to go back to? Listen in to hear the answers to these questions (and more) so you can be more authentic in your technology-enabled business transactions. Asher Sales Sense is hosted by John Asher and Kyla O’Connell of ASHER Strategies which is a program on the Funnel Radio Channel.  ASHER Strategies is the sponsor of ASHER Sales Sense.     

This is the third in a series of discussions between John Asher and John Edwards on digital capabilities and trends in sales and marketing. The first was “Digital Presence: The Five Ways Elite B2B Competitors are Beating You Online.” The second was “Digital Strategy: How Elite B2B Competitors Get It Right and How You Can, Too.” This Asher Sales Sense Podcast – “Digital Selling: Four Ways Elite B2B Competitors Master the Market” - once again features host John Asher with guest John Edwards, Executive Vice President at Communica, helping companies with digital marketing and sales initiatives. His areas of focus include strategic consulting, digital tools, and platform integration, including marketing automation, CRM, social media, and content development - all designed to accelerate marketing and sales.  What is the relationship among digital presence, digital strategy, and digital selling? Where does digital selling fit into an elite B2B competitor’s path to success? Why is digital selling so important, especially today? What makes up B2B digital selling at a high level? And what makes up B2B digital selling at a day-to-day tactical level? Listen in to learn the answers to these questions so you can get your digital strategy right and stay in the fight.   Asher Sales Sense is hosted by John Asher and Kyla O’Connell of ASHER Strategies which is a program on the Funnel Radio Channel.  ASHER Strategies is the sponsor of ASHER Sales Sense.     

You might be in the majority if you think B2B digital strategies don’t work. And you’d be wrong. The reason is that it’s hard to get them right. Let’s say you already (1) have access to people who know what they’re doing in the digital realm and (2) your systems are driving leads to operationally functional sites. That’s good. You’re avoiding two common problems in this arena. But what about the biggest problem: failure to have a solid B2B digital strategy? This Asher Sales Sense Podcast – “Digital Strategy: How Elite B2B Competitors Get It Right and How You Can Too” - features host John Asher with guest John Edwards, Executive Vice President at Communica, helping companies with digital marketing and sales initiatives. His areas of focus include strategic consulting, digital tools, and platform integration, including marketing automation, CRM, social media, and content development - all designed to accelerate marketing and sales.  Why is your B2B digital strategy so important? How has the pandemic affected digital strategies? What makes up a digital strategy - what does it encompass? What might a digital framework consist of? What content is included in a properly constructed digital plan? What about investment? And how about performance? Listen in to learn the answers to these questions so you can get your digital strategy right and stay in the fight. Asher Sales Sense is hosted by John Asher and Kyla O’Connell of ASHER Strategies which is a program on the Funnel Radio Channel.  ASHER Strategies is the sponsor of ASHER Sales Sense.     

  Is your company’s digital presence competitive? You invest a lot for it, but are you getting the results you need or are you getting pushed around by the A players? Maybe it’s not the quantity of money you spend on digital presence that’s as important as the quality of the strategies and tactics you use. What if you could make a few key adjustments and quickly be more effective in attracting business? This Asher Sales Sense Podcast – “The Five Ways Elite B2B Competitors Are Beating You Online” - features host John Asher with guest John Edwards, Executive Vice President at Communica, helping companies with digital marketing and sales initiatives. His areas of focus include strategic consulting, digital tools, and platform integration, including marketing automation, CRM, social media and content development - all designed to accelerate marketing and sales.  What does digital presence encompass? Can you raise your domain authority scores? How can you leverage social media in business settings? Is all marketing automation the same? What are some of the most common digital strategies companies can undertake too quickly improve and be more competitive? Listen in to learn the answers to these questions so you can run digital circles around your competitors.   About John's Guest John is a marketing, sales and consulting professional with over 25 years of experience at leading organizations such as Time Warner, AOL, Netscape, CompuServe, and Communica.  As Executive Vice President with Communica, he helps direct digital marketing and sales initiatives for both B2B and B2C clients. Areas of focus include strategic consulting, digital tools and platform integration (including marketing automation, CRM, and social media), as well as content development expertise - all designed to accelerate marketing and sales.  He works with companies across a broad range of industries including manufacturing, media, telecommunications, consumer products, e-commerce, healthcare, professional and financial services, and more. He’s often called on to help clients develop and implement sales best-practices and processes. John is Marketing Skills (A/B/C) and CRM-Field Marketing Certified through the Business Marketing Institute, and has also been an active angel investor, entrepreneur, and advisor working with portfolio companies at the Ohio Tech Angel Fund, 10x Accelerator, TechColumbus, and others.     Asher Sales Sense is hosted by John Asher and Kyla O’Connell of ASHER Strategies which is a program on the Funnel Radio Channel.  ASHER Strategies is the sponsor of ASHER Sales Sense.     

  Is your lack of sales skills holding you back from getting that next promotion? You like your company and you want to be successful in it, but the idea of becoming an aggressive always-be-selling salesperson makes you cringe. Here’s some good news. It doesn’t have to be that way. You don’t need to fear selling anymore. With a new perspective and some helpful tips on conversations, you can become the kind of salesperson who customers trust and sales managers reward. This Asher Sales Sense Podcast – “If You Can Have a Conversation, You Can Sell”- features host John Asher with guest Kim Fredrich, founder of an outsourced B2B sales firm in the Washington DC Metro Area and author of a popular book with the same name as this podcast title. Kim helps small B2B service-based businesses reach ambitious revenue goals by teaching them how to have winning sales conversations.    About John's Guest: Founder of an outsourced B2B sales firm in the Washington DC Metro Area and author of "If You Can Have a Conversation, You Can Sell". Kim helps small B2B service-based businesses reach their ambitious revenue goals - either by doing the selling for them, or by teaching them how to have sales conversations that turn into clients. She's conducted workshops for Howard University’s In3 Incubator, the Virginia Community Business Partnership and the Maryland Women’s Business Center, in addition to her work with private B2B services clients.      Asher Sales Sense is hosted by John Asher and Kyla O’Connell of ASHER Strategies which is a program on the Funnel Radio Channel.  ASHER Strategies is the sponsor of ASHER Sales Sense.     

  The job of the sales manager was never easy, but with economic headwinds and gusts of pandemic thrown in its now harder than ever. Sales managers are closing out the year and hoping 2021 will be better, but wishing and hoping generally don’t bring in new orders. You need help. And not just any help. Help from people who for the last twenty years have been providing sales leaders with the tools they need to get the job done. Wouldn’t it be great if you were given access to all of those tools in one box for sales managers only? About the host: John is the CEO of Asher Strategies, a Washington DC-based business providing sales advisory services to clients from startups to Fortune 500 companies. In his US Navy career, John was a submarine commander and manager of a $2 billion combat systems program. In his second career, he co-founded an engineering services company that grew at a compound rate of 42% for 14 straight years. John and his current enterprise provide sales aptitude assessments, sales training, and sales process improvement workshops globally. He is the author of Close Deals Faster and The Neuroscience of Selling, available through Amazon.

  This Asher Sales Sense Podcast – “Lifting Performance Beyond Recognition” - features host Kyla O’Connell with guest Paresh Shah, a world-recognized thought-leader on leadership, employee motivation, customer loyalty, innovation, and mindfulness. He is the Co-Founder and Chief Value Architect of Lifter Leadership, a global organizational development, and training company. Paresh has provided thought-leadership to clients across industries for over 30 years. His thinking has been featured at leading conferences such as TedX, SXSW (South by Southwest), Wisdom 2.0, International Yoga Expo, Junior Achievement Global, (WBEC) Women’s Business Executive Conference, (NMSDC) National Minority Supplier Diversity Council, International Advertising Expo, Disrupt HR, Ignite Talks, and many other major conferences and corporate events. The global pandemic has fundamentally disrupted the way we lead, support, and inspire performance in our teams. Lockdowns, distributed workforces, fear, and uncertainty have left employees feeling overwhelmed, confused, distracted, and disconnected. How do business leaders connect with and inspire their teams? Poorly. It’s a complex and frightful time. What business leaders and teams need is advice from technology engineers, Harvard MBA graduates, successful entrepreneurs, and even trained mindfulness yogis. If only there was one person who combined all of these capacities. Wait, there is one: Paresh Shah   About Kyla's Guest: Paresh Shah is a world-recognized thought-leader on leadership, employee motivation, customer loyalty, innovation, and mindfulness.  Mr. Shah is Chief Value Architect of Lifter Leadership, a global organizational development, and training company.  Lifter Leadership has developed a powerful training methodology to address the challenges organizations are facing today, and that uses the power of Zoom to reestablish connection and collaboration of teams to drive new levels of motivation, sales, and performance – wherever they are in the World, from C-suites to front-line workers. Paresh Shah is a trained engineer and received his MBA from Harvard Business School.  He is a business professor in several MBA programs and a sought-after mindfulness/yoga instructor.  Given his unique background bridging business, mindfulness, and organizational development from the Eastern and Western traditions, Mr. Shah is sought after speaker, advisor, and coach to global CEOs and leaders seeking to marry mindfulness and purpose to drive performance and personal well-being.   Paresh has spoken or trained South By Southwest, TedX, Wisdom 2.0, Junior Achievement, International Yoga Expo, and major corporate events on 5 continents.  His insights have been featured in Forbes, CEO.com, Inc. magazine, Entrepreneur, and Harvard Business School Press.

It’s given that personalities matter in business and that personalities differ. We all know these truths. And yet, in the moment of seller to buyer engagement we tend to forget and focus on the what we are selling rather than to whom we are selling. And not only that, we forget to adjust our communication styles to their personality styles. How good are you at knowing your personality traits and identifying your blind spots, your extremes? What if you could modify your extremes by stretching and turning your communication limitations into communication advantages? This Asher Sales Sense Podcast – “Personality Stretch Strategies to Reach Optimal Performance” - features host Kyla O’Connell, Senior Partner and Sales Facilitator at Asher Strategies. Kyla explains the techniques and power of personality stretching as taught in Asher Strategies “Close Deals Faster” sales seminars. Once you are aware of your personality extremes and blind spots, is personality stretching easy to learn? What is at stake if you are not stretching your extreme personality traits? Is personality stretching considered emotional intelligence (EQ)? Can you reach the highest levels of EQ without learning how to stretch your personality extremes? How critical is EQ in business today? Listen in to hear the answers to these questions (and more) so you can stretch like a sales pro and convert more leads into orders. Asher Sales Sense is hosted by John Asher and Kyla O’Connell of ASHER Strategies which is a program on the Funnel Radio Channel.  ASHER Strategies is the sponsor of ASHER Sales Sense.     

  The telephone has reemerged as a vital sales communication channel. Now more than ever, people now want to talk with each other. And we are “Zoomed Out.” Salespeople no longer need to feel they might be intruding. Prospects are answering their phones knowing that you might be a stranger and you might want to sell them something. When they answer, they allow you to interrupt their lives. The key is not whether you should make the call- it’s what are you going to say after they say hello? How should people be engaged when they answer the phone? Is it better to leave avoicemail or not? When should salespeople use the phone? Where in the sales funnel is the phone most important? What is the math for a good sales phone call? And what are two big ideas about phones that will make you a better salesperson and increase your success rate? Listen in to learn the answers to these questions so you can pick up that phone and close deals faster.     Asher Sales Sense is hosted by John Asher and Kyla O’Connell of ASHER Strategies which is a program on the Funnel Radio Channel.  ASHER Strategies is the sponsor of ASHER Sales Sense.     

How’s your sales network? Good? Are you satisfied with it? Are you sure there’s nothing you could do to improve it? Then don’t listen to this podcast. This podcast is for salespeople and business leaders who want to get better at what they do and become more successful. Have you noticed there are similar features in sports and sales? Teamwork. Goal orientation. The pursuit of excellence. Training for success. And the importance of building networks of friends, colleagues, mentors, and people you can work with to achieve success. About Kyla's Guest: Jake Kelfer is a lifestyle entrepreneur, life elevator, and coach to rising entrepreneurs and freedom seekers. He is the bestselling author of Elevate Beyond and Elevate Your Network, a high-energy motivational speaker on a mission to inspire millions of people to achieve personal success and happiness. Jake is the founder of the Professional Basketball Combine which helps NBA draft prospects turn their dreams of playing pro basketball into their reality. He and his work have been featured in Forbes, Sports Illustrated, and on ESPN, NBC Sports, USA Today, the Bleacher Report and many other major media outlets. Connect with Jake on social @jakekelfer! Asher Sales Sense is hosted by John Asher and Kyla O’Connell of ASHER Strategies which is a program on the Funnel Radio Channel.  ASHER Strategies is the sponsor of ASHER Sales Sense.     

You are a super-prepared salesperson.  You’ve acquired deep knowledge of your products, your markets, your customers – even your competition. In doing so, you’ve placed yourself well ahead of many salespeople who don’t put in the time to be a knowledge giant. Now comes the moment when you launch toward new sales. Will you be able to shift into performance mode like the sales athlete you could be? Or will you settle  for so-so results and waste all that preparation? This Asher Sales Sense Podcast – “Shift Your Mind” - features host John Asher with guest Brian Levenson, founder of Strong Skills, which provides executive coaching and mental performance coaching and consulting to elite organizations, performers and leaders He has worked with CEOs, professional athletes and teams in the NBA, NHL, and MLS, Division 1 athletic departments, the Federal Reserve, Department of Homeland Security, and many other organizations. How are sales and sports similar? What characteristics do successful sales leaders and athletes share? What qualities lead to performance success? What are intentional performers? How can we nurture nature and develop human potential? Tune in and learn the answers to these and other questions so you can shift into sales overdrive and leave your competitors in the dust.  About our Guest Brian Levenson Brian Levenson is the founder of Strong Skills, which provides executive coaching and mental performance coaching, speaking, and consulting to elite organizations, performers, and leaders. He has been fortunate to work with CEO’s, professional athletes, and with teams in the NBA, NHL, and MLS, Division 1 athletic departments, the Federal Reserve, the Department of Homeland Security, Hilton, Young Presidents Organization (YPO), and many other organizations. He also has a weekly podcast, Intentional Performers, where he interviews a diverse group of elite high performers. His new book, Shift Your Mind, is scheduled to be released in October of 2020. Brian currently lives in Bethesda, MD, with his wife and two kids.   Specialties: Shift Your Mind, Framework, Focused Habits, Resilience, Positive Psychology, Teamwork, Leadership, Mental Performance Education: BA, Syracuse University (Major in Sociology, Minor in African American Studies). MA, John F. Kennedy University in Sport Psychology Certifications: Leadership Coaching Certificate at Georgetown University Institute for Transformational Leadership, PCC Certified Coach with the International Coaching Federation (ICF), Hogan Leadership Assessment, Leadership Circle 360 Assessment Philanthropy: Board Member at PeacePlayers International, National Young Leadership Cabinet at Jewish Federation of North America, Supporter of DC Scores, Children Deserve a Chance, DC Soul, and others.  Asher Sales Sense is hosted by John Asher and Kyla O’Connell of ASHER Strategies which is a program on the Funnel Radio Channel.  ASHER Strategies is the sponsor of ASHER Sales Sense.     

eCommerce revenues have grown remarkably over the last decade and in the current environment, online purchases are accelerating exponentially.  According to eCommerce experts, shoppers are spending at least a third of their budgets online.  There are expected to be over two billion digital buyers by the end of next year.  What is your company doing about this?  Do you think eCommerce is too difficult?  Too expensive?  Not a good fit for your products and services?   This Asher Sales Sense Podcast – “Developing an eCommerce Strategy is Easier than Ever – features host John Asher with guests Hube Hopkins, President of WSI B2B Marketing in Charleston South Carolina and Chris Schofield, Company Director at IMUK Ltd in Yorkshire, England – two practitioners of the art and technology of eCommerce.    Does every company need an eCommerce site today?  Is eCommerce difficult and expensive to create and maintain?  What are the most difficult parts of setting up an eCommerce system?  Are there advantages of Cloud eCommerce compared to traditional eCommerce?  How secure is eCommerce?  And how do you create trust on an eCommerce site?  Tune in and learn the answers to these questions so your company won’t be left behind in the digital dust.   About Chris Schofield In 2002 Chris Schofield saw the potential of the Internet and invested in forming a new company dedicated to providing technical solutions and Internet Marketing services to businesses. An engineer at heart, Chris loves the technical challenges that the Internet presents and project manages all of our high-level technical solutions from start to finish. Having a background in Operations/General management Chris understands the complex business processes required to deliver online success.   Hube Hopkins, President WSI B2B Marketing in Charleston South Carolina   Hubert (Hube) Hopkins has been owner of WSI B2B Marketing for over 15 years. His digital marketing agency focuses on B2B clients in marine, manufacturing, oil & gas, and engineering verticals. Their focus is delivering qualified leads or direct sales via eCommerce for his clients. Building new websites, working website optimization, eCommerce, email marketing, SEO, paid online advertising, marketing automation, inbound marketing, and virtual event execution are some of the key tools Hube and his team excel at.   Asher Sales Sense is hosted by John Asher and Kyla O’Connell of ASHER Strategies which is a program on the Funnel Radio Channel.  ASHER Strategies is the sponsor of ASHER Sales Sense.     

You didn’t look at the time on your phone because it was stuck to your ear listening to a customer drone on in excruciating detail how he wants the installation to go and suddenly in a panic, you realize you’re late to an online staff call your boss set up to present a new company partner and you break off from your customer as best you can and head to your backroom still wearing your Bruce Springsteen tee shirt and you crash through boxes of supplies and hit the Zoom link and just as you go live on video you topple over your desk chair into the fish tank. You look and sound like an idiot. You need help (and maybe a refreshed resume). This Asher Sales Sense Podcast – “How Not to Look and Sound Like an Idiot During Online Meetings” – features host Kyla O’Connell with guest Susan Finch, Vice President for Operations at the Funnel Media Group (our podcast channel) and head of Susan Finch Solutions in Beaverton, Oregon. In addition to print and graphics, social media weaving, content writing, and managing, website streamlining, and training, Susan is also a seasoned podcast host, video host, and voiceover professional. As audio and video content has become more integral to content strategy, she guides clients to embrace the potential. What kind of background is best for your online meeting? Is a selfie cool for your headshot? How should you applaud a good point made? How many things should you be doing during the meeting? What’s the best way to stand up at the break? Should you ask any questions? Is there anything you could do after the online meeting? Listen in to learn the answers to these questions and hear stories of epic fails online so you can gain a moreprofessional online persona (and stay out of that fish tank). Asher Sales Sense is hosted by John Asher and Kyla O’Connell of ASHER Strategies which is a program on the Funnel Radio Channel.  ASHER Strategies is the sponsor of ASHER Sales Sense.     

If your closing results are soft, maybe it’s something you’ve forgotten how to do. There are three types of sales posturing and only one leads to more closed sales: equal sales posturing.  Stop being a weak apologist or arrogant, buy now or I’m done with you approach. If you don’t appear to be equal to the buyer, you will lose. Guest host Debb Borchardt, Vice President of Asher Client services, interviews Kyla O’Connell Senior Partner and Sales Facilitator at Asher Strategies about what she’s learned during years of successful sales coaching.  Why is proper posturing language so important? Why don't salespeople close for the next step 48% of the time?  Why does a salesperson get timid? What happens to a sales person's assertiveness in the sales process?  How inferior posturing helps a salesperson lose traction and control of the sale! Why does a salesperson act like a prospect is doing them a favor?  Asher Sales Sense is hosted by John Asher and Kyla O’Connell of ASHER Strategies which is a program on the Funnel Radio Channel.  ASHER Strategies is the sponsor of ASHER Sales Sense.     

Orders are down. Margins are down. Morale is down. It’s difficult being a field salesperson right now, but it might be even more difficult being a sales leader. Temporary measures are running out and the front office is calling for help. As a sales leader, it’s time to take action to meet your mid-term challenges and position your sales pipeline for the post-Covid environment. What tactics and behaviors should you be considering? And whose advice should you listen to? How about a successful CEO with a proven record of outside sale excellence? This episode of the Asher Sales Sense Podcast – “How to Lead a Sales Team in an Economic Downturn” – features host Kyla O’Connell with guest Steve Benson, CEO of Badger Maps, the number one route planner for field salespeople. Before founding Badger Maps in 2012, Steve was Google Enterprise’s Top Sales Executive Globally. He hosts his own podcast, “Outside Sales Talk”, where he interviews industry experts on their top sales tips. Steve is also the President of the “Sales Hall of Fame.” What changes do sales leaders need to make in their behaviors in a time of crisis to keep revenue flowing? What can a sales leader do to keep margins from compressing? What coaching do field sales reps need? How should sales leaders respond to internal pressures to reduce costs? What about recruiting in a down economy? What trends are already evident for the post-Covid economy? How should sales leaders be communicating and what message adjustments need to be made? Tune in to learn the answers to these questions so you can keep your sales team on top of a down economy. About Kyla's guest: Steve Benson is the Founder and CEO of Badger Maps, the #1 route planner for field salespeople. After receiving his MBA from Stanford, Steve joined Google, where he became Google Enterprise's Top Sales Executive Globally in 2009. In 2012 Steve founded Badger Maps to help field salespeople be more successful with multi-stop route planning. He also hosts the Outside Sales Talk podcast where he interviews industry experts on their top sales tips. Steve is also the President of the Sales Hall of Fame. Asher Sales Sense is hosted by John Asher and Kyla O’Connell of ASHER Strategies which is a program on the Funnel Radio Channel.  ASHER Strategies is the sponsor of ASHER Sales Sense.     

In 2019 the Business Roundtable, with the support of nearly 200 CEOs, redefined the purpose of a corporation from serving shareholders to promoting an economy that serves all Americans. The goal was to encourage businesses to reflect the way corporations can and should operate. Because without sales there is no business, this should be affecting how we view salespeople and how they view themselves. Yet if someone was asked how a salesperson should operate to achieve their purpose, the answer most likely would simply be: “Sell.” The July 2nd Asher Sales Sense Podcast – “The Purpose of a Salesperson” – features host John Asher with guest Jeffrey Wolinsky discussing why we need to think more clearly about sales and salespeople. Jeffrey is Director of Federal and National Sales for WTOP and the Federal News Network. WTOP is a commercial all-news radio station licensed to serve the Washington DC area and the Federal News Network covers the latest issues and breaking stories within the U.S. government. Is the salesperson’s job more than a solution-for-money transaction? How can salespeople improve on how they interact with prospects and clients? What are some of the most important things salespeople should be focusing on? How can sales leaders help their salespeople improve their performance for the benefit of both the company and the customers? What are three important things you should remember to stay happy in sales and in life? Tune in on July 2nd to learn the answers to these questions and gain a new perspective on the purpose of a salesperson. Asher Sales Sense is hosted by John Asher and Kyla O’Connell of ASHER Strategies which is a program on the Funnel Radio Channel.  ASHER Strategies is the sponsor of ASHER Sales Sense.     

Years ago, John Asher identified a major problem in the shift from prospecting to selling: insufficient research. Many salespeople try to make the first contact with potential buyers without doing the homework necessary to even get a meeting, let alone build rapport. It's frustrating to Google someone or some company and get sent to sites that don't quickly give you what you need. It's especially troublesome when you want to get a contract with a publicly-traded enterprise. So much data, so little help. What if there was a search engine specifically designed for salespeople? The June 18th Asher Sales Sense Podcast – “How to Spend Less Time Researching and More Time Selling” – features host Kyla O’Connell with guest Joe Benjamin, CEO and Co-Founder of CheetahIQ. After years of leading sales development and automated research processes for leading companies, he co-founded the CheetahIQ computer software company, where he’s also a Founder in Residence of the Antler Venture Capital Program in the New York City area. In Joe’s words: “Information sources are fragmented and the amount of info to sort through can be overwhelming. We’ve aggregated news, podcasts, and more, so you can find the most relevant and interesting info to leverage for outreach and meeting preparation.” What research sources should enterprise salespeople look at? What are the most overlooked research sources for enterprise salespeople? What makes 10-K annual reports and corporate earnings calls valuable to salespeople? How can salespeople use job postings to gain communication insights? What can you learn from a podcast by a business leader? Tune in on June 18th to learn the answers to these questions so you can spend more time doing what you do best: selling. About Kyla's guest: Joe has wide experience in sales and business development for consumer insights and marketplace companies. He was most recently Head of Sales for Storefront, the AirBNB of commercial real estate, and also worked as Director of Sales for Upfront Analytics, using mobile games to collect consumer insights for F500 brands. As general manager and head of sales of Trybe where he assisted enterprise companies with automated consumer research processes. Joe was a Founder in Residence of the Antler Venture Capital Program in the New York City area, helping entrepreneurs find co-founders and funding. In January of 2020 he co-founded the CheetahIQ computer software company in New York: “CheetahIQ is the fastest way to research your sales prospects. Information sources are fragmented and the amount of info to sort through can be overwhelming. We're solving that with the first research platform built for salespeople. We’ve aggregated news, podcasts, and more, so you can find the most relevant and interesting info to leverage for outreach and meeting prep. Your research can be done up to 10X faster than before, which means you'll have more time for quality touches, you can book more meetings, and neglect fewer accounts. Joe holds BA in Finance and Juris Doctor, Law degrees from Florida State University. Asher Sales Sense is hosted by John Asher and Kyla O’Connell of ASHER Strategies which is a program on the Funnel Radio Channel.  ASHER Strategies is the sponsor of ASHER Sales Sense.     

As a small business owner or leader, you’ve got your hands full. You’ve built the company up to where it’s successful, but you’re having trouble breaking through to the next level. You’re spending so much time on budget and personnel issues that your long-range plan is just to try to the end of the week. You feel all alone because you can’t talk to anyone about it. And you’re not sleeping. Wouldn’t it be great to hear advice from business leaders who were in the same place you are and now have billion-dollar enterprises? The June 4th Asher Sales Sense Podcast – “What Small Business Leaders Can Learn from Billion-Dollar Entrepreneurs” – features host John Asher with guest Ron Wills, President of CEO Focus Maryland/DC and President and Founder of the National Association of Business Owners & Entrepreneurs in the Washington DC Metro Area. Ron recently interviewed four billion-dollar entrepreneurs and will share the lessons he’s learned of their success that directly apply to small business owners and leaders. What challenges did these billion-dollar entrepreneurs face? How did they meet those challenges? What typical mistakes hold small businesses back? Do business coaches really help? What kinds of adjustments and new thinking are necessary for gaining break-through growth? Tune in on June 4th to learn the answers to these questions and start getting some sleep and enjoy going to work again. About John's guest: President of CEO Focus Maryland/DC, a peer advisory mastermind group of CEOs and Business Owners who work together and help each other move past issues holding their companies back.  With 29 regional offices across the country, CEO Focus business advisory groups include up to fourteen like-minded business owners with hundreds of years collective wisdom, thousands of experiences and case studies, and countless best practices. President and Founder of the National Association of Business Owners & Entrepreneurs (NABOE) in the Washington DC Metro Area.  Ron founded NABOE with the belief that the mid-market business community was undeserved in the Washington/Baltimore region. Startups and the largest multi-billion companies are served by many state and local agencies, but no one focuses on the owners of companies with $1MM to $200MM in revenue. That's NABOE's audience! Ron has career experience in banking operations, large client acquisition strategies, sales force development, and performance tracking.  He has served on the Boards of the Maryland India Business Roundtable, the Catholic Business Network, and the National Philharmonic.  Ron is a graduate of the University of Maryland with a BS in Marketing (Economics Minor) and an MA in Business in Administration. Asher Sales Sense is hosted by John Asher and Kyla O’Connell of ASHER Strategies which is a program on the Funnel Radio Channel.  ASHER Strategies is the sponsor of ASHER Sales Sense.     

Are you considering selling through distribution partners? It’s important to know what you’re getting into and hear expert advice before you make a decision. This program is for Presidents and Sales Managers. What matters most to success in sales through distribution? What skill sets do you look for in distributor sales teams? How do you set the terms of the relationships? What motivates distributor sales reps?  And how can you and your products and services stand out in this environment?  Find out the answers to these questions and more from Andrew Chisholm, CEO, and Founder of OurGumption, on the November 29th Asher Sales Sense podcast: ‘Bringing Sales Success to Distribution Sales Teams'. About our guest: Andrew Chisholm Andrew Chisholm’s highly successful 35-year career in service, sales, marketing, and executive leadership is driven by a passion for emerging, innovative technologies, as well as the ability to creatively influence and drive colleagues, channel partners, and customers toward mutual understanding and meaningful growth. He possesses an innate talent for motivating, developing, and leading top-performing sales teams, in addition to an uncompromising work ethic, unwavering integrity, creativity, and the ability to build strong relationships with all stakeholders. His technical experience, as well as his in-depth knowledge of the continuum of care facilities and their medical distribution channels, has led him to hold sales to executive leadership positions at several healthcare companies. In his work as a consultant, Andrew has carried his healthcare business expertise into other industries, advising senior management teams toward implementing innovative strategies and generating new business opportunities. He has applied these same principles and consultative services at the Health & Safety Institute, Contemporary Care, SWTelecom, and LSI Industries. Linkedin: https://www.linkedin.com/in/andrew-chisholm-33444571/ About OurGumption Our strength draws from decades of proven methods, with a wealth of industry expertise to achieve your revenue objectives. As the founder of OurGumption, an enthusiastic Andrew Chisholm brings a reasonable, down to earth, reliable and practical focus on his client’s objectives.  Asher Sales Sense is hosted by John Asher and Kyla O’Connell of ASHER Strategies which is a program on the Funnel Radio Channel.  ASHER Strategies is the sponsor of ASHER Sales Sense.     

  If you’re new to sales you’ve quickly discovered it’s a lot harder than it looks. You also could be struggling in your current sales position and don’t know why. Since you’re both professionals either coming to the plate for the first time or in a slump with a low batting average, why not listen to some tips from a professional sales coach? That’s what professional baseball players do. They listen to the advice of coaches and focus on fixing the most common errors. Salespeople would do well to follow such advice. The May 21stAsher Sales Sense Podcast – “The Five Most Common Mistakes in Sales” – features host Kyla O’Connell with guest Steve Johnson. He’s a retired Navy admiral with decades of experience as a government customer, business leader, and CEO advisor. Steve’s a senior sales trainer and facilitator for Asher Strategies and President of SBS Consulting, providing business process, management, and leadership expertise.  What’s the relationship between leadership and sales? How important is process to sales success? Why should sales and marketing professionals give a lot of attention to qualifying leads? How vital is trust in the sales process?  How can you build rapport with a buyer who won’t spend time on small talk? What makes role-play between sellers and buyers more effective? Tune in on May 21st to learn the answers to these and other questions and smash your sales goals. About Kyla's Guest: Steve Johnson Senior Sales Trainer and Facilitator at Asher Strategies I am a senior trainer and facilitator with special expertise for the military and government customers of ASHER. I provide strategic planning, senior program management, subject matter expert, and sales and marketing-consulting services to commercial customers, government organizations and program offices, and educational institutions. President, SBS Consulting Inc. SBS Consulting provides strategic planning, senior program management, executive coaching, process improvement, subject matter expert services, and sales and marketing-consulting services to commercial customers, government organizations and program offices, and educational institutions. I am a business adviser, executive coach, and facilitator with a passion for making a difference in the professional success and personal lives of business and not-for-profit executives. I have lived in leadership roles for my entire life. For the last 10 years of my military career, and for my entire post-military career, I have successfully led large and small programs and businesses, with profit-and-loss responsibility for budgets ranging from $1M to $450M. Early in my post-military career, I became a student of leadership, management, and selling psychology and still teach and facilitate in those areas. My personal passion is making a difference in the lives of those around me, through my coaching, facilitation, consulting, and training; and through my involvement in community initiatives that make the world a better place one life and one business at a time. Asher Sales Sense is hosted by John Asher and Kyla O’Connell of ASHER Strategies which is a program on the Funnel Radio Channel.  ASHER Strategies is the sponsor of ASHER Sales Sense.     

As a sales leader, the pressure is always on you to get the most out of your team. Even more so in this worrisome environment. But you’ve embraced the optimistic words that adversity can be opportunity. You’ve come up with ideas to help your sales team pivot from dead in the water to full speed ahead, yet you aren’t so sure how to roll them out to your dispirited and concerned sales team members. Consider this. Learning more about neuroscience factors influencing the acceptance or rejection of change can help you lead your sales team to success – even in trying times. The May 7th Asher Sales Sense Podcast – “The Neuroscience of Leading High-Performance Sales Teams” – features host John Asher with guest David Morelli, Founder of OrgCoach, an executive coaching and leadership training company specializing in guiding executives and teams through crises and uncertainty. David is also a professor of leadership, communication, strategy, and entrepreneurship in the Executive MBA program at the University of Denver’s Daniels College of Business. What do sales leaders struggle with most? What makes it difficult for people to change? How can sales leaders get change to stick? What drives salespeople to perform better? What gets in the way when sales leaders try to motivate their teams? Why do good initiatives sometimes not get adopted? Tune in on May 7th to learn the answers to theseand other questions and get your sales team back in the game. About John's guest: In over 20 years of executive coaching and leadership development experience, David Morelli has become an expert in a wide range of arenas including neuroscience, crisis management, peak performance, leadership styles, persuasive communication, design thinking, improvisation, storytelling, and more. David has coached millionaires, billionaires, musicians, movie stars, best-selling authors, and executives all over the world.  He has guided executives and their teams through crises during the dotcom crash, 9/11, and the Great Recession as well as other financial, industry, and marketplace disruptions. He has deep experience in the financial, technological, media, and healthcare industries. He has trained and coached senior leaders at Charles Schwab, Salesforce, Comcast, and DaVita, among others.  Asher Sales Sense is hosted by John Asher and Kyla O’Connell of ASHER Strategies which is a program on the Funnel Radio Channel.  ASHER Strategies is the sponsor of ASHER Sales Sense.     

We know online sales training works. It requires, however, a particular skill set to make it work, and John Asher explains why. This program is for sales managers, salespeople and of course, sales trainers. In this session, John Asher explains the seven elements essential to being a good sales trainer, how these key elements stack up in both in-person and through online sales courses. This also includes a creative approach combing live webinars, demonstrations, online skills, progress reviews, and live feedback to give salespeople the tools they need to close deals faster. Online training has been around since we’ve all been online. Many of us are familiar with stodgy online corporate compliance training – all the things we shouldn’t do in business – and crushingly boring online technical training – all the things we need to get right. Now more than ever businesses that want to stay positioned for success could use first-rate online sales training. What does it take to make online sales training most effective? Can it be as good as in-person sales training courses? How? This Asher Sales Sense Podcast features John Asher. the CEO of Asher Strategies, a Washington DC-based business providing sales advisory services to clients from startups to Fortune 500 companies. In his US Navy career, John was a submarine commander and manager of a $2 billion combat systems program. In his second career, he co-founded an engineering services company that grew at a compound rate of 42% for 14 straight years. John and his current enterprise provide sales aptitude assessments, sales training, and sales process improvement workshops globally. John is the author of Close Deals Faster and The Neuroscience of Selling, available through Amazon. Tune in on April 30th to learn how online sales training effective if the trainers have the proper skills.  Asher Sales Sense is hosted by John Asher and Kyla O’Connell of ASHER Strategies which is a program on the Funnel Radio Channel.  ASHER Strategies is the sponsor of ASHER Sales Sense.