Podcast appearances and mentions of asher strategies

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 

  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 on the NBDA Podcast, we're speaking with John Asher, an NBDA speaker and CEO of Asher Strategies, a firm that specializes in best-of-breed sales training. John is a graduate of the US Naval Academy and served his country for more than two decades. During his time in the military, John was involved in data gathering and was responsible for giving concise yet informative briefings all the way up the chain of command. Briefings where he honed not only his speaking but also his sales skills. After retiring from the Navy, John embarked on a career in sales and public speaking, and in this episode, we covered a wide variety of sales topics. These include his tips on listening techniques. Why the top 20% of salespeople earn more than 80% of the total income. Why 50% of sales success is having the appropriate inherent sales personality, and perhaps most valuable, a tool that allows you to discover personality insight of every one of your prospects and clients and costs only $29 per month. This is a great episode, especially if you are committed to the ongoing improvement of your sales and business development skills, and is a great example of the type of speakers NBDA members get to hear from. LINKSShow Notes About NBDA About Asher Strategies Brought to you by: YourPodcast.team GUEST John AsherAbout John Special Guest: John Asher.

  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.     

Our guest on this week's episode is author, speaker, and CEO John Asher. His company, Asher Strategies, offers sales advisory services to clients all over the world. Working with Vistage, an international network of CEOs, John has presented best practices in sales, sales management, and marketing. And his team has trained over 80,000 executives, salespeople, and managers in almost two dozen countries over the past 19 years. The author of Close Deals Faster and The Neuroscience of Selling is here to talk with us about all things sales.Solution selling is dead. The idea of building rapport, conducting a needs analysis of the buyer, and then offering a solution that fits no longer works in today's business world. While the average salesperson is a passive listener and good salespeople are active listeners, elite sellers are the ones who now practice perfect listening. No one stays at the top without training, especially with so much new information emerging in the field of sales. John breaks down the techniques that have replaced solution selling, including: How to become a perfect listener The five factors for sales success Identifying the right time to close a deal And much, much more John is truly a wealth of experience and information. He has helped so many salespeople get to the top of their game in the ever-changing landscape of modern sales. His approaches are backed by science and proven in the field. Become a more successful seller by becoming a perfect listener and listen now!

  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.

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.     

Marketers crave content, they are desperate for content, sometimes too desperate.  For this episode, the Behind the Mic Guys talk about why podcasts are the largest available source of content.  This podcast is for anyone that wants to offer insincere, storytelling, testimonial building, brand building, authentic content that can be used in 16 ways.  Behind the Mic's Podcast Guys Jim Obermayer is the founder of the Funnel Media Group which produces internet radio and podcasting programs for thirteen companies.  FMG has reached half a million listeners since its inception. Paul Roberts, founder and station manager of OC Talk Radio, the powerhouse internet radio and podcasting channel for Southern, California with over one million listeners a year. Read the Transcript (Literal).  You can use quotes but please attribute it correctly to the podcast. ----more---- Introduction:                   You're listening to Behind the Mic on the Funnel Radio Channel. Listen as Paul Roberts, Susan Finch, and Jim Obermayer talk B2B podcasting tips for companies, speakers, authors, marketing teams, and the C suite. Jim Obermayer:              Welcome to Behind The Mic. Today, we have me and Paul Roberts. To remind everyone, Paul Roberts produces all the programs in the Funnel Radio Channel. And on top of it, he has OC Talk Radio. That goes out to about 3 million people a year in Orange County, California, and a much broader audience. He has over 1 million downloads a year with all of his programs, including Funnel Radio, with the Santa Claus beard. Paul Roberts:                   Yeah, right. My Lincoln beard. That's trying to ... Abraham Lincoln famously grew a beard when a little girl wrote him a letter and said, "You don't look very good. I think you'd look better if you cover up your face." So I think that same applies to me here. Jim Obermayer:              We're going to talk about the many uses for podcasts from talk radio, to sales, marketing, HR, and customer service. There are long-term podcasts and short-term podcasts. There are over a million podcasts in the US now being offered, over a million. That's a big, big- Paul Roberts:                   Big jump from when you and I started. It was a quarter that five, six, seven years ago, there were only 250,000 podcasts. People were still trying to figure this thing out. Jim Obermayer:              And 29 million podcast episodes, so it's a substantial number, but you and I have found through the years that there are many types of podcasts. Why don't you take off here and talk to us about the many, many kinds of podcasts in both B2B and consumer? Paul Roberts:                   Well, let's start with an understanding. This is a new medium, and that I say that, it seems obvious, but it wasn't obvious to me when I started. I'd been in real radio 100 years ago, WMYKK 94, and thought this was just recorded radio.                                            This was something that we, like a radio show, you had a guest, you talked about a topic. The revolution was that was recorded and there were places storing these things you could do it. Webinars have been around as long or longer than podcasts, but there is no central repository for all the webinars taking place today. I don't know that you did a webinar unless you send me an invitation or you have it on your website, but I can go look up the podcast that you recorded today on iTunes, on Google, and a dozen other places, Stitcher, Spreaker, SoundCloud, and even places like iHeart that really were originally just for radio and music. Now they're collecting podcasts. Even Sirius XM is getting serious about podcasts. That's been the revolution in my understanding, that it's not just recorded radio. It's not just radio on demand.                                            It really opens up a whole world of things. For example, we know there's millions of storytelling podcasts out there. That's not something we heard on radio since the 20s, these serialized stories like serial the murder, did he really do it or didn't he? Each and every week we take a dive into this. The Great American Life, all the NPR shows are so popular. Comedy, I don't hear much comedy on radio anymore here, but there's tons of comedy. Politics, of course, all these different sorts of topics.                                            But types of shows, let's talk about internal versus external. There are a lot of people doing internal only podcasts. Cox Communication has one here in Orange County. They do a show. I don't produce it, but they do a show on meet our leaders and they get them to tell funny stories, insightful stories, tender touching stories so that you can actually feel like you get to know the people who run this company. They want to be a family, but it's an international organization spread out over multiple States, multiple countries. They don't have an opportunity to meet people. As we realize this is a new medium, we're finding new uses for it every day. Jim Obermayer:              Well, one of the things that attracted me to your platform, Paul, 11 years ago, pushing 12 now, was that it is a show that is broadcast live at a certain time every week. That's how we started SLMA, which has 556 episodes as of today, 117,000 listeners give or take a few. It started as that, certainly live program with the podcast replays. Most podcasts, they do it whenever they feel like it and it's in the garage or it's in the company studio, and they post it, but it's not live. Tell us a little bit about live versus podcasts that just podcasts, not a live venue, then the recorded podcasts. Paul Roberts:                   Having come out of real radio 8 years ago and discovering podcasting, I thought, "Well, on the surface is kind of like what we did. It's a half hour program, there's an interview. It's kind of like talk radio. What if we really did it live?" And everybody said, "Well, that's not what podcasting is. Podcasting is recorded and on demand." I said, "Well, you can still have that component, but what if you add a live component to it? What if you created a station where the Huffington Post, where we collect all these podcasts and we stream them live first and then turn them into a podcast. What does that do?" One, it finds an extra audience. I don't know why, but there are certain group of people that want to listen to things live. There's an urgency. As Mark Zuckerberg always says about Facebook, "You can see what my cat's doing anytime, but here's what my cat's doing right now."                                            So this creates an urgency to listen, an urgency to participate right now. The second thing is it does, and I think this may be the most important thing, is it changes the whole perception of it. You want to be in my podcast? It's in your bedroom. I don't know when it's going to come out. Okay. But it doesn't sound real important. You want to be on a radio show, that means it's a collection of shows all being live that somehow has built up an audience for that station. Don't listen to just one show, they listen to multiple, and it's live.                                            And the real thing that changes, it's how the guest reacts. If the guest comes on your podcast and you can start and stop and fix it up, there's not much pressure, but if it's live and it's going out to a certain number of people, it creates a whole different kind of conversation I think. And particularly in the guest's mind the importance of doing this, because they've told their friends and family and coworkers to listen. They're not sure how many listening, but they know some people who are listening and they will run red lights to get here.                                            When it's just a recording, "I'm busy," they cancel all the time. It's just a recording session, book another one. So it changes the perceived importance and it changes their whole reaction to it. If part of what you're doing is trying to get big people to come on that you want to meet and start a conversation with and get to know, what a powerful way to do it if you do it live. Much more powerful than if you just recorded. Jim Obermayer:              We found that to be true on the Funnel Radio Channel. When we talk about the kinds of podcasting, I guess it goes back to the reasons of why people do podcasts. Some people, granted, love to have a podcast that increases their brand and their thought leadership in the industry. Paul Roberts:                   Exactly, look at who I know and look at what I know. Jim Obermayer:              And they have their guests on and the guests help that. Those were very often talk radio type podcasts. Now you talked about one of the big telephone companies that has a podcast. Well, I know companies that the HR department has a podcast and it's private just for their employees. Paul Roberts:                   Exactly, like Cox does. I was actually on a panel with them here at the American Marketing Association. That's where I got to know they were doing this. And they said, "We just bought the gear and we started doing this, and we didn't know anything about it, but we wanted to create a connection. We wanted to create a conversation. We really wanted people to get to know the executives in this company. So how could we do that? Everybody can't come in and meet them. We put them up on stage and they don't really feel like they know them. What can we do where they feel like they have an intimate connection with them?" And the podcast was a powerful way to do it. And they've tracked their employee engagement and all these other things, it's gone through the roof. People suddenly feel like, "I know these CEOs and executives, and I feel more connected to them." Jim Obermayer:              Which means that sales people, sales managers, can do private podcast to train their people on new markets, new products, marketing people can do a series of podcasts every time they do a product introduction. Paul Roberts:                   Yeah. Right. It all goes back to the way we see the world and interact with the world. I don't read as much as I used to, I'm sorry to say. I listen or I watch. Even books, I listen to them now rather than read them in the car because we've moved to a mobile smartphone society and on that three inch screen it's harder to read than it is to listen or watch. That device was really designed to talk originally and to communicate. Now it's also watching because it's on all the time.                                            I don't know that we've adapted our marketing to fit that new medium. If that's where everybody's getting their information, if that's where they're learning about you and learning and downloading your information and doing their due diligence, if that's how they're getting to know you, then you've got to change all of your communication to be verbal or visual, and I think we're still living in a written world where we run, write pages and pages and pages of stuff. Maybe that's later where you give me the in depth info, but in the beginning, just talk to me and either show me, or tell me what you want me to know. Jim Obermayer:              Or shows on the Funnel Radio Channel are indicative of what's going on out there to a great extent in B2B. We've got INSIDE Inside Sales, Darryl Praill. He's got probably an average of 5,000 to 6,000 listeners a month. It's just for inside, inside sales. Paul Roberts:                   Right, as he says. Yeah. Jim Obermayer:              He's bringing people, salespeople to the program, sales managers, and consultants to give tips to inside salespeople. He doesn't want tactics. He doesn't want strategy. He wants tips for inside sales people. Paul Roberts:                   And don't you feel like you really get inside of his head, you really feel like you're in over listening on some intimate conversation? I mean, it's a very personal ... it doesn't feel like I'm watching a speech he's given. It feels like I'm really in a conversation with him or I'm listening to a conversation with ... I'm overhearing a conversation in the next booth here. Jim Obermayer:              Some of the producers love to have those high numbers. Matt Heinz over at Heinz Marketing gets 4,000, 5,000, 6,000 people a month. People can find that's public knowledge. Every month people go and listen to his programs going back four and a half years. Can you believe that, Paul? Four and a half years we've been doing this for Heinz marketing Paul Roberts:                   And he wouldn't do it just for fun. I mean, he's really into measuring and monitoring stuff. As all these guys are, he sees a real return on this stuff, and it isn't just the numbers. That's the mistake most people make. I don't care if it's your Twitter account, your Facebook, you can't just count how many people are subscribing or how many people are listening or watching. That's one metric, but the true metric is who's listening. It's not how many, it's who. If you only did a podcast and it reached only five people, but they were five big, important customers that you wanted to land or five important to counts that you already currently had, wouldn't it be worth the investment to have that kind of connection where they come back each and every week to listen to us? They make time in their busy schedule to listen to you for not 30 seconds, but for 30 minutes, where do you get that kind of access and uninterrupted conversation? Jim Obermayer:              When I speak to people about having a new podcast, first things they say to me is, "How many people will listen to me?" I will say, "Well, how big is your audience?" We promote the programs. We do it on social media and we get them out there, but the people that are most interested in listening to you are the ones that know about your product category, that are on your database, that are your customers, that are your prospects, that go to listen to at speeches, and that's how they build it. Matt Heinz speaks all over the country and he still gets 4,000, 5,000, 6,000 people a month tuning into his podcast to see what he has to say. Paul Roberts:                   And part of it is because it's a way to continue the conversation, not just the initial, meet me, here I am, listen to me. So he gives a speech in front of thousands of people at some trade show, okay, what's next? He packs up his dog and pony show and goes onto the next one here. But if he mentions to them, which I know he does, is, "You want to continue this conversation, listen to my podcast. You can certainly call me and schedule a meeting, happy to talk about that. But until that time, when you're ready to really sit down and talk to me about what I do, and if I can help you, you can keep connected to me. You can keep the conversation alive and going." For him, the introduction is to many of these people that they see in a trade show, the continuation of the conversation is the podcast. Too many people want it the other way round. They see it as just an ad to get leads. Jim Obermayer:              Well, this week, for instance, he's got Jim Benton, the CEO of Chorus.ai on. They're talking about your hired just in time for a pandemic. Q&A with Chorus CEO, Jim Benton. That is an interesting show that I'm going to listen to right after this one. Then we've got Asher Strategies coming on right after that. They're talking to Joe Benjamin CEO, CheetahIQ. How to spend less time researching and more time selling. Paul, we're going to have to interrupt things just a second, because we've got some commercials we have to give here. And when we come back, let's pick it up again. Then you can launch on why podcasts are so popular today- Paul Roberts:                   And so powerful. Jim Obermayer:              And so powerful. Paul Roberts:                   Yes, we do. And just a quick one to tell you that if you're intrigued by what we're talking about, you can join the conversation. You can start your own podcast. Have you ever thought about building your thought leadership? Have you ever thought about meeting people you couldn't otherwise connect with or creating content to fill up your website and your social media, then you've come to the right place. Funnel media makes podcasting easy. So you can be heard by hundreds or thousands or dozens or whoever you want to reach. Separate yourself from the crowd, contact Funnel media today to bring your story to life. We make it easy, convenient. You get the guest. We do the rest. We call it podcastmadeeasy.com, podcastmadeeasy.com. Let's do the rest of the conversation here. Jim Obermayer:              Well, we forgot about West Virginia University. They're a new digital marketing communications Master’s program. They have a new program out there. West Virginia university has been on our program for a couple of years. Every week they have professors and consultants come in to talk about how they teach their students. It's fully online, can be completed in a year. You can get a Master's program. It's with built in certifications from platforms like Google and Facebook. The program gives marketing professionals both strategy and skills to reach audiences on existing and emerging media, learn more at marketingcommunications.edu. That is, Marketingcommunications.edu. Paul Roberts:                   It's not easy to read all those letters. I try and do it every week. Jim Obermayer:              Wvu.edu. Paul Roberts:                   That's right. West Virginia university education. There it is, marketingcommunications.wvu.edu. Jim Obermayer:              Let's finish up our discussion about podcasting, why it's so popular. I want you to talk about the other programs you have on OC Talk Radio. What are the other kinds of shows that you have on? Paul Roberts:                   Well, let's talk about topics, because that's ... Most of our shows like the shows on Funnel Radio fit a certain format. They are to a certain degree like a talk radio show. And what makes them so interesting and informative is you're getting access to people you would never otherwise meet. You can't sit with those CEOs you just rattled off, but Matt Heinz can. And through him, you vicariously get to meet these people. Then it's a conversation. It's not just a scripted thing. They're really sharing some vulnerabilities. I think they get open. They get honest. They get real. Like most social media today, we're looking for authenticity by over just information. We want to know, get real about something, the problems today.                                            Okay. Well, how do we handle the fact that we're bringing you salespeople online during probably one of the most difficult, horrible times to try and go out and sell anybody, anything here? How do you handle that? It's really a conversation and not just an infomercial. Jim Obermayer:              What were the titles of some of your programs? Paul Roberts:                   So, we've got programs like Talent Talk Radio. Talent Talk is a show about HR directors. It's a company that puts out a background checks. Truthfully, they probably just wanted to meet all these people and start a relationship with them, but in the course of doing so, they found out, "Oh my God, people really want to tune in and listen to this stuff, who knew?" HR people can be the dullest people on the planet, in my opinion, but it's such a complex topic these days and the show host is so good at getting them to get real and get past the happy talk. "Oh, everything's perfect. We got no problems."                                            "Yeah. You're the only company in the world that doesn't then." How do you handle diversity? How do you handle all these issues that are hot button issues today here? And he gets them to open up and be real and really give some interesting insights. And he gets some really powerful people. It's amazing. He's had the HR director for Sears, for Vans, for Lockheed Martin, for Chipotle was on the other day. He had the HR director for General Motors on worldwide. You never get a chance to hear these people, so- Jim Obermayer:              How can someone go to his program? Where can they find it? Paul Roberts:                   They can go to OCtalkradio.net. Just click on the button for the program, it'll take them right to it there. And he's on, as all our programs, as all the programs that we syndicate from you and produce here locally, we're on iTunes, iHeart, TuneIn, Spreaker, SoundCloud, Stitcher, any place fine podcasts are found you can probably find ... you can probably find it multiple ways. You can look up the show, Talent Talk. You can look up our station and see the station feed with all of that, just as there is a Funnel feed for all the shows on the Funnel network. So all of those are ways to find them. Jim Obermayer:              What are some of the other shows that you've got on? I know you've got a whole bunch of them on. Paul Roberts:                   There's Riches And Niches. You ever heard that? We're not trying to get one show that gets 1,000,000 listeners. We're trying to have 1000 shows that get 1000 listeners. We're trying to own some subject, so we tend to drill down into very obscure things like alternative investment strategies. I didn't even know what that meant. I thought he was going to talk about odd ball things like baseball cards or coins. It turns out he interviews hedge fund managers and mutual fund managers, the people who come up with active investment strategies where they get in and get out of the market, no more timely topic today than that. They have many of these strategies, didn't see the giant downturns, because they're not just riding stocks and sticking them with them as they go up or down. They're trying to time the markets, trying to predict things, or they're trying to find things that don't fit the same patterns as the market.                                            They're trying to find business development corporations, or commodities, or other things that aren't correlated to the rise and fall of the market. Jim Obermayer:              Is the Charlie Hedges show? Paul Roberts:                   Charlie Wright. And Charlie Wright's an RIA, registered investment advisor, means he manages rich people's money for a percentage. He's not a financial guy that's trying to get them to buy something. They'd give him, I don't know, 1% or 2% of their assets and say, "Go play with it and make us all more money here." Jim Obermayer:              What's the Zandbergen Report. Paul Roberts:                   Zandbergen Report is another type of financial show. He is a financial advisor and he again handles extremely wealthy people here in Newport Beach. And he tries to give a more broad based understanding of many of the things businesses face today, inheritance, trust funds. He's done shows on how do you ensure your high value vehicles and other oddball topics that I thought, "I don't know, I guess I never thought about that," but it's for that group of people, most of whom have suddenly come into wealth. They've sold their company, they went public, and now what do I do with all this money? So he helps them diversify it and not just invest it properly, but to create an entire plan, how they're going to preserve it and pass it on and protect it from taxes and all these things. Jim Obermayer:              What's that program this morning that's on Thursday mornings before all the Funnel Radio Channel programs, the one at 8:00 AM. Paul Roberts:                   Health Talks with Dr. Trinh. Dr. Trinh, he's on the board of Alzheimer's here locally. He's a physician at Memorial Care, big chain here, and also a clinical researcher. So very active speaker in the community. He does just an open talk about health issues every Thursday morning, and hundreds of people. We do that through his Facebook channel. We not only stream it live, but we also go live on his Facebook channel. And, oh my God, hundreds of people participate and want to know, "Should I wear a mask or shouldn't I? Is this going to go away, or isn't it? Tell me the facts from the fiction," and he tries to break it down and give what, as he said, is an ever changing story on an ever changing subject here, but he tries to sift through it and simply tell you. So, that's more of a community based show. We have a lot of specific niche shows. Jim Obermayer:              What about Collective Wisdom? What is that all about? Paul Roberts:                   Collective Wisdom, the collective wisdom of ... Now, that's a topic I'm sure is near and dear to your heart here, Jim. It's the cannabis industry, the business of cannabis. Cannabis is a multibillion dollar business that's being born before our eyes. And as you can imagine, there's lots of rules and regulations being written as we speak. It's the Wild West. There are people who literally are going to make billions out of this, but there are people who are losing billions right now because they don't understand the complexities. They can't get credit cards because it's still federally prohibited. So banks won't let them, so it's a cash based business. Yet they're trying to be legitimate to retail stores, all sorts of craziness. Jim Obermayer:              Me made good on our promise today that there are many uses for podcasts, from talk shows to sales and marketing and HR. Paul Roberts:     And don't just think of it as a talk show. We do 99% of our talk shows, because that's what we all understand. That's the easiest to produce, but it could be a series. It could be a series that you sell. It could be a series of internal conversations. It could be a series like a giant ebook that explains something in great detail. Here's the four stages of growth. Here's the five steps to doing this. It can be fun. It can be informative, and it can be short. It can be long. It can be individual episodes or an arc of a story, but it's a new way of storytelling, which is what we're all looking for over a new medium that we all carry with us. That smartphone that's with you 24 hours a day, that's how you talk to people

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.     

You’re working remotely during this interruption of normal business transactions. Instead of dashing to strategy sessions and prospect meetings and spending hours in transit, you are either staring at your computer screen or cleaning out closets. A better use of this bonus time would be to relook at how you are connecting with your customers. Perhaps you should consider Account-Based Marketing (ABM) to adjust to market realities. ABM turns the traditional funnel upside down and is delivering higher ROI than most other forms of marketing. Come hear why everyone is talking about Account-Based Marketing. The April 16th Asher Sales Sense Podcast, “Account-Based Marketing in Challenging Times,” with host Kyla O’Connell features Gail Walls, Senior Funnel Management and ABM Certified Strategist at Communica, a full-service advertising, marketing and PR firm in Columbus, Ohio. What’s a precise definition of Account-Based Marketing? What’s an example of how it can be used? Is this a complete shift of strategy in terms of sales and marketing campaigns? What’s the data on success rates? Is there a typical process to develop an ABM strategy? Tune in on April 16th to hear Gail Walls answer these and other questions and find out why ABM just might be your company’s certain play for these uncertain times. 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.     

What’s a key difference between elite salespeople, the ones getting the lion’s share of contracts, and average salespeople? Natural aptitude? Certainly. Training? Of course. But then why do so many gifted and experienced salespeople miss their sales goals? The same way gifted and experienced professional athletes fail to win. Their heads get in the way. What if you could get “unstuck” from good and achieve greatness? What if you can improve your mindset?    Highlights: It isn’t what happens in life it’s how you react to it The best sales reps have an influence on how they show up in life There is a formula for success to be happy: Skill-set x mind-set = results The final frontier for sales reps is not more sales training but min-training. Asher Sales Sense podcast, “How to Build a Rejection-Proof Sales Mindset” with host John Asher features Umar Hameed, CEO of No Limits Selling, making salespeople and sales teams more awesome! Umar is an expert in changing individual behavior and improving team dynamics. He uses techniques and tools from the world of Applied Neuroscience and NLP to make individuals and organizations more successful. Umar’s new adventure is an app, NeuroBoosterz, that allows YOU to take charge of your mindset so you can decide how you want to feel and act in any situation. Listen to the whole program here: How to Build a Rejection-Proof Sales Mindset How important is mindset to being successful in sales and in life? How do beliefs impact sales performance? Why do people second-guess their abilities? What drives human behavior? Why do some people give up too easily? Tune in on February 6th to hear Umar Hameed reveal how you can get your head out of the way so you can swing for the fences and hit those sales home runs. About John's guest: Umar Hameed is an expert in changing individual behavior and improving team dynamics. He uses techniques and tools from the world of Applied Neuroscience and NLP to make individuals and organizations more successful. He works with leaders, salespeople, and teams that want to become exceptional. Hameed says, “Every behavior and team dynamic has a belief that drives it. You can’t create change unless you address the underlying belief.” NoLImitsSelling's new adventure is an app, NeuroBoosterz allows YOU to take charge of your mindset so you can decide how you want to feel and act in any situation. This will allow you to show up as your best self in every area of your life.   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.     

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. Online sales training courses – the essentials to growing business – have been in the mix since the beginning and there are a few good ones out there. Now more than ever businesses who 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? The April 2nd Asher Sales Sense Podcast is “Seven Elements of Crazy Good Online Sales Training” with John Asher. 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. John is the author of Close Deals Faster and The Neuroscience of Selling, available through Amazon. This Asher Sales Sense session covers John Asher’s explanation of seven elements essential to being a good sales trainer, how these key elements stack up in both in-person and online sales courses, and 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. Tune in on April 2nd to learn how online sales training can be crazy good.

Elite salespeople, regardless of company, invariably have sales and marketing departments with a defined process to support salespeople and drive revenue. In this five-minute program, John talks about sales and marketing processes that can support salespeople. If you listen to this and you are a salesperson, you will instinctively know if your company has a sales or marketing process to support your efforts. This program is an extract from the March 5th Asher Sales Sense Podcast is “Five Factors for Success in Sales: The Secrets to Becoming an Elite Salesperson with John Asher. You may also like: How Elite Salespeople Present and Appeal to the Customer’s Needs About John Asher Asher discusses his explanation of the Asher Method he’s developed to help salespeople close deals faster. 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. John is the author of Close Deals Faster and The Neuroscience of Selling, available through Amazon. This Asher Sales Sense session covers how John Asher uncovered the five essential factors to success in sales. What are they? Do you have any control over them? Which ones are most important? How do they relate to each other? Are there any tools that can help you achieve the kind of sales success that can make you the sales team hero? Tune in on March 5th and find out how you, too, can unlock secrets to closing 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.     

  The fourth factor for success is motivation. While this is a very complex subject, John Asher says he has found the four things that affect the mindset of salespeople. The elite salesperson has learned to work with and control some of the factors that lead them to be constantly motivated to perform. Hints: one of the factors is built-in, the other three, he or she has learned to cope with.  ----more---- This program is an extract from the March 5th Asher Sales Sense Podcast is “Five Factors for Success in Sales: The Secrets to Becoming an Elite Salesperson” with John Asher. The full program can be heard here: Five Factors for Success in Sales: The Secrets to Becoming an Elite Salesperson Asher discusses his explanation of the Asher Method he’s developed to help salespeople close deals faster. 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. John is the author of Close Deals Faster and The Neuroscience of Selling, available through Amazon. This Asher Sales Sense session covers how John Asher uncovered the five essential factors to success in sales. What are they? Do you have any control over them? Which ones are most important? How do they relate to each other? Are there any tools that can help you achieve the kind of sales success that can make you the sales team hero? Tune in on March 5th and find out how you, too, can unlock secrets to closing 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.     

Are product knowledge, personality, and persistence enough to make an elite salesperson?  Not really. Without sales skills, well-meaning but skill-less salespeople will flounder. In the episode, John Asher talks about the need to have superior skills, ten of them in fact, to be an elite salesperson. This program is an extract from the March 5th Asher Sales Sense Podcast is “Five Factors for Success in Sales: The Secrets to Becoming an Elite Salesperson” with John Asher. ----more---- You May Also Like: How to Hire a Natural Born Salesperson - Karen Caplan About John Asher Asher discusses his explanation of the Asher Method he’s developed to help salespeople close deals faster. 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. John is the author of Close Deals Faster and The Neuroscience of Selling, available through Amazon. This Asher Sales Sense session covers how John Asher uncovered the five essential factors to success in sales. What are they? Do you have any control over them? Which ones are most important? How do they relate to each other? Are there any tools that can help you achieve the kind of sales success that can make you the sales team hero? Tune in on March 5th and find out how you, too, can unlock secrets to closing 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.     

Some salespeople are great at their profession and some are not. What does it take to become an elite salesperson? Are you just born to it or does it come with a lot of sweat equity? Maybe both. What factors determine your success? Why do some salespeople make a sale seem almost effortless? Are natural born hunters born? ----more--------more---- This program is an extract from the March 5th Asher Sales Sense Podcast is “Five Factors for Success in Sales: The Secrets to Becoming an Elite Salesperson” with John Asher. The full program can be heard here: Five Factors for Success in Sales: The Secrets to Becoming an Elite Salesperson Asher discusses his explanation of the Asher Method he’s developed to help salespeople close deals faster. 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. John is the author of Close Deals Faster and The Neuroscience of Selling, available through Amazon. This Asher Sales Sense session covers how John Asher uncovered the five essential factors to success in sales. What are they? Do you have any control over them? Which ones are most important? How do they relate to each other? Are there any tools that can help you achieve the kind of sales success that can make you the sales team hero? Tune in on March 5th and find out how you, too, can unlock secrets to closing deals faster.  You may also like: Learn the 3 Things Leaders Master for Growth, Scale, and Success - Beth Berman 5 Minute Podcast   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.     

  For this podcast, John Asher covers the first of five factors for success in sales, Product Knowledge, that gives salespeople power and confidence.  The faster they attain deep product knowledge the more confident they become and they are accepted by their prospects as knowledgeable salespeople that can answer their questions. Salespeople that try to BS their way past product questions are immediately detected and dismissed by the prospect.  ----more---- It’s estimated there are about 25 million people in the US who have sales or business development attached to their titles and job responsibilities. Some are great at their profession and some are not. What does it take to become an elite salesperson? Are you just born to it or does it come with a lot of sweat equity? What factors determine your success? Why do some salespeople make a sale seem almost effortless? This program is an extract from the March 5th Asher Sales Sense Podcast is “Five Factors for Success in Sales: The Secrets to Becoming an Elite Salesperson” with John Asher. The full program can be heard here: Five Factors for Success in Sales: The Secrets to Becoming an Elite Salesperson Asher discusses his explanation of the Asher Method he’s developed to help salespeople close deals faster. 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. John is the author of Close Deals Faster and The Neuroscience of Selling, available through Amazon. This Asher Sales Sense session covers how John Asher uncovered the five essential factors to success in sales. What are they? Do you have any control over them? Which ones are most important? How do they relate to each other? Are there any tools that can help you achieve the kind of sales success that can make you the sales team hero? Tune in on March 5th and find out how you, too, can unlock secrets to closing deals faster.  You may also like: How to Build a Rejection-Proof Sales Mindset   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.     

  Let’s demystify Neuro-Linguistic Programming (NLP) so we can sell more stuff. NLP has an imposing name, but it’s not really rocket science. It’s only “brain language” and knowing how to communicate with it can elevate your sales game to the elite level - especially if you combine it with practical applications. Price objections, for example.  You can use NLP to shift the customer conversation from price to value. And what salesperson doesn’t want to do that? ----more---- The March 19th Asher Sales Sense Podcast, “Harnessing Neuro-Linguistic Programming to Reframe Price Objections” with host Kyla O’Connell features Dr. Flynn Bucy, Managing Director of the Bucy Group in the Washington DC Metro area. The Bucy Group provides strategic consulting, change management, and organizational capacity building to develop foresight, agility, and resilience in times of rapid growth and change. Founder Dr. Flynn Bucy is a leader in changing mindsets to increase performance. Bucy Group consultants bring together a wide range of expertise to solve complex problems. What exactly is NLP? What are fundamental NLP skills? What does the term “reframe” mean in the sales environment? What are two very useful reframes employed in changing customer viewpoints without challenging them directly? And what are three great takeaways salespeople can immediately use to overcome price objections? Tune in on March 19th to hear Dr. Bucy’s answers to these questions so you can get out there 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.     

For this episode of Asher Sales Sense Podcast, Alan Stein Jr., the sales coach will reveal the performance secrets of world-class athletes and how they can inspire and empower you and your team to take immediate action and improve mindset, habits, and productivity. ----more---- Alan has worked as a performance coach with the highest-performing basketball players on the planet, including NBA superstars Kevin Durant of the Golden State Warriors and Victor Oladipo of the Indiana Pacers. He understands the principles of top performance, mental toughness, and consistent achievement and that whether on or off the court, the fundamentals of performance and achievement are identical. Listen in and learn how you can lead your sales team to victory. In this episode, Alan discusses the importance of listening as a skill for the sales leader and salesperson. This nine minute extract is taken from an earlier episode Improving Sales Leadership Performance with World Class Athlete Mindsets.  In this extract Alan and John Asher talk about: The traits of an active listener It’s not about you What a list-back is How listening builds trust Why all traits of an elite effective leader are the same traits of an elite and effect salesperson Why most people who aren’t good as listeners don’t know they aren’t good as listners About our guest, Alan Stein, Jr. Alan Stein, Jr. is a performance coach, consultant, speaker, and author of the recently published book, Raise Your Game: High-Performance Secrets from the Best of the Best. High achievers are at the top of their game because of the discipline they have during the unseen hours. They have made a commitment to establish, tweak, and repeat positive habits in everything they do. RAISE YOUR GAME examines the top leaders in sports and business and proves that success is a result of the little things we do all the time. After 15 years working as a performance coach with the highest-performing basketball players on the planet, such as NBA superstars Kevin Durant of the Golden State Warriors and Victor Oladipo of the Indiana Pacers, Alan understands the principles of top performance, mental toughness, and consistent achievement. Whether on or off the court, individual or collective development, the fundamentals of performance and achievement are identical. Alan teaches people and businesses how to use the same mindsets and habits as world-class athletes to achieve goals by using sports-proven strategies of closing the gap between what they know they should do and what they are actually doing. “For an organization to thrive, every member of the team needs to make the conscious choice to be an influential leader and selfless teammate. I help businesses get clarity on their identity, standards, and culture with a focus on leveling-up productivity, shifting mindsets and improving team cohesion. I help key decision makers, CEOs and managers develop authentic leadership skills that will enable them to radically drive performance metrics within their organizations.” Alan delivers high-energy keynotes and interactive workshops to improve performance, cohesion, and accountability. He inspires and empowers everyone he works with to take immediate action and improve mindset, habits, and productivity. ___________________________________________ 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’s estimated there are about 25 million people in the US who have sales or business development attached to their titles and job responsibilities. Some are great at their profession and some are not. What does it take to become an elite salesperson? Are you just born to it or does it come with a lot of sweat equity? What factors determine your success? Why do some salespeople make a sale seem almost effortless? ----more---- The March 5th Asher Sales Sense Podcast is “Five Factors for Success in Sales: The Secrets to Becoming an Elite Salesperson” with John Asher. John continues his explanation of the Asher Method he’s developed to help salespeople close deals faster. 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. John is the author of Close Deals Faster and The Neuroscience of Selling, available through Amazon. This Asher Sales Sense session covers how John Asher uncovered the five essential factors to success in sales. What are they? Do you have any control over them? Which ones are most important? How do they relate to each other? Are there any tools that can help you achieve the kind of sales success that can make you the sales team hero? Tune in on March 5th and find out how you, too, can unlock secrets to closing 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.     

  With too much to do, too many emails and too little time, it can be a struggle to finish projects, meet deadlines and get results on time and on target. Many professionals are working reactively and at a rapid pace, just trying to keep up, which often brings feelings of stress, frustration and overwhelm. ----more---- This kind of workday is pervasive and persistent and sadly believed by many to be unchangeable. In addition, a faulty assumption is often made that everyone knows how to manage their day efficiently, effectively and productively, but not everyone does… and it’s often left to chance. But this can be a costly mistake.  This Asher Sales Sense Podcast “How to Manage Email” is taken from the radio broadcast “Revolutionize HOW You Work for Maximum Efficiency and Better, Faster Results.” Host Kyla O’Connell and guest Leslie Shreve talk about the part of the workday that is often overlooked and left to chance—but shouldn’t be. It’s the email time suck. Leslie Shreve is a workload management and productivity expert, and the Founder and CEO of Productive Day®.  She is also the creator of Taskology® The Science of Getting Things Done.  For more than 13 years, Leslie worked in corporate office environments before establishing Productive Day in 2003. Leslie has taught hundreds of clients from more than forty different industries how to use a workday strategy that WORKS so professionals can gain more clarity, confidence, and control in their workday.  As a result, clients become more efficient, productive and proactive, as well as strategic, creative and innovative. ___________________________________________ 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.     

Being Vice President of Sales is a tough job. You’ve climbed your way up in the organization not only through your innate talent as a salesperson but also through your organizational skills. Now’s the hard part: building a sales team that’s as good or better than you at bringing in new clients. You’ve hired the best people you could find, evaluating their natural aptitude, past performance, and fit into your company’s culture. Now what? Send them right out to the field? Maybe that’s rushing it a bit. More likely than not, it’s best to first spend time preparing your hunters to hunt. ----more---- The February 20th Asher Sales Sense Podcast, “Building Best Practice Product Knowledge Training” with host Kyla O’Connell features Sahar Mehrabzadeh, Executive Vice President for Sales at Bay Cities Packaging and Design.  Sahar describes how she constructed a best practice onboarding and sales training program focusing on product knowledge that gets the kind of super sales results that reward salespeople and delight company executives.   How did such a best practice product knowledge training program get started?  How can you structure your own?  What are ways to handle fast-learners?  When do you know a salesperson is ready to start interacting with customers?  What happens when more experienced salespeople join the team?  What’s the end deliverable after the training is complete?  Tune in on February 20th to hear Sahar answer these questions and give valuable advice to VPs of Sales in need of developing internal training programs.  Follow Sahar’s lead and equip your hunters to beat the competition and delight your customers!  Sahar Mehrabzadeh  Executive Vice President of Sales Sahar’s journey with Bay Cities began in 2006 as a Marketing Manager. In this role she developed Bay Cities’ first marketing department and pioneered a fresh approach to customer outreach for the company.  In 2013, the contacts and account relationships she developed in marketing led her to step into a new role as the Director of Sales for Point of Purchase Displays. In this role, Sahar broke new ground for Bay Cities by opening multiple new national accounts, such as the Electronic Retailers Association (ERA), while continuing to keep Bay Cities’ focus on sustainable development through her position on the Executive Leadership Team.  In October 2019, Sahar became Bay Cities’ first Executive Vice President of Sales. In addition to leading Bay Cities Sales force, she champions Bay Cities’ unique position as the liaison between brands and the retailers and sales channels they serve by connecting brands with the end consumer through point-of-purchase displays, packaging, and consumer experiences.  Sahar continues her outreach through presentations around the country on sustainability, the fundamentals of performance packaging, and the use of emerging technologies such as augmented reality to create dynamic customer experiences and engagements with brands and retailers. ___________________________________________ 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 it possible to find a “natural-born” salesperson? Of course, says Karen Caplan, President, and CEO of Frieda’s Specialty Produce in Los Alamitos, California.  It’s often been said that the hardest thing for business leaders and owners to do is hire good salespeople.    ----more---- Dream sales candidates can turn into nightmares and they are expensive and complicated to separate once they’re in the system. What’s most important in hiring salespeople? Experience? Aptitude? Culture? What does an experienced CEO of a highly successful business value most?  She values the natural born salesperson and has learned how to find them. This could be the most rewarding 6 minutes you’ll spend all year. This program is an extract from an interview with Karen Caplan on January 14th with host John Asher of Asher Sales Sense: Two Things CEOs Should Look for in Hiring Top-Performing Salespeople About Karen Caplan Karen Caplan knows jack…fruit, among many other exotic fruits and vegetables. After all, produce is in her blood.  The eldest daughter of produce trailblazer Dr. Frieda Rapoport Caplan, founder of Frieda’s Specialty Produce and the first woman to own a produce company in the U.S., Karen graduated from UC Davis with a Bachelor of Science in Agricultural Economics and Business Management and entered into the family business.  Now the co-owner, president, and CEO of Frieda’s, Karen is a produce industry leader. She was the first female chairperson of the United Fresh Produce Association and the first female president of the Southern California-based Fresh Produce & Floral Council. She has served on numerous boards and leadership positions, including as chairman and vice-chairman of the USDA Fruit & Vegetable Industry Advisory Committee and board member of the Federal Reserve Bank, Los Angeles branch, and the Second Harvest Food Bank of Orange County. Karen currently serves on the boards of the California Agricultural Leadership Foundation, CSU-Cal Poly Pomona Dean’s Advisory Board, and UC Davis Agricultural Issues Center. She is also the current president of The Trusteeship, the Southern California chapter of the International Women’s Forum.  Karen is a frequent keynote speaker and panelist on leadership, innovation, and produce trends. She also writes a weekly blog, “What’s on Karen’s Plate?”. Connect with Karen on Twitter @Karen_Kiwi and on LinkedIn.  ___________________________________________ 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.     

What’s a key difference between elite salespeople, the ones getting the lion’s share of contracts, and average salespeople? Natural aptitude? Certainly. Training? Of course. But then why do so many gifted and experienced salespeople miss their sales goals? The same way gifted and experienced professional athletes fail to win. Their heads get in the way. What if you could get “unstuck” from good and achieve greatness? ----more---- The February 6th Asher Sales Sense Podcast, “How to Build a Rejection-Proof Sales Mindset” with host John Asher features Umar Hameed, CEO of No Limits Selling, making salespeople and sales teams awesomer! Umar is an expert in changing individual behavior and improving team dynamics. He uses techniques and tools from the world of Applied Neuroscience and NLP to make individuals and organizations more successful. Umar’s new adventure is an app, NeuroBoosterz, that allows YOU to take charge of your mindset so you can decide how you want to feel and act in any situation. How important is mindset to being successful in sales and in life? How do beliefs impact sales performance? Why do people second-guess their abilities? What drives human behavior? Why do some people give up too easily? Tune in on February 6th to hear Umar Hameed reveal how you can get your head out of the way so you can swing for the fences and hit those sales home runs. About John's guest: Umar Hameed is an expert in changing individual behavior and improving team dynamics. He uses techniques and tools from the world of Applied Neuroscience and NLP to make individuals and organizations more successful. He works with leaders, salespeople, and teams that want to become exceptional. Umar says, “Every behavior and team dynamic has a belief that drives it. You can’t create change unless you address the underlying belief.” Umar’s new adventure is an app, NeuroBoosterz allows YOU to take charge of your mindset so you can decide how you want to feel and act in any situation. This will allow you to show up as your best self in every area of your life. ___________________________________________ 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 Asher Method’s Top Ten Selling Skills have helped thousands of salespeople achieve their sales and professional goals. Like any process, however, some steps can be more challenging than others. What are the three weakest – most difficult – sales skills that salespeople struggle with? If you listened closely to a sales expert give you tips on how could master these, could it make a difference in your sales performance, bonuses, and overall happiness with life? You bet it would. ----more---- The January 30th Asher Sales Sense Podcast is “Mastering the Three Weakest Selling Skills” with Asher Strategies Studio director Dave Potts interviewing show co-host Kyla O’Connell,  Senior Partner and Sales Facilitator at Asher Strategies. Kyla shares what she’s learned about these three most challenging selling skills during years of successful sales coaching and working inside companies bringing out the best in their sales talent. What are the three weakest selling skills and why does mastering them matter so much? What are some examples of how salespeople struggle with them? What warning flags should you look for in your current approaches? What adjustments can you make to greatly improve your success rate with these skills?  une in on January 30th to find the answers to these and other questions and kick your sales game up to elite level. Add the ASHER Sales Sense skill to your Alexa capable device to play the most recent episode or choose from a list.  ___________________________________________ 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.     

Last August on the Asher Sales Sense Podcast we heard from John Asher when he spoke about “How Neuroscience Disrupts the Sales Process.”  The current program is a 9-minute extract from that show and it covers: Sales Disruptors The science behind sales New understandings about the sales disruptors Why the average sales representative’s presentations kill the sale How the elite salesperson presents Why the customer’s needs, not yours is the opening gambit for closing the deal ----more---- Why aren’t buyers listening to what you are saying? Why don’t buyers select an obviously good offer? This Asher Sales Sense podcast delves into reasons why the sales process has more to it than one would think and provides disruptive techniques you can easily use to pull ahead of your competitors.  You may access the full program here:  How Neuroscience Disrupts the Standard Sales Process  ___________________________________________ 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.     

Add the ASHER Sales Sense skill to your Alexa capable device to play the most recent or choose from a list. It’s often been said that the hardest thing for business leaders and owners to do is get good help. Hiring goes on all the time, but too often it goes south. Dream candidates can turn into nightmares and they are expensive and complicated to separate once they’re in the system. What’s most important in hiring salespeople? Experience? Aptitude? Culture? What does one experienced CEO of a highly successful business value most? ----more---- The January 2nd Asher Sales Sense Podcast, “Two Things CEOs Should Look for in Hiring Top-Performing Salespeople” with host John Asher features Karen Caplan, President, and CEO of Frieda’s Specialty Produce in Los Alamitos, California.  She’s the eldest daughter of produce trailblazer Dr. Frieda Rapoport Caplan, founder of Frieda’s Specialty Produce and the first woman to own a produce company in the U.S. Karen is now herself a produce industry leader. She was the first female chairperson of the United Fresh Produce Association and the first female president of the Southern California-based Fresh Produce & Floral Council. She has served on numerous boards and leadership positions, including as chairman of the USDA Fruit & Vegetable Industry Advisory Committee and board member of the Federal Reserve Bank, Los Angeles branch, and the Second Harvest Food Bank of Orange County. Make 2020 a banner year for your company by taking the advice of a CEO dedicated to life-long learning and applying her proven methods to achieve business success.  Tune in on January 2nd to hear CEO band business leader Karen Caplan reveal how she built a dominating salesforce in a commodity marketplace. This could be the most rewarding half-hour you’ll spend all year. About John's guest: Karen Caplan knows jack…fruit, among many other exotic fruits and vegetables. After all, produce is in her blood.  The eldest daughter of produce trailblazer Dr. Frieda Rapoport Caplan, founder of Frieda’s Specialty Produce and the first woman to own a produce company in the U.S., Karen graduated from UC Davis with a Bachelor of Science in Agricultural Economics and Business Management and entered into the family business.  Now the co-owner, president, and CEO of Frieda’s, Karen is a produce industry leader. She was the first female chairperson of the United Fresh Produce Association and the first female president of the Southern California-based Fresh Produce & Floral Council. She has served on numerous boards and leadership positions, including as chairman and vice-chairman of the USDA Fruit & Vegetable Industry Advisory Committee and board member of the Federal Reserve Bank, Los Angeles branch, and the Second Harvest Food Bank of Orange County. Karen currently serves on the boards of the California Agricultural Leadership Foundation, CSU-Cal Poly Pomona Dean’s Advisory Board, and UC Davis Agricultural Issues Center. She is also the current president of The Trusteeship, the Southern California chapter of the International Women’s Forum.  Karen is a frequent keynote speaker and panelist on leadership, innovation, and produce trends. She also writes a weekly blog, “What’s on Karen’s Plate?”. Connect with Karen on Twitter @Karen_Kiwi and on LinkedIn. ___________________________________________ 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.     

  Add the ASHER Sales Sense skill to your Alexa capable device to play the most recent or choose from a list. How much should you be investing in digital marketing? What kind of ROI should you expect to receive and how can you measure it? If you’re not sure of the answers, listen to this episode of Asher Sales Sense. ----more---- Host Kyla O’Connell, who founded a marketing firm and now is a senior partner at Asher Strategies, will ask these questions of guest Hube Hopkins, President of WSI B2B Marketing. Hube applies years of CEO-level experience in helping companies set strategies and choose digital marketing products with their online investment that will pay for themselves within a year. About our guest: Hube Hopkins, Founder, and President, WSI B2B Marketing  (b2binternetmarketing.com) This program is an extract from the original program:  Achieving Aggressive Growth Goals with Digital Marketing As head of WSI B2B Marketing, Hubert (Hube) Hopkins leads a team of seasoned professionals helping customers grow using state-of-the-art Digital Marketing. WSI B2B specialized in internet lead generation for business to business companies to drive aggressive growth. They build interactive websites, improve the conversion of visitors to leads on websites, do Search Engine Optimization (SEO) for more relevant traffic, all sorts of paid advertising online to drive more traffic, email marketing, CRM integration, and marketing automation. “Applying the latest internet marketing technology, we develop products proven to deliver new business. Our digital marketing products deliver qualified leads from the internet for companies involved in B2B or complex, longer lead time consumer sales.”  “WSI B2B’s industry-specific processes are proven to work, easy to implement and deliver high ROI. Helping customers meet their aggressive growth goals is my number one priority. I'm passionate about delivering exceptional results to every one of our customers.” “I apply my years of CEO-level experience to help companies set strategies and choose digital marketing products with their online investment that will pay for themselves within a year.  A happy, prosperous customer is my biggest joy.”  ___________________________________________ 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 an excerpt from an episode in October. Here's the punchline: What's the cost of doing nothing? Is it something that I can just ignore? Probably more specifically, the question that should be asked is, what if I don't do anything about this but my competitors are doing it? Well, you're all competing for the same buyers. ----more---- If your competitor knows what their buyers are doing, when they're doing it, getting the right information that they need at the right time, they're tracking them, they're engaging their salespeople at the right moment, and all of that is invisible to you. Then I think what you find is you've just woken up in a world where not just that the buyer is in charge but that your competitor is in charge too. That's probably not a place that you want to be." Kyla O'Connell interviews John Edwards, Executive Vice President at Communica. You can listen to the full episode here > ___________________________________________ 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.     

Add the ASHER Sales Sense skill to your Alexa capable device to play the most recent or choose from a list. Your employees are working hard, your customers are delighted, and all’s well. Or is it? Are you and your management staff just a moment away from a crisis? Are you prepared for what can come at you in the blink of an eye and wipe out the value you’ve worked so hard to build? Or do you have a roadmap to business invincibility? ----more---- This Asher Sales Sense Podcast, “Build Brand Invincibility by Being Crisis Ready” with host Kyla O’Connell features Melissa Agnes, President and Co-Founder of Agnes+Day Inc. and a leading authority on crisis preparedness, reputation management, and brand protection. As a strategic advisor and keynote speaker, Melissa Agnes has worked with NATO, Ministries of Foreign Affairs and Defense, financial firms, technology companies, healthcare organizations, cities and municipalities, law enforcement agencies, global non-profits, and many others, helping them to understand risk and build invincible brands that can withstand even the most devastating events. Business leaders and management professionals, especially in companies depending on sales revenue, owe it to their people, customers, and stakeholders to be prepared for emergency action. What does it mean to be crisis ready? Is it a plan or a mindset? What’s the difference between a “crisis” and an “issue?” How can you increase trust, credibility, and goodwill in your brand rather than depreciating from it? Who in the organization is responsible for this? Tune in on December 19th to hear Melissa Agnes, author of Crisis Ready: Building an Invincible Brand in an Uncertain World respond to these and other questions. Learn how to protect the organization and brand and you’ve worked so hard to build. About Kyla's Guest: Author of Crisis Ready: Building an Invincible Brand in an Uncertain World, Melissa Agnes is a leading authority on crisis preparedness, reputation management, and brand protection. Agnes is a coveted speaker, commentator, and advisor to some of today's leading organizations faced with the greatest risks. As a strategic advisor and keynote speaker, Melissa Agnes has worked with NATO, Ministries of Foreign Affairs and Defense, financial firms, technology companies, healthcare organizations, cities and municipalities, law enforcement agencies, global non-profits, and many others, helping them understand risk and build invincible brands that can withstandeven the most devastating of events. In 2015, she gave a TEDx talk in Los Angeles where she discussed the secret to successful crisis management in the 21st century. Agnes sits on the Global Advisory Council for The Institute for Strategic Risk Management (ISRM), an entity established to create a global center where practitioners, academics, and policymakers come together to share information and help progress and promote the underlying understanding and capabilities associated with strategic risk and crisis management. She is the editor of the Crisis Ready Blog, the host of the Invincible Brand Podcast, a contributor to Forbes, and a go-to source for the press, with recent coverage including the Wall Street Journal, VIBE Magazine, USA Today, and many 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.     

This short episode is part of the complete episode: From Bagels to Boardrooms: My Personal Journey in Business Development In this selection, Kyla and Wendy discuss the way Italian Studies paid off to position Taradel as the solution for the US Post Office and other postal services around the globe. ----more---- Taradel is now the provider of turnkey direct mail and digital marketing for customers of the U.S. Postal Service. A pretty significant accomplishment. What does that mean for Taradel? Wendy tells us, "This is really exciting. We just went live about four weeks ago. And formal marketing hasn't even started yet. But if you go to USPS.com Direct Mail, that's our platform. This has been a long time in the works and it's something that our entire team, you know everyone from sales to design to operations and especially IT really pulled off together. So yeah it's been in the works for a long time and I'm really excited to see where it takes us. We've had post offices from other countries reach out to us. We've been working with Canada Post for a number of years, but other countries who have seen what we're doing so I'm curious to see if that journey takes us into postal services from other countries as well. I've used my Italian degree in really unique situations in my sales career. One going back to the telecom, knocking on doors. One of the doors I knocked on was the Italian Embassy in Washington, D.C. and I used some very conversational Italian to get in there and they were one of my best customers. And then when I first started at Taradel selling pizza menus, every now and then you'd get a real Italian on the phone so I would speak to them in Italian about menu printing. So it kind of weaved its way into my career every now and then." Tune in to hear the rest of this story, or listen to the full episode here > About our guest | Wendy Urquhart, SVP of Business Development for Taradel Wendy Urquhart is a top producing sales and business development professional who has spent her 20+ year sales career working with independent business owners, national brands, associations, agencies and franchises on solutions designed to help their businesses grow.  For the past ten years, Wendy has worked for Taradel, a platform that integrates direct mail and digital marketing for small businesses. She spends most of her time developing relationships with national brands and strategic accounts as part of the company’s “white label” strategy, currently used by brands including Staples, FedEx Office, Canada Post and the United States Postal Service.  Wendy is also an “Asher Alumnae” and worked with John Asher and Kyla O’Connell from 2003 to 2009 and describes the experience as “an MBA in sales.”  To learn more, visit www.taradel.com or www.everydoordirectmail.com ___________________________________________ 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.     

   Add the ASHER Sales Sense skill to your Alexa capable device to play the most recent or choose from a list. The sales process has been with us since before recorded history. It has been surveyed, examined, distilled, analyzed, and assessed. It would seem we’ve identified all we need to know about how sellers and buyers meet and agree. And yet, research into the human condition shows that ancient elements in sales processes are more deeply rooted than we previously thought. The September 5th Asher Sales Sense Podcast, “Using Cognitive Biases to Positively Influence Sales Prospects,” continues John Asher’s discussion featured in his previous show, “How Neuroscience Disrupts the Standard Sales Process.” John is the CEO of Asher Strategies, a Washington DC-based business providing sales advisory services to clients from startups to Fortune 500 companies. ----more---- 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, available through Amazon. This Asher Sales Sense session covers how an understanding of cognitive biases can assist sales professionals in the sales process. Cognitive biases are systematic patterns of deviation from rational decisions, well-known to psychologists and behavioral economists. There are over a hundred cognitive biases and many of them overly influence the buying process, often to the frustration of salespeople. What if you could employ practical applications of cognitive biases to help prospective customers make better decisions? Tune in on September 5th and find out how you can take buyer confusion out of the sales process and close deals faster. John Asher, CEO, Asher Strategies John is an experienced international speaker on sales, sales management, and marketing for Vistage, a worldwide network of CEOs. He co-founded an engineering firm in 1986. He and his team grew the company at a compounded growth rate of 42% per year for 14 straight years. During his tenure as CEO, the company acquired seven other engineering and software development companies. His team sold the company in 1997 after growing annual revenue to $165m. In 1998, he co-founded a sales advisory services practice that has grown into a global leader in sales strategies. These strategies include sales, sales management, and marketing. His team has trained over 80,000 Executives, Salespeople and other customer-facing managers in 22 countries over the past 19 years. His team has advised a number of Global Fortune 5000 companies including Goldman Sachs, General Dynamics, Alibaba, China Mobile, and 1400 other small and medium-sized companies. In his first career, John was the captain of two nuclear submarines like the Dallas in the movie “Hunt for Red October”. He completed his Navy career in the Pentagon as the Program Manager (buyer) of a $2B nuclear submarine combat systems program. John is a graduate of United States Naval Academy with degrees in mathematics and nuclear engineering. He has an MBA from George Washington University. He is the author of numerous sales training manuals and “Doing Business with the West”, published in China in 2012, and “Close Deals Faster” in 2017. ______________________________________________________ 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.     

Add the ASHER Sales Sense skill to your Alexa capable device to play the most recent or choose from a list. The Asher Sales Sense Podcast with host John Asher features his guest Chuck Reaves in “Chuck Reaves Says Customers Don’t Allow Mulligans on the John Asher Podcast.”  Chuck is the Founder of Sales Suites and a top-rated corporate speaker. Asher and Reaves discuss: All decisions are subliminal Sales is more science than art Sales is a scientific process Chuck compares sales to surgery The four elements of a sales process  ----more---- Tune in and hear his Chuckisms, such as “IN THE HISTORY OF RECORDED TIME, NO CUSTOMER HAS EVER SAID, ‘YOUR PRICE IS TOO HIGH,’ AND MEANT IT” and “THE SINGLE, MOST IMPORTANT FUNCTION OF SALES IS TO TEACH.” This show is a 14-minute extract from the original show:  Capitalizing on the Science of Selling His first book, The Theory of 21, is the result of his years of success in the corporate environment. Chuck has proven his theory about accomplishing the impossible with astounding results by applying it to his life, and to the lives of others. His book, Never Take Money from A Stranger, teaches how to ask for whatever you want and get it. His latest book is The Nanosecond Salesperson; Like the One Minute Salesperson, Only Faster. Chuck has worked with large and small companies, as a consultant, to assist them in achieving their impossible goals. He became the president of a 30-million-dollar bakery, made sales calls for a multi-billion-dollar corporation, and even served as press secretary for a Congressional candidate. He believes in doing what it takes to accomplish his client's goals. ___________________________________________ 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.     

Add the ASHER Sales Sense skill to your Alexa capable device to play the most recent or choose from a list. You’re an experienced sales professional and you know everything there is to know about your offerings and have seen every customer situation imaginable. You should be at the top of your game. But your closing results are soft. Maybe, it’s a not so small thing you’ve forgotten over time: Your Inferior posturing with the prospect.  ----more---- Guest host Debb Borchardt interviews Kyla O’Connell about what she’s learned during years of successful sales coaching and working inside companies to bring out the best in their sales talent. Debb is Vice President of Asher Client services and Kyla is Senior Partner and Sales Facilitator at Asher Strategies. They discuss: 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?  What useful phrases can you use in connecting with customers from their perspective? How can you maintain leverage throughout the entire sales process? And what’s a vital but often overlooked thought process at closing?   ___________________________________________ 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.     

Add the ASHER Sales Sense skill to your Alexa capable device to play the most recent or choose from a list. Successful sales leaders use personality assessments for hiring, but many of them stop at that point. What if there was an easy, low-cost way for sales leaders to not only discern aptitude for sales in new hires but also coach their current salespeople to increased productivity? ----more---- This Asher Sales Sense session with Christy Soderlund examines the pluses and minuses of different personality assessments and reveals how certain ones can also provide metrics and data to enable struggling salespeople to become productive and good salespeople to become even more productive. Listeners will learn about the importance of EQ in their sales teams and sales processes, how to “stretch” their personality traits, and how such techniques can be used to better connect with even the most difficult customers. Host Kyla O’Connell and guest Christy Soderlund discuss how sales leaders can boost their sales teams and crush their sales goals.  Christy is Director of Business Development and a sales trainer at Asher Strategies, specializing in the Advanced Personality Questionnaire (APQ) and Emotional Quotient (EQ) development. This program is an extract from a 20-minute program that explores personality assessment testing and the benefit it brings for successful sales teams. For the complete program listen here: How to Get More Out of Personality Assessments About Kyla's Guest - Christy Soderlund, Director of Business Development and Sales Trainer As the Director of Business Development at Asher, she specializes in developing relationships and growing revenue with B2B professionals. She also supports a large number of Asher’s APQ clients and lead APQ sales for the company. In this role, she trains CEO's, HR directors and sales managers on the use and administration of the Asher personality assessment, while growing APQ sales and leveraging additional training services. Subject Matter Expertise Certified APQ specialist, trainer, coach, and consultant Trainer specializing in EQ development and account management Organizational development coach Over 20 years’ experience in sales and business development in various industries and services, including information technology, pharmaceuticals, and corporate training and personality assessment training   ___________________________________________ 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.     

Add the ASHER Sales Sense skill to your Alexa capable device to play the most recent or choose from a list. Every organization is struggling with digital transformation, involving new and evolving technology solutions. Disruption seems to be the new normal. The business-to-government information support marketplace is particularly challenging. Government contractors must find ways to automate processes with cost-effective solutions without creating more problems than they solve. The key is to rethink, re-plan, and rebuild information environments with changes to both technologies and cultures. How do successful government contractors provide disruptive solutions that don’t disrupt the customer? ----more---- The November 7th Asher Sales Sense Podcast, “How Digital Transformation is Disrupting Government Information Support Solutions,” with host John Asher features Staci Redmon, Founder and Chief Executive Officer of Strategy and Management Services (SAMS). SAMS has been named to the Inc. 500/5000 list of fastest-growing companies; one of the nation’s fastest-growing women-owned companies by the Women Presidents’ Organization; and to the Washington Technology Fast 50 for its advanced growth. SAMS exponential growth is the result of Staci’s strategic vision and her drive to build a company that measures its impact not on the bottom line alone, but on how it makes a difference to its people, its clients, and the community. What is digital transformation and whom does it impact? How is digital transformation changing the way business leaders make strategic, long-term decisions? What problems are government customers asking to be solved today? What are some sales tips Staci recommends for technology sales? What concepts can help business leaders and their customers embrace digital transformation? Listen in on November 7th to hear answers to these and other vital questions. Learn how to help your customers find their path forward in the dynamic digital transformation environment. About John's guest: Staci Redmon is Strategy and Management Services' (SAMS) Founder and Chief Executive Officer. Her energetic leadership, passion, and vision has propelled SAMS to the solutions provider it is today, building engineering solutions that are saving lives and making positive lasting impacts. SAMS exponential growth is the result of Staci’s strategic vision and her drive to build a company that measures its impact not on the bottom line alone, but on how it makes a difference to its people, its clients, and the community. SAMS has been named to the Inc. 500/5000 list of fastest-growing companies, the nation’s fastest-growing women-owned companies by the Women Presidents’ Organization, and to the Washington Technology Fast 50 for its advanced growth. ___________________________________________ 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.     

Add the ASHER Sales Sense skill to your Alexa capable device to play the most recent or choose from a list. Because life is like Instagram, you have to take control of your Brand. Everyone judges you in seconds and you must take advantage of the opportunity. No, it isn’t about you as much as it is about the value you bring to others.  ----more---- Branding is more important than ever. Many people claim they understand what branding means. But then why do so many people get it wrong? There are headlines where some person or company stumbles and fails to stand out, stay relevant and win the branding game. Many start late and therefore finish early. Careers are cut short and stock prices tank.  What if there were proven techniques to consistently differentiate yourself and your business and stay ahead of change? This Asher Sales Sense podcast with host Kyla O’Connell features Steve Brazell, one of America’s most sought-after Brand Strategists and Reputation Crisis Managers.  Headquartered in New York City, Steve founded the Competition Removal Firm Hitman Inc 25 years ago and works with leading global brands and celebrities such as IBM, Intel, Kevin Costner, Keyshawn Johnson, Fitness Magazine, Time Inc., Microsoft, Warner Brothers, and Walt Disney. What is the single biggest marketing or brand mistake that costs market share and missed opportunities?  How are internet and social media changes affecting corporate and personal brands?  What are the three core takeaways business leaders can implement?  Listen and find answers to these and other branding-related questions, giving you simple steps you can take not to immediately increase sales and personal opportunities. ___________________________________________ 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.     

Add the ASHER Sales Sense skill to your Alexa capable device to play the most recent or choose from a list. This program is an extract with guest Beth Berman from the program, Are You Running Your Business or is Your Business Running You?  In this portion of the program, Beth discusses says, “At the highest level when we look at a business, there are three main areas that we look at and can strengthen in order to have a business grow and scale. And they're interdependent. The three are vision, traction and healthy.”  ----more---- About the Original Program Years ago, you had a bright idea and started a new business.  It was great being your own boss and your company grew quickly. Then the fun stopped. Your growth, scale, and success plateaued. Your bright idea is still good, your market is still robust, and you have a whole team of people around you to get things done. How can you get unstuck? The Asher Sales Sense Podcast “Are You Running Your Business or is Your Business Running You?” with host Kyla O’Connell features Beth Berman, Professional Entrepreneurial Operating System Implementer, and CEO and Founder of the Compellications Consultancy. Beth gives small and medium-size business owners the strategies, tactics, and guided implementation they need to generate results. What are the key frustrations of many business leaders? What are the three most important things leaders and owners need to master in order to move their businesses to the next level? How do you attract, retain and inspire people and create accountability around achieving your vision and goals?  Which key issue is common to just about every business?  Tune in on June 20th and find answers to these and other compelling questions and get your company back in the fast lane. About our guest: Beth Berman, an internationally recognized Speaker and Facilitator, loves optimizing leaders and teams. A professional EOS® - The Entrepreneurial Operating System Implementer, Beth helps entrepreneurial companies gain the traction needed for growth and scale.  Using this proven system, Beth helps leaders get clear on where they are going; execute on their vision with discipline and accountability; and become healthy, open cohesive leadership teams.  Despite her diminutive size, Beth commands the attention of even the toughest room with her charm, command, and insight. This powerful presence has been honed over years of facilitating; for her own companies, for clients, and for peer groups.  After a successful career in B-to-B Sales and Marketing, exceeding quotas for the company’s top multimillion-dollar accounts, Beth left to do what she was meant to do – facilitate. As Partner in a Recruiting and Job Search Coaching business, she helped her company navigate the complexities of a post-financial Crisis business landscape.  Beth launched her consultancy, Compellications™, to help entrepreneurial companies craft their messaging and align their teams.  As Beth worked with clients, a common theme among the most successful ones emerged: they all used EOS to run their businesses. Beth is on a mission to bring EOS®, and her communications/team-building skills to help growth-driven leaders create better businesses and reclaim their lives. Beth served as Chapter Communications Chair for the Exit Planning Exchange. She has delivered highly-rated, dynamic presentations and workshops to Vistage, Wells Fargo, XPX, National Association for Entrepreneurs and Business Owners (NABOE), COO Forum, CEO Focus, the American Marketing Association as well as numerous conferences, leadership seminars, and client organizations.  ___________________________________________ 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.         

Add the ASHER Sales Sense skill to your Alexa capable device to play the most recent or choose from a list. You’re an experienced sales professional and you know everything there is to know aboutyour offerings and have seen every customer situation imaginable. You should be at the top ofyour game. But your closing results are soft. Could it be headwinds in your marketplace?Time of year? Sunspots? Maybe, just maybe it’s the small things you’ve forgotten over timeor never paid much attention to the artful techniques that separate elite salespeople fromthe pack. ----more---- The October 17th Asher Sales Sense Podcast is “Three Techniques Elite SalespeopleLeverage During the Sales Process.” Guest host Debb Borchardt interviews regular co-hostKyla O’Connell about what she’s learned during years of successful sales coaching andworking inside companies to bring out the best in their sales talent. Debb is Vice Presidentof Asher Client services and Kyla is Senior Partner and Sales Facilitator at Asher Strategies.They’ve talked about these important concepts for years and now want to share them withyou. What are the most common challenges even the most experienced sales professionalsstruggle with during the sales process? Why is proper posturing language so important?What useful phrases can you use in connecting with customers from their perspective?How can you maintain leverage throughout the entire sales process? And what’s a vital butoften overlooked thought process at closing? Tune in on October 17th to find the answers tothese questions and learn little sales techniques that will bring you big rewards.  ___________________________________________ 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.     

Add the ASHER Sales Sense skill to your Alexa capable device to play the most recent or choose from a list. In the new economy, business leaders are challenged to find the right kind of talent and get it distributed throughout their entire organizations. The old economy featured public companies offering products, lengthy careers, talent at the top, long-range plans, and annual performance reviews. The new economy features private companies offering services, composite careers, talent throughout, fast-moving markets, and performance reviews on demand. It’s a seismic shift that requires the most out of sales professionals. How are you going to compensate them? How are you going to make them happy and keep them? ----more---- The October 3 rd Asher Sales Sense Podcast "Sales Incentives in the New Economy" with host John Asher features Mark Bronfman, Private Wealth Advisor with Sagemark Consulting/Lincoln Financial Advisors. His BOLD Value Team focuses on executive compensation, equity strategies, and exit and legacy planning primarily for business owners and boards for middle-market companies in the range of $25M to $2B in revenue. Successful sales professionals are now more than ever the eyes and ears of their companies and essential to the development of competitive solutions. How do they expect to be compensated beyond base pay? What are some surprising strategic incentives now being offered? Can a salesperson find happiness in the new economy? Where does money fall in the pecking order of what young and talented new hires want? Tune in on October 3rd to find answers to these and other important questions. It’s a conversation both business leaders and sales professionals need to hear. About John's guest: Mark Bronfman proudly serves as a private wealth advisor with Sagemark Consulting/Lincoln Financial Advisors in Tysons, Va. Within Sagemark, Mark founded the BOLD Value team in 2005.  His team is dedicated to High-Performance Succession for business owners. He focuses on the vital issues of leadership succession and capital succession including executive compensation, equity strategies, and exit, and legacy planning. His team is known to be especially deep and strategic in synthetic equity, entity strategies, profits interests, retirement planning, corporate benefits, estate planning, and investment planning. Prior to joining Sagemark, Mark was a strategy partner with Accenture. Mark earned his MBA at the University of Virginia, B.S. at Penn State, and is a certified business exit consultant and is a non-practicing CPA. Mark and his family live in Bethesda, Maryland.  ___________________________________________ 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.     

Add the ASHER Sales Sense skill to your Alexa capable device to play the most recent or choose from a list. Topics covered during the program include some myths about LinkedIn, and the bare minimum every professional needs to have on their LinkedIn profiles and the hidden power of Linkedin’s Sales Navigator. ----more---- Our host for this episode is Kyla O’Connell, Senior Partner and Sales Facilitator at Asher Strategies. Kyla’s guest is Judy Schramm, CEO of ProResource, a marketing agency that specializes in executive branding. As LinkedIn gains power for individuals and companies it continues to shift from its origins as a resume site to a networking behemoth and an advertising platform and a video site.   About our guest, Judy Schramm: Judy Schramm is the CEO of ProResource, a social media agency that helps CEOs and thought leaders create a strong personal presence online and use social media to advance their business goals. The company has a unique methodology for personal branding that focuses on sharing thought leadership, building an audience, and moving people to action, so clients can grow their businesses faster and make a bigger dent in the universe. Schramm’s network includes more than 14,000 followers on LinkedIn and 4000 on Twitter. She blogs, speaks often at industry events, has written an ebook and many articles.  jschramm@proresource.com www.linkedin.com/in/judyschramm @proresource www.proresource.com  ___________________________________________ 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.     

  Add the ASHER Sales Sense skill to your Alexa capable device to play the most recent or choose from a list. With too much to do, too many emails and too little time, it can be a struggle to finish projects, meet deadlines and get results on time and on target. Many professionals are working reactively and at a rapid pace, just trying to keep up, which often brings feelings of stress, frustration and overwhelm. ----more---- This kind of workday is pervasive and persistent and sadly believed by many to be unchangeable. In addition, a faulty assumption is often made that everyone knows how to manage their day efficiently, effectively and productively, but not everyone does… and it’s often left to chance. But this can be a costly mistake.  The September 19th Asher Sales Sense Podcast is “Revolutionize HOW You Work for Maximum Efficiency and Better, Faster Results.” Host Kyla O’Connell and guest Leslie Shreve talk about the part of the workday that is often overlooked and left to chance—but shouldn’t be. It’s the missing piece that can help you get things done faster and easier, make more progress, reduce stress and gain a competitive edge—both for you and your company. Leslie Shreve is a workload management and productivity expert, and the Founder and CEO of Productive Day®.  She is also the creator of Taskology® The Science of Getting Things Done.  For more than 13 years, Leslie worked in corporate office environments before establishing Productive Day in 2003. Since then, Leslie has taught hundreds of clients from more than forty different industries how to use a workday strategy that WORKS so professionals can gain more clarity, confidence, and control in their workday.  As a result, clients become more efficient, productive and proactive, as well as strategic, creative and innovative. When you listen in to this podcast, you’ll learn… What you don’t know about how you’re working and why it’s costing you. How to gain more clarity, confidence, and control in your workday. The two most effective ways to gain more time in your day. Why the email flag is failing you and what to do instead. The most important driver of productivity, progress, and achievement. Tune in on September 19th to find out how to work most efficiently, effectively and productively with tasks, time and email and learn why it’s so ESSENTIAL to use a workday strategy that WORKS so you can accelerate achievement and make more meaningful, powerful progress on the projects and 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.     

The sales process has been with us since before recorded history. It has been surveyed, examined, distilled, analyzed, and assessed. It would seem we’ve identified all we need to know about how sellers and buyers meet and agree. And yet, research into the human condition shows that ancient elements in sales processes are more deeply rooted than we previously thought. ----more---- The September 5th Asher Sales Sense Podcast, “Using Cognitive Biases to Positively Influence Sales Prospects,” continues John Asher’s discussion featured in his previous show, “How Neuroscience Disrupts the Standard Sales Process.” 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. John is the author of Close Deals Faster, available through Amazon. This Asher Sales Sense session covers how an understanding of cognitive biases can assist sales professionals in the sales process. Cognitive biases are systematic patterns of deviation from rational decisions, well-known to psychologists and behavioral economists. There are over a hundred cognitive biases and many of them overly influence the buying process, often to the frustration of salespeople. What if you could employ practical applications of cognitive biases to help prospective customers make better decisions? Tune in on September 5th and find out how you can take buyer confusion out of the sales process and close deals faster. John Asher, CEO, Asher Strategies John is an experienced international speaker on sales, sales management, and marketing for Vistage, a worldwide network of CEOs. He co-founded an engineering firm in 1986. He and his team grew the company at a compounded growth rate of 42% per year for 14 straight years. During his tenure as CEO, the company acquired seven other engineering and software development companies. His team sold the company in 1997 after growing annual revenue to $165m. In 1998, he co-founded a sales advisory services practice that has grown into a global leader in sales strategies. These strategies include sales, sales management, and marketing. His team has trained over 80,000 Executives, Salespeople and other customer-facing managers in 22 countries over the past 19 years. His team has advised a number of Global Fortune 5000 companies including Goldman Sachs, General Dynamics, Alibaba, China Mobile, and 1400 other small and medium-sized companies. In his first career, John was the captain of two nuclear submarines like the Dallas in the movie “Hunt for Red October”. He completed his Navy career in the Pentagon as the Program Manager (buyer) of a $2B nuclear submarine combat systems program. John is a graduate of United States Naval Academy with degrees inmathematics and nuclear engineering. He has an MBA from George Washington University. He is the author of numerous sales training manuals and “Doing Business with the West”, published in China in 2012, and “Close Deals Faster” in 2017. ___________________________________________ 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.     

Let’s face it. Creating the kind of sales team you need to meet urgent sales goals is difficult. You look at resumes and they all seem the same. You conduct interviews and no candidate stands out from the others. What do you do? Take a flier on the one you like or look for more data? ----more---- The correct answer is to look for more data. Successful sales leaders use personality assessments for hiring, but many of them stop at that point. What if there was an easy, low-cost way for sales leaders to not only discern aptitude for sales in new hires but also coach their current salespeople to increased productivity? The August 15th Asher Sales Sense Podcast is “Most companies are missing a huge opportunity when using personality assessments.” Host Kyla O’Connell and guest Christy Soderlund discuss how sales leaders can boost their sales teams and crush their sales goals.  Christy is Director of Business Development and a sales trainer at Asher Strategies, specializing in the Advanced Personality Questionnaire (APQ) and Emotional Quotient (EQ) development. This Asher Sales Sense session with Christy Soderlund examines the pluses and minuses of different personality assessments and reveals how certain ones can also provide metrics and data to enable struggling salespeople to become productive and good salespeople to become even more productive. Listeners will learn about the importance of EQ in their sales teams and sales processes, how to “stretch” their personality traits, and how such techniques can be used to better connect with even the most difficult customers. Tune in August 15th and see how personality assessments can be much more than just a hiring tool. About Kyla's Guest - Christy Soderlund, Director of Business Development and Sales Trainer As the Director of Business Development at Asher, she specializes in developing relationships and growing revenue with B2B professionals. She also supports a large number of Asher’s APQ clients and lead APQ sales for the company. In this role, she trains CEO's, HR directors and sales managers on the use and administration of the Asher personality assessment, while growing APQ sales and leveraging additional training services. Subject Matter Expertise Certified APQ specialist, trainer, coach, and consultant Trainer specializing in EQ development and account management Organizational development coach Over 20 years’ experience in sales and business development in various industries and services, including information technology, pharmaceuticals, and corporate training and personality assessment training  

This program is an extract from John Ashers program: How Neuroscience Disrupts the Standard Sales Process In four minutes John outlines how sales has changed from just the process and art of sales to a science-based discipline. The sales process has been with us prior to recorded history. In modern times it has been surveyed, examined, distilled, analyzed, and assessed. ----more---- It would seem we’ve identified all we need to know about how sellers and buyers meet and agree. And yet, just as we’ve seen new data change our perceptions of history, so too are we now understanding that ancient human elements in sales processes are more deeply rooted than we previously thought. The August 1 st Asher Sales Sense Podcast “How Neuroscience Disrupts the Sales Process” features an interview with John Asher himself. 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. John is the author of Close Deals Faster, available through Amazon.  This Asher Sales Sense session delves into reasons why the sales process has more to it than one would think and provides disruptive techniques you can easily use to pull ahead of your competitors. Why shouldn’t you be the last to present to a buyer? Why aren’t buyers listening to what you are saying? Why don’t buyers select an obviously good offer? Why do buyers prefer to stay with underperforming vendors – your competition? Tune in on August 1 st to find answers to these and other sales process questions so you can get out there and close deals faster.

The sales process has been with us prior to recorded history. In modern times it has been surveyed, examined, distilled, analyzed, and assessed. ----more---- It would seem we’ve identified all we need to know about how sellers and buyers meet and agree. And yet, just as we’ve seen new data change our perceptions of history, so too are we now understanding that ancient human elements in sales processes are more deeply rooted than we previously thought. The August 1 st Asher Sales Sense Podcast “How Neuroscience Disrupts the Sales Process” features an interview with John Asher himself. 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. John is the author of Close Deals Faster, available through Amazon.  This Asher Sales Sense session delves into reasons why the sales process has more to it than one would think and provides disruptive techniques you can easily use to pull ahead of your competitors. Why shouldn’t you be the last to present to a buyer? Why aren’t buyers listening to what you are saying? Why don’t buyers select an obviously good offer? Why do buyers prefer to stay with underperforming vendors – your competition? Tune in on August 1 st to find answers to these and other sales process questions so you can get out there and close deals faster.

As LinkedIn gains power for individuals and companies it continues to shift from its origins as a resume site to a networking behemoth and an advertising platform and a video site.  ----more---- Topics covered during the program will include some myths about LinkedIn, common mistakes that are made, and the bare minimum every professional needs to have on their LinkedIn profiles. Our host for this episode is Kyla O’Connell, Senior Partner and Sales Facilitator at Asher Strategies. Kyla’s guest is Judy Schramm, CEO of ProResource, a marketing agency that specializes in executive branding. About our guest, Judy Schramm: Judy Schramm is the CEO of ProResource, a social media agency that helps CEOs and thought leaders create a strong personal presence online and use social media to advance their business goals. The company has a unique methodology for personal branding that focuses on sharing thought leadership, building an audience, and moving people to action, so clients can grow their businesses faster and make a bigger dent in the universe. Schramm’s network includes more than 14,000 followers on LinkedIn and 4000 on Twitter. She blogs, speaks often at industry events, has written an ebook and many articles.  jschramm@proresource.com www.linkedin.com/in/judyschramm @proresource www.proresource.com

What are the absolute digital marketing basics your company should have in 2019?  How much should you be investing in digital marketing? What kind of ROI should you expect to receive and how can you measure it? If you’re not sure of the answers, tune in to the Asher Sales Sense podcast on December 20 at 3PM Eastern. ----more---- Host Kyla O’Connell, who founded a marketing firm and now is a senior partner at Asher Strategies, will ask these questions of guest Hube Hopkins, President of WSI B2B Marketing. Hube applies years of CEO-level experience in helping companies set strategies and choose digital marketing products with their online investment that will pay for themselves within a year. With some sound sales sense from Hube, 2019 could be your best business year ever. About our guest: Hube Hopkins, Founder and President, WSI B2B Marketing  (b2binternetmarketing.com) As head of WSI B2B Marketing, Hubert (Hube) Hopkins leads a team of seasoned professionals helping customers grow using state-of-the-art Digital Marketing. WSI B2B specialized in internet lead generation for business to business companies to drive aggressive growth. They build interactive websites, improve the conversion of visitors to leads on websites, do Search Engine Optimization (SEO) for more relevant traffic, all sorts of paid advertising online to drive more traffic, email marketing, CRM integration and marketing automation. “Applying the latest internet marketing technology, we develop products proven to deliver new business.  Our digital marketing products deliver qualified leads from the internet for companies involved in B2B or complex, longer lead time consumer sales.”  “WSI B2B’s industry-specific processes are proven to work, easy to implement and deliver high ROI.  Helping customers meet their aggressive growth goals is my number one priority.  I'm passionate about delivering exceptional results to every one of our customers.” “I apply my years of CEO-level experience to help companies set strategies and choose digital marketing products with their online investment that will pay for themselves within a year.  A happy, prosperous customer is my biggest joy.”  

LinkedIn Matters More than Ever - Judy Schramm Kyla O’Connell, Senior Partner and Sales Facilitator at Asher Strategies is the host for this episode.  Kyla’s guest is Judy Schramm, CEO of ProResource, a marketing agency that specializes in executive branding. Topics covered during the program will include some myths about LinkedIn, common mistakes that are made, and the bare minimum every professional needs to have on their LinkedIn profiles. ----more---- About our guest, Judy Schramm: Judy Schramm is the CEO of ProResource, a social media agency that helps CEOs and thought leaders create a strong personal presence online and use social media to advance their business goals. The company has a unique methodology for personal branding that focuses on sharing thought leadership, building an audience, and moving people to action, so clients can grow their businesses faster and make a bigger dent in the universe. Schramm’s network includes more than 14,000 followers on LinkedIn and 4000 on Twitter. She blogs, speaks often at industry events, has written an ebook and many articles.  About ProResource A Marketing Agency that Specializes in Executive Branding ProResource is a marketing agency that specializes in personal branding – not corporate or product branding, like most agencies. We help technology entrepreneurs, CEOs, thought leaders, sales executives and lawyers define a strong personal brand online, with a dynamic and engaging social media presence that allows people to see the depth of their expertise, builds trust, and creates opportunities for quality conversations. Over the past 10 years we have developed a methodology for creating a strong personal brand for our clients, with a set of defined processes that allows our team of 15 to work efficiently and ensure quality while still allowing the result to be customized for each client. jschramm@proresource.com www.linkedin.com/in/judyschramm @proresource www.proresource.com ________________________________________________ Asher Sales Sense is sponsored by Asher Strategies  ASHER Strategies Has Improved Sales for Thousands of Companies.

 John Asher interviews Kyla O’Connell, senior sales trainer and coach for Asher Strategies about Sales Training Reinforcement Techniques.  She relates the five factors that create an elite mindset for successful sales execution.  ----more---- Techniques Asher provides include action item follow up from training courses, Asher videos, Close Deals Faster, a book written by John Asher, customized webinars, coaching and access to the Asher Virtual Academy, which will be available soon. Additional episodes are scheduled for Sept. 20, Oct. 4 and Oct. 18 and recurring every other Thursday. Tune in to hear and learn about techniques, strategies, problem solving and how to close deals faster. Be sure to share what you have learned on social media and tag Asher Strategies to continue to learn more. About Asher Strategies Asher Strategies is a full-service sales advisory service firm based in Washington, DC with global reach, focused on improving sales for companies selling to other business and the government. Asher has assessed the aptitude of over 50,000 salespeople, trained over 80,000 salespeople and facilitated hundreds of sales and marketing process improvement workshops. For more information visit asherstrategies.com. ___________________________________________________ Asher Sales Sense is sponsored by Asher Strategies  ASHER Strategies Has Improved Sales for Thousands of Companies.  

  Our host for this episode is Kyla O’Connell, Senior Partner and Sales Facilitator at Asher Strategies.  Kyla’s guest is Judy Schramm, CEO of ProResource, a marketing agency that specializes in executive branding. ----more---- Topics covered during the program will include some myths about LinkedIn, common mistakes that are made, and the bare minimum every professional needs to have on their LinkedIn profiles. About our guest, Judy Schramm: Judy Schramm is the CEO of ProResource, a social media agency that helps CEOs and thought leaders create a strong personal presence online and use social media to advance their business goals. The company has a unique methodology for personal branding that focuses on sharing thought leadership, building an audience, and moving people to action, so clients can grow their businesses faster and make a bigger dent in the universe. Schramm’s network includes more than 14,000 followers on LinkedIn and 4000 on Twitter. She blogs, speaks often at industry events, has written an ebook and many articles.  jschramm@proresource.com www.linkedin.com/in/judyschramm @proresource www.proresource.com ______________________________________________ Asher Sales Sense is sponsored by Asher Strategies  ASHER Strategies Has Improved Sales for Thousands of Companies.

Read the complete transcript on the Sales Game Changers Podcast web site. JOHN'S CLOSING TIP TO EMERGING SALES LEADERS: "We know that there are many cognitive biases that help us influence buyers. There's about 100 of them, about 50 of them apply to sales. Figuring out which of those apply to sales, how to use them and what's the practical application for salespeople is critical." For those of you who've been long time listeners of the Sales Game Changers podcast, you may recall John Asher was featured on Episode #10. John is the president of ASHER Strategies and an expert on neuroscience and sales and the author of the sales best seller Close Deals Faster. He is a top sales trainer to Vistage Groups around the globe. If you'd like to learn about John's sales journey, what he thinks from a sales perspective in his career go back and check out our episode with John. You can also watch John at the Institute for Excellence in Sales 2017 award event speaking about Neuroscience by clicking the image below.

Read the complete transcript on the Sales Game Changers Podcast website. JOHN'S CLOSING TIP TO EMERGING SALES LEADERS: "The comprehension rate of our brain for video is 60,000 times as fast as reading words on the internet, so the practical application here is get more videos in your proposals, in your presentations, on your website. And the best videos are where you can turn down the audio and still get the idea." For those of you who've been long time listeners of the Sales Game Changers podcast, you may recall John Asher was featured on Episode #10. John is the president of ASHER Strategies and an expert on neuroscience and sales and the author of the sales best seller Close Deals Faster. He is a top sales trainer to Vistage Groups around the globe. If you'd like to learn about John's sales journey, what he thinks from a sales perspective in his career go back and check out our episode with John. You can also watch John at the Institute for Excellence in Sales 2017 award event speaking about Neuroscience by clicking the image below.

John Asher, CEO of Asher Strategies, keynote speaker and best-selling author and Bridget Gleason, VP of Sales for Logz.io and my regular partner, join me on this episode.

Asher Strategies announced today the launch of Asher Sales Sense, a radio show that will feature CEO John Asher, guests and unique conversation on sales strategies. The show will air bi-weekly beginning Sept. 6, 2018. ----more---- The shows will be available on asherstrategiesradio.com for people to listen in on the latest episode. “Helping companies transform their sales strategy has been my passion for the last 20 years and discussing trends and interviewing experts during the shows will continue this journey,” said John Asher, CEO. The first show airing on Sept. 6 will be an interview with Kyla O’Connell, senior sales trainer and coach for Asher Strategies about Sales Training Reinforcement Techniques. Techniques Asher provides include action item follow up from training courses, Asher videos, Close Deals Faster, a book written by John Asher, customized webinars, coaching and access to the Asher Virtual Academy, which will be available soon. Additional episodes are scheduled for Sept. 20, Oct. 4 and Oct. 18 and recurring every other Thursday. Tune in to hear and learn about techniques, strategies, problem solving and how to close deals faster. Be sure to share what you have learned on social media and tag Asher Strategies to continue to learn more. About Asher Strategies Asher Strategies is a full-service sales advisory service firm based in Washington, DC with global reach, focused on improving sales for companies selling to other business and the government. Asher has assessed the aptitude of over 50,000 salespeople, trained over 80,000 salespeople and facilitated hundreds of sales and marketing process improvement workshops. For more information visit asherstrategies.com.  __________________________________________ Asher Sales Sense is sponsored by Asher Strategies  ASHER Strategies Has Improved Sales for Thousands of Companies.

[zilla_alert style=”yellow”]Click to subscribe on your mobile device:  iTunes | Google Podcasts [/zilla_alert] John Asher is the CEO of Asher Strategies and a crazy interesting dude. He co-founded an engineering firm in 1986 and during his tenure as CEO, the company acquired seven other engineering and software development companies. His team sold the company in 1997 after growing annual […] The post #550: Your ONLY Sales Action Plan (Close Deals FASTER!) With John Asher appeared first on Salesman.org.

 Listen while you climb a mountain on iTunes This is a 2 minute 45 second sales tip from John Asher's interview on CRM Radio about how emotions drive sales decision.  Hear his program here:  How Recent Neuroscientists’ Study Results Apply to Human Communications & Decision Making Neurscientists have proven that the mind works in methodical and predictable ways in making decisions. Because of this research marketers and salespeople world-wide are taking “neuromarketing” more seriously as they explore ways to create demand and close leads based on this decision making research. During this program CRM Radio host and author J----more----ohn Asher will discuss the latest research and how it can change the way salespeople sell and service the customer. Asher is an author, entrepreneur and the CEO of Asher Strategies.  He has recently (November 2017) published his book: Close Deals Faster: The 15 Shortcuts of the Asher Sales Method . This is not a book just for salespeople, it is for both salespeople and sales manager. In 260 pages Asher doesn’t submit one idea and beat it to death over the first 100 pages, he submits a proven process for improving sales. Asher is an experienced international speaker on sales, sales management and marketing for Vistage, a world-wide network of CEOs. He is the #1 rated Vistage Speaker on sales and was awarded the Vistage Lifetime Speaker Achievement Award (2015) In 1998, he co-founded a sales advisory services practice, Asher Strategies that has grown into a global leader in sales strategies. These strategies include sales, sales management and marketing. His team has trained over 80,000 Executives, Salespeople and other customer facing managers in 22 developed countries over the past 19 years. Asher is a graduate of United States Naval Academy with degrees in mathematics and nuclear engineering. He served as the captain of two nuclear submarines. He has a MBA from George Washington University. He is the author of numerous sales training manuals and “Doing Business with the West”, published in China in 2012. Sponsor for this show: Goldmine CRM  Get more from the cloud with GoldMine workspaces. Flexible sign up options for BYOL hosting or subscription with monthly or annual terms. Designed for customers with     Windows server-based applications but looking to off-load their on-premises server equipment.

Listen while you raid the refrigerator on iTunes     Neuroscientists have proven that the mind works in methodical and predictable ways in making decisions. Because of this research ...----more---- marketers and salespeople world-wide are taking “neuromarketing” more seriously as they explore ways to create demand and close leads based on this decision making research. During this program CRM Radio host and author John Asher will discuss the latest research and how it can change the way salespeople sell and service the customer. John is an author, entrepreneur and the CEO of Asher Strategies. His company has trained over 35,000 salespeople world-wide and he has recently (November 2017) published his book: Close Deals Faster: The 15 Shortcuts of the Asher Sales Method . This is not a book just for salespeople, it is for both salespeople and sales manager. In 260 pages Asher doesn’t submit one idea and beat it to death over the first 100 pages, he submits a proven process for improving sales. Hardcover: $22.18 on Amazon260 Pages – Three Parts: Ten ChaptersAbout Guest Host John Asher Asher is an experienced international speaker on sales, sales management and marketing for Vistage, a world-wide network of CEOs. He is the #1 rated Vistage Speaker on sales and was awarded the Vistage Lifetime Speaker Achievement Award (2015) He co-founded an engineering firm in 1986. He and his team grew the company at a compounded growth rate of 42% per year for 14 straight years. During his tenure as CEO, the company acquired seven other engineering and software development companies. His team sold the company in 1997 after growing annual revenue to $165m. In 1998, he co-founded a sales advisory services practice, Asher Strategies that has grown into a global leader in sales strategies. These strategies include sales, sales management and marketing. His team has trained over 80,000 Executives, Salespeople and other customer facing managers in 22 developed countries over the past 19 years. Asher is a graduate of United States Naval Academy with degrees in mathematics and nuclear engineering. He served as the captain of two nuclear submarines. He has a MBA from George Washington University. He is the author of numerous sales training manuals and “Doing Business with the West”, published in China in 2012. Sponsor for this show: Goldmine CRM  Get more from the cloud with GoldMine workspaces. Flexible sign up options for BYOL hosting or subscription with monthly or annual terms. Designed for customers with     Windows server-based applications but looking to off-load their on-premises server equipment.

Listen while you're trying to make the sales forecast look better on iTunes From the firm that has trained over 35,000 salespeople in 1,000 firms worldwide comes the consummate book, Close Deals Faster: The 15 Shortcuts of the Asher Sales Method . ----more----This is not a book just for salespeople, it is for both salespeople and sales manager. In 260 pages author John Asher doesn’t submit one idea and beat it to death over the first 100 pages, he submits a proven process for improving sales.   Salespeople don’t need tricks, or closing tactics, scripts or presentation skills, they need a process.  In this interview with the author we discuss how John Asher successfully developed the Asher Strategies method and why so many salespeople use it worldwide.  The host, Jim Obermayer asks why the book has received such a strong welcome in only its first month, what’s different about the Asher Strategies and who salespeople and sales manager benefit. The book sold 10,000 copies on its first day offer on Amazon.com Hardcover: $22.18 on Amazon 260 Pages – Three Parts: Ten Chapters About John Asher Asher is an experienced international speaker on sales, sales management and marketing for Vistage, a world-wide network of CEOs.  He is the #1 rated Vistage Speaker on sales and was awarded the Vistage Lifetime Speaker Achievement Award (2015) He co-founded an engineering firm in 1986. He and his team grew the company at a compounded growth rate of 42% per year for 14 straight years. During his tenure as CEO, the company acquired seven other engineering and software development companies. His team sold the company in 1997 after growing annual revenue to $165m. In 1998, he co-founded a sales advisory services practice, Asher Strategies that has grown into a global leader in sales strategies. These strategies include sales, sales management and marketing. His team has trained over 80,000 Executives, Salespeople and other customer facing managers in 22 developed countries over the past 19 years. Asher is a graduate of United States Naval Academy with degrees in mathematics and nuclear engineering. He served as the captain of two nuclear submarines.  He has a MBA from George Washington University.  He is the author of numerous sales training manuals and “Doing Business with the West”, published in China in 2012. About Asher Strategies With so many sales training firms available today, Why ASHER Strategies?  Start with the thousands of sales people enjoying proven results. It is simple and unique. The ASHER Strategies Five Factors for Sales Success Formula is easy to understand and loaded with tools that help organizations execute this formula for each and every one of their salespeople. The Five Factors for Sales Success was developed from over 35 years of studying sales and over 300 different books written about sales. The ASHER training manuals are literally “Sales Cliff Notes” giving you the best concepts and ideas written about sales all in one manual. ASHER Strategies sales expertise comes from experience in selling within commercial, government and government contractor sales environments and brings the best practices of each to your organization.  It works. After training over 50,000 sales people, in every situation when they have taught the sales skills to a sales person that has a natural aptitude for sales, an increase in sales has been the result. Companies who have had their salespeople trained by ASHER facilitators have experienced an average of: o   17% increase in sales from acquisition of new customers o   45% reduction in sales cycle time o   22% increase in sales of high-margin, add-on business to current customers You Can Relax...because we've done this before. Since 1997, ASHER Strategies has assessed the natural aptitude of over 50,000 sales people, trained over 35,000 sales people and improved the sales processes in over 1,000 companies. Sponsor for this show: Goldmine CRM Get more from the cloud with GoldMine workspaces. Flexible sign up options for BYOL hosting or subscription with monthly or annual terms. Designed for customers with Windows server-based applications but looking to off-load their on-premises server equipment.   This is the Tools And Technology report in The CRM Playbook For 2017.    

Win over your buyer’s brain to make the sale.  Understand the science of the sale, and increase your home business sales revenue. Yes, sales is a science. If you can understand this, to get into your buyer’s brain, you’ll close more deals. In this episode of Home Business Radio, Richard “Capt’n” Henderson and Managing Editor Sherilyn Colleen interview John Asher, author of Close Deals Faster, and CEO of Asher Strategies, a high-level growth strategy consulting firm focused on improving sales.   Subjects discussed in this podcast include: * What are the three different parts of the brain, and how you appeal to each one to close a sales deal * Great salespeople are great storytellers: How can you use stories to convince a prospect to buy? * Dangers of stereotypes: Why snap judgments will lead to lost sales  * Four levels of emotional intelligence that you can use to expertly connect with customers * Which is more important when making a sale - emotion or logic? So get into your buyer’s brain, to help close more sales, and grow your home business revenue. Episode Sponsor: CityAmerica * www.cityamerica.com

Win over your buyer’s brain to make the sale.  Understand the science of the sale, and increase your home business sales revenue. Yes, sales is a science. If you can understand this, to get into your buyer’s brain, you’ll close more deals. In this episode of Home Business Radio, Richard “Capt’n” Henderson and Managing Editor Sherilyn Colleen interview John Asher, author of Close Deals Faster, and CEO of Asher Strategies, a high-level growth strategy consulting firm focused on improving sales.   Subjects discussed in this podcast include: * What are the three different parts of the brain, and how you appeal to each one to close a sales deal * Great salespeople are great storytellers: How can you use stories to convince a prospect to buy? * Dangers of stereotypes: Why snap judgments will lead to lost sales  * Four levels of emotional intelligence that you can use to expertly connect with customers * Which is more important when making a sale - emotion or logic? So get into your buyer’s brain, to help close more sales, and grow your home business revenue. Episode Sponsor: CityAmerica * www.cityamerica.com

John Asher -  is the author of Close Deals Faster: The 15 Shortcuts of the Asher Sales Method is the CEO of Asher Strategies, a high-level growth strategy consulting firm focused on improving sales. Asher is a #1 rated speaker for Vistage, a world-wide network of CEOs.   New Interviews, and Inspirational videos will be posted every week on my Youtube Channel! Just go here: https://goo.gl/EA9x6D Connect with Bert Martinez on Facebook. Connect with Bert Martinez on Twitter.

Segment 1: Kenneth W. Gronbach is a demographer, futurist and generational marketing expert whose uncannily accurate predictions are transforming how we look at demographics. An in-demand keynote speaker, he has been studying demographics for more than two decades. His new book is Upside: Profiting from the Profound Demographic Shifts Ahead.Segment 2: Leslie Shoreis a professor, national speaker, communication expert and author. She is the owner ofListen to Succeed, a consultancy that focuses on using listening analytics to help clients achieve their highest level of effective communication. Her book is called “Listen to Succeed”. Segment 3: Stacey Hankehas a passion for teaching others how to communicate with influence. She is the author of the #1 Bestseller “Yes You Can! Everything You Need from A to Z to Influence Others to Take Action”.Segment 4: John Asher is the CEO of Asher Strategies, a high-level growth strategy consulting firm focused on improving sales. Segment 5: Kenneth W. Gronbachcontinued.Sponsored by Nextiva