The Asher Blog

Confusing the roles of branding, marketing, sales and customer service. “It’s actually a fairly simple distinction.”  The objectives of each process are: Marketing: Obtaining qualified leads through: Branding (you are trusted) PR (you are relevant) Digital marketing (outbound) (you are engaged) Digital marketing (inbound) SEO & SEM, etc. (you are found) Social media/social networking outreach … What’s not clicking in companies that are sales-challenged?

They are product experts. They know the ins and outs of what they sell, as well as their competitors’ offering and their customers’ businesses as well. They are born with a natural talent for selling. They have sold their entire   lives even if they do not realize it (parents, teachers, friends, etc.) They have had … Twenty Things About Elite Salespeople.  How Many Do You Practice?

There’s been an international consortium of neuroscientists in 70 countries, sharing their research and studies in the cloud.  The growth of this knowledge is exponential.  If you go to Wikipedia and type in cognitive bias, there are 184 of them.  Asher Strategies has analyzed all of them and boiled them down to 15-20 that apply … Understanding Neuroscience Helps Salespeople Sell

The DISC assessment has been a go-to tool for assessing the personality style of job applicants and current employees across many industries since the early 1970’s. The assessment is named after the four major personality styles:  Dominance, Influence, Steadiness, and Conscientiousness. It is thought that by testing someone and plotting their answers against DISC’s established … Why you should not rely on the DISC assessment to hire salespeople

  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 … Six Most Important Cognitive Biases for Salespeople to Master

We have all heard the phrase ‘practice makes perfect’ before. Well legendary Green Bay Packers coach Vince Lombardi saw the flaw in this expression. Lombardi said that, “Practice does not make perfect. Only perfect practice makes perfect.” While Lombardi was speaking about football specifically, it is clear this phrase can be applicable to so much … Reasons Why Sales Training Fails

When most people think of sales training, they view it as something that exclusively benefits salespeople. I mean it only makes logical sense right? Sales training is just for salespeople. Wrong. Sales training has lessons and benefits that can help everyone inside an organization. Sales methodology is the backbone of any innovative enterprise. The bottom … Benefits of Organization-Wide Sales Training and Coaching

Join these two authors, John Asher and Vincent Burruano, talking about what took them so long to write their books. That leads to the motivation behind Vincent’s latest book, “A Daily Dose of Sales Wisdom“. This takes us to an important distinction regarding being nice can be unkind. What Vince means is that honesty is … Being Honest Isn’t the Same as Being Mean or Brutal, But It’s Necessary

Sales is a results driven business, there is no way around that. Salespeople’s performance is often measured under a microscope every month, quarter, and year. Applauded when they surpass goals and criticized when they fall short, it’s easy to measure the performance of a salesperson. Go one step above them though, and things get a … 5 Ways to Measure the Performance of a Sales Manager

You have just decided that you want to invest in your employees, and you want to award them with a top-notch B2B sales training program. If you search up sales training programs on the internet, you’ll get thousands of results. How do you know where to start? How do you know which programs are worth … Sales Training Program – How to Choose The Best B2B Training