The Asher Blog

Sales forecasting can be a subject of dread for both managers and salespeople. This is probably due to lack of consistency: forecasting methodologies can range from throwing darts at a board (aka “wild guesses) to performing tedious, complex data analysis using spreadsheets, databases, and more. But what is the point of forecasting in the first … Using Sales Data to Predict Future Success or Failure

When it comes to sales, many would like to believe there is a magical formula or method that will fix the sales woes of any business. This simply isn’t true — though assembling an all-star sales team can’t hurt. Even Fortune 500 sales can turn into a rollercoaster from time to time. Giants, such as … Sales Areas Even Fortune 500 Companies Struggle With

Anyone who has turned on the television in the middle of the night has seen them—the infomercial. Your first thought might be to dismiss these sometimes silly and absurd little product promotions. However, infomercials are a big business and an excellent way to spur sales growth. That’s why you see so many of them — … Infomercials: A Winner for Sales Growth

With advances in cloud technologies and Software-as-a-Service affordability, CRM is quickly shifting from a luxury for large businesses to an essential. Though choosing and implementing a CRM sales solution for your business has its difficulties, the long term benefits are indisputable. One of the most useful aspects of CRM is keeping accounts (and revenue) in … How CRM Saves Sales When a Salesman Leaves

Whether employees directly sell products and services or not, managers should develop the attitude that they nonetheless are “selling” the company at all times, no matter if they are secretaries, the computer guy, or service desk workers. The customer can be inspired to buy based on any exposure — and that exposure should reinforce the … How to use your entire organization for sales and marketing process improvement

Training, tools and proper processes will help any sales team improve. Unfortunately, there is one major consideration that you have no control over—sales aptitude. Some people are simply better at sales than others are. Any firm who has hired a dud is painfully aware of this. Poor performers suck the energy out of a sales … Does HR Help You Hire Star Salespeople?

Since the sales business is the relationship business, social media can significantly increase upsales for current customers. Social platforms encourage steady, repetitive and interactive relationships with customers – but in a low-pressure, fast and enjoyable way. Salespeople can share advice, stories, product updates, product research and sales promotions. They can also solicit feedback from current … How Social Media Selling Can Help You Up-Sell Current Customers

Divisions between marketing and sales departments can result in reduced revenue, poor lead development and unsatisfied customers.  Many companies are embracing unique methods to align both teams. Here are five major trends: 1.       Combined Sales and Marketing Teams Moving away from the standard division of labor, companies, like Comcast, are successfully blending marketing and sales … 5 Innovative Ways to Get Your Sales and Marketing Teams Playing the Same Sheet of Music

Salespeople who cater to business-to-business (B2B) prospects have many avenues beyond the typical social media sites like Facebook, Twitter and LinkedIn to hunt for new customers. The primary need is for a platform that allows you as a salesperson to do three things: flaunt an intriguing profile that lures prospects, forge relationships/promote contact, and disseminate … Top 10 sites besides LinkedIn for finding leads in the B2B Market

Modern buyers are not as dependent on salespeople as before. They self-educate, research and meticulously compare when it comes to product and brand information online. Because of this, salespeople are involved less and less in the early stages of the buying cycle for most B2B prospects. In fact, according to the Corporate Executive Board (CEB) company, buyers are 57 percent done with the sales process before seeking out a salesperson.  To combat … Learn How to Sell From How You Buy – Matching Your Sales Process to the Buyers Process