The Asher Blog

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

Although landing one can take a bit of legwork, government contracts can provide a steady and long-term stream of revenue.  The Small Business Administration (SBA) reports that the federal government alone spends more than $91 billion annually on contracts, with most contracts ranging from $30,000 to$100,000. With state and city contracts also available, businesses and their sales staff have multiple … How Do You Train Your Government Business Development Team?

A lot of factors can influence whether a sale closes or not. Sometimes, the environment where the sales call itself takes place can help or hurt chances. While you don’t see average salespeople putting much time into arranging the right physical environment and ambience for a meeting, the top ones do. Here are five tips … What is the Best Environment for a Sales Call?

As most salespeople already know, the objection is not your enemy. For sellers, a sales objection gives the perfect target to focus on in order to make the sale. What do you do, however, when the prospect clams up and won’t really give you much to go on? Here are a few strategic statements which … 4 Tips for Finding the Sales Objection When the Buyer Is Silent

Asher Strategies has executed sales training programs for well over 50,000 sales professionals in more than 1,200 companies, across many industries. Through training such a diverse group of people, we’ve received feedback on what works for different sales organizations and have developed solutions to meet those different needs.  Here is a brief rundown of some of the most popular sales training programs we offer. … Sales Training Programs by Asher

You know, sales isn’t as hard as you might think. The fundamentals are few. It’s the application that leaves a lot to be desired. That is where sales training comes in. Trainers like myself mostly work on motivating people to apply a handful of skills, many of which they already know. Most of the barriers … How to Improve Sales in 5 Easy Ways

Low-cost and easy-to-produce, webinars can expand a business and increase sales revenues in multiple ways.  Delivering high-demand and high-caliber content, these live presentations have the potential to create both current and residual revenue because they can be recorded and later posted on slide-friendly or video-friendly social media, such as Slideshare or YouTube. They can also … The Power of Webinars in Sales

Every sales team requires several different lead generation tactics to leverage so they never have to lean on just one. Fortunately, technology is making it easier than ever to source leads from multiple channels. Sales managers seeking to provide more sales team leads probably already know about the following five strategies, but most tend to … 5 Ways to Generate Leads for a Sales Team

Today’s prospects are information seekers who don’t wait for proprietary information from sales people to shape their buying habits. They research online and consume massive amounts of product details and brand information, giving them incredible power and insights that would seem to weaken the impact of sellers. But all is not lost. Changing times call … How to Sell Even Before You Get a Lead

Sales meetings are an excellent time for sales managers to test the product acumen of sales associates and verify they are using top sales skills to serve prospects properly. Whether in a one-on-one conference before a salesperson meets a major client or at a sales team meeting to assess performance, here are five questions to … 5 Sales Skills Questions to ask a Sales Person