The Asher Blog

Every single salesperson finds himself in a rut at some point in his or her career. For some, it might even be several times per year. This can be a period of deep despair, where nothing seems to “click” and even deals that seemed like “sure things” fall apart. In a vicious cycle, each defeat … 3 Unusual Sales Techniques to Get Out of a Rut

BYOD, which stands for Bring Your Own Device, is no longer a “maybe” proposition. Workers nationwide are using their own preferred mobile devices for work, even if this makes IT managers grit their teeth due to the lack of control and extra security risks inherent in such a practice. Sales managers, executives, and even company … BYOD and the Sales Team: Risks and Benefits

If you are reading this, you are likely trying to put together some kind of solution to your firm’s corporate sales training issues. With so many options, it can be tough to know where to start, so consider this a short primer on the important facets to keep in mind when designing a top sales … Easy Tips for Designing a Top Sales Training Program for Your Company

Sales executives tend to be big picture types, working more on devising broad strategies, forecasting, and other long-term actions rather than rolling up their sleeves and directly working with sales personnel or clients (besides the occasional “VIP,” that is). This can result in a gap between the executive strata and lower echelons, disrupting productivity and … How Executive Sales Coaching Can Completely Transform Your Business

Sales aptitude testing is an indispensable part of sales improvement. According to Craft Systems, 50 percent of outside salespeople’s results are attributable to their natural talent for the job. This is a sobering statistic for sales trainers like myself, but the good news is that it allows us to build better teams through testing and … Sales Aptitude Testing for Beginners

Neuro-linguistic programming is a somewhat controversial branch of psychology that studies how language and neurological processes influence behavior. Its adherents state that NLP can be used to effectively persuade others. As sales has a lot to do with persuasion, this is a subject worth looking into. To get you started exploring NLP, I present the … Neuro-linguistic Programming Sales Tips 2013

When trying to get quick results as a sales manager or executive in turning around a sinking ship, lots of solutions come to mind. There are training courses, hiring new people, motivational speeches, big marketing campaigns, and more. One excellent sales improvement remedy (which is all but overlooked) is to perform sales aptitude testing on … Is Aptitude Testing the Quickest Way to Sales Improvement?

Salespeople obviously do better with warm leads, those which are already familiar with a product or service and which might already have an interest in buying. One of the best, most cost-effective methods for obtaining warm leads is through referral marketing. Referral marketing leverages the power of social influence — you are much more likely … 3 Tips for Increasing Referrals in 2013

The notion of using formal sales processes might seem counterintuitive to a small, scrappy startup or to a maverick company that “marches to the beat of a different drummer.” In fact, it might seem to be restrictive or overly bureaucratic — the exact opposite of the way in which most young, free-spirited companies operate. However, … Why Startup Companies Need Formal Sales Processes

We have reached the final installment of our four-part series on understanding different personality types in the workplace. I hope this series of blog posts has been informative. Although there is always a danger in oversimplifying complex human behavior into just a few categories, I trust these posts have provided some basic tools for identifying … Understanding Personality Types in the Workplace: Part 4, “The Supporter”