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How to Lead a Sales Team in an Economic Downturn

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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. 

ASHER Strategies   Funnel Radio Podcast Channel by the Funnel Media Group, LLC

The Purpose of a Salesperson

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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. 

ASHER Strategies   Funnel Radio Podcast Channel by the Funnel Media Group, LLC

How to Spend Less Time Researching and More Time Selling

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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. 

ASHER Strategies   Funnel Radio Podcast Channel by the Funnel Media Group, LLC

What Small Business Leaders Can Learn from Billion-Dollar Entrepreneurs

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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. 

ASHER Strategies   Funnel Radio Podcast Channel by the Funnel Media Group, LLC

How to Make the Decision to Sell Through Distribution – 11 Minute Podcast with Andrew Chisholm

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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. 

ASHER Strategies   Funnel Radio Podcast Channel by the Funnel Media Group, LLC

The Five Most Common Mistakes in Sales

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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. 

ASHER Strategies   Funnel Radio Podcast Channel by the Funnel Media Group, LLC

The Neuroscience of Leading High-Performance Sales Teams

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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 these
and 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. 

ASHER Strategies   Funnel Radio Podcast Channel by the Funnel Media Group, LLC

Online Sales Training Requires These Training Skills

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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. 

ASHER Strategies   Funnel Radio Podcast Channel by the Funnel Media Group, LLC

Account Based Marketing in Challenging Times

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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. 

ASHER Strategies   Funnel Radio Podcast Channel by the Funnel Media Group, LLC

The Happiest Sales Reps Have the Right Mindset from Umar Hameed 11 Minute Podcast

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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. 

ASHER Strategies   Funnel Radio Podcast Channel by the Funnel Media Group, LLC