Asher Strategies Radio

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Adding Structure to a Sales Team and Department



You’ve been great at the selling game.  So great that your company promoted you to Vice President of Sales.  But the joy of the announcement has given way to near panic as you realize you now have to step up to meet big company goals.  You’ll need to develop sales talent and put a structure in place to help your salespeople succeed.  Wouldn’t it be great to know how someone else faced this challenge and thrived?  The upcoming Asher Sales Sense Podcast – “Adding Structure to a Sales Team and Department” – with Thorne Vice President for Sales Phil McDonald might be just what you need to hear.  Asher Senior Partner and Sales Facilitator Kyla O’Connell will guide the conversation including topics such as: understanding how to develop technical salespeople, adding structure and repeatable processes to a sales department, and lessons learned as a VP of Sales for a major vitamin and supplement manufacturer.  Tune in and find out how a newly-installed VP Phil McDonald, despite facing additional complications of a cross-country staff relocation and a hurricane, organized his sales team for success.

About our guest:

As Vice President of Sales for Thorne, Phil leads Thorne’s U.S. Sales Force to profitably grow sales and revenue for the company’s portfolio of nutritional supplements sold through healthcare practitioners.  Phil works closely with Thorne’s Marketing, Customer Service and Medical Affairs teams to ensure Thorne’s practitioner-customers receive best-in-class support from the Thorne Sales Force.

Phil has over 35 years of experience in sales, sales management, and training, including 22 years in the nutritional supplement industry.  Prior to joining Thorne, he worked with the Perrigo Company, the nation’s largest supplier of store brand OTC products and nutritional supplements.  As a National Account Manager, Phil was responsible for sales at many of the nation’s largest retailers including CVS, Target, and Kmart.  Phil also spent 13 years in pharmaceutical sales including 4 years in sales management for SmithKline prior to their merger with Glaxo.

Phil’s professional development includes certification as a trainer for Professional Selling Skills, Account Development Strategies, Investment in Excellence, and Advanced Communication Skills.


Getting Breakthrough Sales Growth with Fractional Sales Leaders



Finding your new year’s sales projections already flatter than you hoped for?  Doing all you know how to do with the personnel and financial resources?  Maybe it’s time to get some outside help.  Everything is easier if you know how and the upcoming Asher Sales Sense Podcast might just be the answer you’ve been looking for to help you accelerate your sales. Join host John Asher and guest Chris Tully in their discussion on getting breakthrough sales growth with fractional sales leaders.  Chris is Outsourced Chief Sales Officer for Sales Xceleration, planning and executing revenue strategies for mid-sized growth-oriented companies in high-potential commercial and federal markets. He’s also a business advisor to the Association for Enterprise Growth, helping C-level executives and owners of small to mid-size companies achieve their business objectives.

Topics covered during the program will include: using a fractional or part time VP of sales from an outside company to achieve breakthrough sales results; knowing the leadership skills a sales leader needs in order to be successful; and helping companies develop repeatable, effective sale processes. 

Listen in and get some new ideas on how to blow through your sales objectives!

A Video Story Must Do Five Things - John Carter



If you are thinking of video marketing, start by listening to John Carter and John Asher.

Do you know that customer relationships can start in less than a minute on a five-inch phone screen?  It begins with a story.  Your story.  Buying behavior can start this fast and wide, but how can you be sure you’re sending the right information?    In this episode the host John Asher talks to veteran videographer John Carter and they discuss:

  • The one question John asks every client before they start
  • The five things every story must have
  • The three parts of every story
  • How trust is built
  • How long a video should be
  • The two kinds of videos

This episode of the Asher Sales Sense podcast features John Carter, founder of the Potomac Digital Group, being interviewed by John Asher.  In producing over 1,000 successful commercial video campaigns for websites and smartphones, Potomac Digital has uncovered the best ways to stimulate buyer engagement with audiences.  What’s the DNA of your company?  How do you turn your website into a sellsite?  What’s the most effective way to wrap your narrative into buyer-attractive video?  

About our guest: John Carter, Founder, Potomac Digital Group

How do we compress sales cycles and create engagement in 1 minute? With over 1,000 scripted productions and campaigns for B2B, B2C, DoD, GOV and Non-Profits, we've realized relationships often start on a 5" screen - your phone. Storytelling that drives buying behavior starts with the script and we start scripts with the following:

If more of your market (state your primary market) only knew _____ about your products and services, they would buy or engage with you.  

Whether we are doing a simple interview or using multiple locations to tell a story we always remember that buyers will remember the product or subject matter when it is wrapped in a narrative. Humans process a motion picture/video story thousands of times faster than reading. They also make buying decisions on smartphones which are perfect for video. Why ask them to read at 200 WPM when you can show them on their own handheld TV screen?


When Sales and Marketing Don’t Trust Each Other - Brian Beveridge, A Short Podcast



One of the most difficult and enduring challenges business leaders face is misalignment of sales and marketing.  Misalignment is another word for trust. When Sales and Marketing don't trust each other it isn't good for either and worse for the company. 

Brian Beveridge knows how to fix this.

Even if you have winning talent and winning solutions, if you can’t get your sales and marketing strategy and execution working seamlessly you’re missing out on money. 

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Improving Sales Leadership Performance with World Class Athlete Mindsets



It’s a new year and your boss has just handed out your team’s performance goals. They’re ambitious. As the sales leader, it’s all on you. You’re stressed. So, you go to the gym and work out, hoping you can at least make headway on that New Year’s resolution. And you wonder, wouldn’t it be great if you had a performance coach who could help you with your team’s goals? On the January 17 Asher Sales Sense Podcast, Alan Stein Jr will reveal the performance secrets of world-class athletes and how they can inspire and empower you and your team to take immediate action and improve mindset, habits, and productivity. Alan worked as a performance coach with the highest-performing basketball players on the planet, including NBA superstars Kevin Durant of the Golden State Warriors and Victor Oladipo of the Indiana Pacers. He understands the principles of top performance, mental toughness, and consistent achievement and that whether on or off the court, the fundamentals of performance and achievement are identical. Listen in and learn how you can lead your sales team to victory in 2019.

About our guest, Alan Stein, Jr.

Alan Stein, Jr. is a performance coach, consultant, speaker, and author of the recently published book, Raise Your Game: High-Performance Secrets from the Best of the Best. High achievers are at the top of their game because of the discipline they have during the unseen hours. They have made a commitment to establish, tweak, and repeat positive habits in everything they do. RAISE YOUR GAME examines the top leaders in sports and business and proves that success is a result of the little things we do all the time.

After 15 years working as a performance coach with the highest-performing basketball players on the planet, such as NBA superstars Kevin Durant of the Golden State Warriors and Victor Oladipo of the Indiana Pacers, Alan understands the principles of top performance, mental toughness, and consistent achievement. Whether on or off the court, individual or collective development, the fundamentals of performance and achievement are identical. Alan teaches people and businesses how to use the same mindsets and habits as world-class athletes to achieve goals by using sports-proven strategies of closing the gap between what they know they should do and what they are actually doing.

“For an organization to thrive, every member of the team needs to make the conscious choice to be an influential leader and selfless teammate. I help businesses get clarity on their identity, standards, and culture with a focus on leveling-up productivity, shifting mindsets and improving team cohesion. I help key decision makers, CEOs and managers develop authentic leadership skills that will enable them to radically drive performance metrics within their organizations.”

Alan delivers high-energy keynotes and interactive workshops to improve performance, cohesion, and accountability. He inspires and empowers everyone he works with to take immediate action and improve mindset, habits, and productivity.

To be Found You Have to be Findable



The Internet has turned the flow of information between sellers and buyers completely up-side down. Gone are the days when sales people controlled the conversation and the exchange of information.  You might have great solutions and distinct advantages over your competitors, but if you can’t get out in front of them you can’t get the sales you need. 

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Using Neuro-Linguistic Programming to Close Deals Faster



For 2019, salespeople will have both challenge and opportunity. The challenge is meeting that ever-increasing sales goal. The opportunity is a chance to reinvent yourself into a super salesperson. Have you ever heard of neuro-linguistic programming, commonly referred to as NLP? Neuro stands for brain, linguistic refers to language, and programming is how neural language functions.

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Achieving Aggressive Growth Goals with Digital Marketing



What are the absolute digital marketing basics your company should have in 2019?  How much should you be investing in digital marketing? What kind of ROI should you expect to receive and how can you measure it? If you’re not sure of the answers, tune in to the Asher Sales Sense podcast on December 20 at 3PM Eastern.

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Bringing Sales Success to Distribution Sales Teams



Are you considering selling through distribution partners or do you already?  These arrangements can bring both huge benefits and daunting challenges.  If you’re new to the game, it’s really important to know what you’re getting into and seek expert advice.  What are some considerations in selecting distribution partners?  What matters most to success in sales through distribution? 

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Rethinking LinkedIn - Judy Schramm


LinkedIn Matters More than Ever - Judy Schramm

Kyla O’Connell, Senior Partner and Sales Facilitator at Asher Strategies is the host for this episode.  Kyla’s guest is Judy Schramm, CEO of ProResource, a marketing agency that specializes in executive branding. Topics covered during the program will include some myths about LinkedIn, common mistakes that are made, and the bare minimum every professional needs to have on their LinkedIn profiles.

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