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How Italian Studies Opened the Door to the US Post Office - 8 minute podcast

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This short episode is part of the complete episode:

From Bagels to Boardrooms: My Personal Journey in Business Development

In this selection, Kyla and Wendy discuss the way Italian Studies paid off to position Taradel as the solution for the US Post Office and other postal services around the globe.

Taradel is now the provider of turnkey direct mail and digital marketing for customers of the U.S. Postal Service. A pretty significant accomplishment. What does that mean for Taradel?

Wendy tells us, "This is really exciting. We just went live about four weeks ago. And formal marketing hasn't even started yet. But if you go to USPS.com Direct Mail, that's our platform. This has been a long time in the works and it's something that our entire team, you know everyone from sales to design to operations and especially IT really pulled off together. So yeah it's been in the works for a long time and I'm really excited to see where it takes us. We've had post offices from other countries reach out to us. We've been working with Canada Post for a number of years, but other countries who have seen what we're doing so I'm curious to see if that journey takes us into postal services from other countries as well.

I've used my Italian degree in really unique situations in my sales career. One going back to the telecom, knocking on doors. One of the doors I knocked on was the Italian Embassy in Washington, D.C. and I used some very conversational Italian to get in there and they were one of my best customers. And then when I first started at Taradel selling pizza menus, every now and then you'd get a real Italian on the phone so I would speak to them in Italian about menu printing. So it kind of weaved its way into my career every now and then."

Tune in to hear the rest of this story, or listen to the full episode here >

About our guest | Wendy Urquhart, SVP of Business Development for Taradel
 
Wendy Urquhart is a top producing sales and business development professional who has spent her 20+ year sales career working with independent business owners, national brands, associations, agencies and franchises on solutions designed to help their businesses grow. 
 
For the past ten years, Wendy has worked for Taradel, a platform that integrates direct mail and digital marketing for small businesses. She spends most of her time developing relationships with national brands and strategic accounts as part of the company’s “white label” strategy, currently used by brands including Staples, FedEx Office, Canada Post and the United States Postal Service. 
 
Wendy is also an “Asher Alumnae” and worked with John Asher and Kyla O’Connell from 2003 to 2009 and describes the experience as “an MBA in sales.” 
 
To learn more, visit www.taradel.com or www.everydoordirectmail.com

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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

Overcome Cognitive Biases and Close Deals Faster - John Asher Podcast

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Add the ASHER Sales Sense skill to your Alexa capable device to play the most recent or choose from a list.

The sales process has been with us since before recorded history. It has been surveyed, examined, distilled, analyzed, and assessed. It would seem we’ve identified all we need to know about how sellers and buyers meet and agree. And yet, research into the human condition shows that ancient elements in sales processes are more deeply rooted than we previously thought.

The September 5th Asher Sales Sense Podcast, “Using Cognitive Biases to Positively Influence Sales Prospects,” continues John Asher’s discussion featured in his previous show, “How Neuroscience Disrupts the Standard Sales Process.” John is 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, available through Amazon.

This Asher Sales Sense session covers how an understanding of cognitive biases can assist sales professionals in the sales process. Cognitive biases are systematic patterns of deviation from rational decisions, well-known to psychologists and behavioral economists. There are over a hundred cognitive biases and many of them overly influence the buying process, often to the frustration of salespeople. What if you could employ practical applications of cognitive biases to help prospective customers make better decisions? Tune in on September 5th and find out how you can take buyer confusion out of the sales process and close deals faster.

John Asher, CEO, Asher Strategies

John is an experienced international speaker on sales, sales management, and marketing for Vistage, a worldwide network of CEOs. He co-founded an engineering firm in 1986. He and his team grew the company at a compounded growth rate of 42% per year for 14 straight years. During his tenure as CEO, the company acquired seven other engineering and software development companies. His team sold the company in 1997 after growing annual revenue to $165m. In 1998, he co-founded a sales advisory services practice that has grown into a global leader in sales strategies. These strategies include sales, sales management, and marketing. His team has trained over 80,000 Executives, Salespeople and other customer-facing managers in 22 countries over the past 19 years. His team has advised a number of Global Fortune 5000 companies including Goldman Sachs, General Dynamics, Alibaba, China Mobile, and 1400 other small and medium-sized companies.

In his first career, John was the captain of two nuclear submarines like the Dallas in the movie “Hunt for Red October”. He completed his Navy career in the Pentagon as the Program Manager (buyer) of a $2B nuclear submarine combat systems program. John is a graduate of United States Naval Academy with degrees in mathematics and nuclear engineering. He has an MBA from George Washington University. He is the author of numerous sales training manuals and “Doing Business with the West”, published in China in 2012, and “Close Deals Faster” in 2017.

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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

Chuck Reaves Says Customers Don’t Allow Mulligans on the John Asher Podcast

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Add the ASHER Sales Sense skill to your Alexa capable device to play the most recent or choose from a list.

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The Asher Sales Sense Podcast with host John Asher features his guest Chuck Reaves in “Chuck Reaves Says Customers Don’t Allow Mulligans on the John Asher Podcast.”  Chuck is the Founder of Sales Suites and a top-rated corporate speaker. Asher and Reaves discuss:

  • All decisions are subliminal
  • Sales is more science than art
  • Sales is a scientific process
  • Chuck compares sales to surgery
  • The four elements of a sales process 

Tune in and hear his Chuckisms, such as “IN THE HISTORY OF RECORDED TIME, NO CUSTOMER HAS EVER SAID, ‘YOUR PRICE IS TOO HIGH,’ AND MEANT IT” and “THE SINGLE, MOST IMPORTANT FUNCTION OF SALES IS TO TEACH.”

This show is a 14-minute extract from the original show: 

Capitalizing on the Science of Selling

His first book, The Theory of 21, is the result of his years of success in the corporate environment. Chuck has proven his theory about accomplishing the impossible with astounding results by applying it to his life, and to the lives of others. His book, Never Take Money from A Stranger, teaches how to ask for whatever you want and get it. His latest book is The Nanosecond Salesperson; Like the One Minute Salesperson, Only Faster.

Chuck has worked with large and small companies, as a consultant, to assist them in achieving their impossible goals. He became the president of a 30-million-dollar bakery, made sales calls for a multi-billion-dollar corporation, and even served as press secretary for a Congressional candidate. He believes in doing what it takes to accomplish his client's goals.

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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 Get Salespeople to Avoid the Inferior Posturing Trap in the Sales Process

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Add the ASHER Sales Sense skill to your Alexa capable device to play the most recent or choose from a list.

You’re an experienced sales professional and you know everything there is to know about your offerings and have seen every customer situation imaginable. You should be at the top of your game. But your closing results are soft. Maybe, it’s a not so small thing you’ve forgotten over time: Your Inferior posturing with the prospect. 

Guest host Debb Borchardt interviews Kyla O’Connell about what she’s learned during years of successful sales coaching and working inside companies to bring out the best in their sales talent. Debb is Vice President of Asher Client services and Kyla is Senior Partner and Sales Facilitator at Asher Strategies. They discuss:

  • Why is proper posturing language so important?
  • Why don't salespeople close for the next step 48% of the time? 
  • Why does a salesperson get timid?
  • What happens to a sales person's assertiveness in the sales process? 
  • How inferior posturing helps a salesperson lose traction and control of the sale!
  • Why does a salesperson act like a prospect is doing them a favor? 
  • What useful phrases can you use in connecting with customers from their perspective?
  • How can you maintain leverage throughout the entire sales process?
  • And what’s a vital but often overlooked thought process at closing? 

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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

Why Using Personality Assessment for More Than Selection is Vital - 7 Minute Podcast

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Successful sales leaders use personality assessments for hiring, but many of them stop at that point. What if there was an easy, low-cost way for sales leaders to not only discern aptitude for sales in new hires but also coach their current salespeople to increased productivity?

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How Digital Transformation is Disrupting Government Information Support Solutions

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Every organization is struggling with digital transformation, involving new and evolving technology solutions. Disruption seems to be the new normal. The business-to-government information support marketplace is particularly challenging. Government contractors must find ways to automate processes with cost-effective solutions without creating more problems than they solve. The key is to rethink, re-plan, and rebuild information environments with changes to both technologies and cultures. How do successful government contractors provide disruptive solutions that don’t disrupt the customer?

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Perception Trumps Reality-Standout to be Credible, Yes it is the B-Word with Steve Brazell

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Because life is like Instagram, you have to take control of your Brand. Everyone judges you in seconds and you must take advantage of the opportunity. No, it isn’t about you as much as it is about the value you bring to others. 

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Learn the 3 Things Leaders Master for Growth, Scale, and Success - Beth Berman 5 Minute Podcast

Beth Berman - Compellications Consultancy on Asher Sales Sense

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This program is an extract with guest Beth Berman from the program, Are You Running Your Business or is Your Business Running You?  In this portion of the program, Beth discusses says, “At the highest level when we look at a business, there are three main areas that we look at and can strengthen in order to have a business grow and scale. And they're interdependent. The three are vision, traction and healthy.”   Read the rest of this entry »

Three Techniques Elite Salespeople Leverage During the Sales Process

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Add the ASHER Sales Sense skill to your Alexa capable device to play the most recent or choose from a list.

You’re an experienced sales professional and you know everything there is to know about
your offerings and have seen every customer situation imaginable. You should be at the top of
your game. But your closing results are soft. Could it be headwinds in your marketplace?
Time of year? Sunspots? Maybe, just maybe it’s the small things you’ve forgotten over time
or never paid much attention to the artful techniques that separate elite salespeople from
the pack.

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Sales and Incentives in the New Economy

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In the new economy, business leaders are challenged to find the right kind of talent and get it distributed throughout their entire organizations. The old economy featured public companies offering products, lengthy careers, talent at the top, long-range plans, and annual performance reviews. The new economy features private companies offering services, composite careers, talent throughout, fast-moving markets, and performance reviews on demand. It’s a seismic shift that requires the most out of sales professionals. How are you going to compensate them? How are you going to make them happy and keep them?

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