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From Bagels to Boardrooms: My Personal Journey in Business Development

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How do we become great at sales? The stock answer is there’s the natural aptitude we’re born with and the knowledge and experiences we gain over time. And, of course, our drive to succeed. Here’s the story someone whose first job was at a bakery in college, and how with grit and determination she rose to become senior vice president for business development at a major multi-channel marketing platform company. The March 21 Asher Sales Sense podcast with host Kyla O’Connell features guest Wendy Urquhart in “From Bagels to Boardrooms: My Personal Journey in Business Development". Hear what Wendy learned about sales from the bagel business, how she graduated from the “School of Hard Knocks” by selling telecom in the 1990s, and over time gained the confidence and expertise to lead a successful and growing sales team in the tough and competitive IT marketplace. Wendy will share key insights on how you, too, can grow your sales and build your sales career.

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.” 
 
She resides in Richmond, Virginia with her husband and their two daughters. 
 
To learn more, visit www.taradel.com or www.everydoordirectmail.com

Using NLP to Get The Prospect to Pull The Trigger - A Podcast with Ramzy Ayachi & John Asher

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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.

What if there were special NLP techniques that could help you crush those 2019 sales goals? On this Asher Sales Sense Podcast, Marine Corps veteran and Master NLP Practitioner Ramzy Ayachi will discuss “Using Neuro-Linguistic Programming to Close Deals Faster.” Ramzy is an expert in real life situations where he had to use mind strength to survive. Now his passion is equipping salespeople and others in high stress occupations with mental skills not only to survive, but to thrive. Listen in and learn how you can become an unstoppable sales success machine.

About Ramzy Ayachi

Peak Performance Associates Director of Training Ramzy Ayachi is a Board-Certified Hypnotist, Master Neuro-Linguistic Programming (NLP) Practitioner, a Certified Master Trainer for Hypnosis and NLP, and Marine veteran. He’s our team’s secret weapon!

With over two decades of leadership experience in the "trenches", while serving as an active duty Marine honing his own style of leadership and mastering the practical psychology of human performance behavior, Ramzy is an expert from real life personal and professional challenges, not just theory. He found himself in multiple and difficult life situations and finding his way out became a “must”, not just a “nice to have”. His unique skill is to equip his clients with the reproducible science of achievement.

Ramzy knows what works and what doesn’t and works together with his clients to facilitate change. He believes we all have room for growth and that knowing is the enemy of learning. Ramzy has seen it and done it, succeeded, failed, and succeeded again, mastering the art and science of achievement. Whether providing one-on-one services, leading a workshop, training professionals, Ramzy is a charismatic and highly-effective coach. A natural teacher, mentor, and trainer, Ramzy instinctually and expertly guides individuals and groups to deep, powerful change.

His successes include top-level executives, sales leaders and teams, political appointees, congressional representatives, federal service and military, defense contractors, couples, and professional athletes with issues ranging from eliminating unhealthy sales team dynamics, eradicating limiting beliefs of sales personnel, and reinforcing a culture of excellence within an organization. 

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Asher Sales Sense is sponsored by Asher Strategies 

ASHER Strategies Has Improved Sales for Thousands of Companies.

 

 

Why Sales Managers Join The Institute for Excellence in Sales

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What if you could quickly access expert advice on how to accelerate your sales process? Would that be worth a little of your time? Tune in to the next episode of "Asher Sales Sense" on Thursday at 3PM Eastern.

The guest this week is Fred Diamond, Executive Director and Co-Founder of the IES.  Fred discusses why he founded the IES and what sales managers and salespeople get from this member organization.  You'll learn the four things every sales manager struggles with in order to succeed. 

In addition, Master Sales Coach Kyla O'Connell interviews Fred on “The Top Five Things Sales Pros Must Be Doing to Be Successful Today." Fred was a top marketing consultant for Microsoft and Oracle before he started the Institute for Excellence in Sales (IES), a popular and trusted forum for sales training, programs and services. The IES connects top sales speakers, authors and trainers with sales leaders to help selling professionals become more successful. Learn what Fred thinks are the top things you could be doing – now – to get the sales results you've only dreamed about.

About Fred Diamond:

Fred Diamond is the co-founder and president of the Institute for Excellence in Sales (IES) based in Washington DC. The IES is the premier organization devoted to helping sales leaders hire, retain and motivate top tier sales talent.

Under Fred's leadership, IES has become the industry's trusted partner for sales training, speakers, programs, and services. Fred is also the host of the popular Sales Game Changers podcast.

 The IES connects the top sales speakers, authors, and trainers in the world to sales leaders. IES also helps organizations determine the best sales training partner to engage with and run sales training programs for them.

Many people knew Fred as a world-class marketing consultant to companies such as Microsoft and Oracle before he started the IES.

 His motto, "Marketing that doesn't lead to revenue reward is a huge waste of time and money" demonstrated that it's about accelerating the sales process.

 About the IES

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IES helps sales professionals worldwide crush their quotas. IES is your trusted conduit to the best sales services, products, and content in the world.

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Asher Sales Sense is sponsored by Asher Strategies 

ASHER Strategies Has Improved Sales for Thousands of Companies.

Adding Structure to a Sales Team and Department

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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.

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Asher Sales Sense is sponsored by Asher Strategies 

ASHER Strategies Has Improved Sales for Thousands of Companies.

Getting Breakthrough Sales Growth with Fractional Sales Leaders

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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!

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Asher Sales Sense is sponsored by Asher Strategies 

ASHER Strategies Has Improved Sales for Thousands of Companies.

A Video Story Must Do Five Things - John Carter

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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?

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Asher Sales Sense is sponsored by Asher Strategies 

ASHER Strategies Has Improved Sales for Thousands of Companies.

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

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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

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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.

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Asher Sales Sense is sponsored by Asher Strategies 

ASHER Strategies Has Improved Sales for Thousands of Companies.

To be Found You Have to be Findable

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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

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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.

Read the rest of this entry »