Asher Strategies Radio

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Building Best Practice Product Knowledge Training

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Being Vice President of Sales is a tough job. You’ve climbed your way up in the organization not only through your innate talent as a salesperson but also through your organizational skills. Now’s the hard part: building a sales team that’s as good or better than you at bringing in new clients. You’ve hired the best people you could find, evaluating their natural aptitude, past performance, and fit into your company’s culture. Now what? Send them right out to the field? Maybe that’s rushing it a bit. More likely than not, it’s best to first spend time preparing your hunters to hunt.

The February 20th Asher Sales Sense Podcast, “Building Best Practice Product Knowledge Training” with host Kyla O’Connell features Sahar Mehrabzadeh, Executive Vice President for Sales at Bay Cities Packaging and Design.  Sahar describes how she constructed a best practice onboarding and sales training program focusing on product knowledge that gets the kind of super sales results that reward salespeople and delight company executives. 

 How did such a best practice product knowledge training program get started?  How can you structure your own?  What are ways to handle fast-learners?  When do you know a salesperson is ready to start interacting with customers?  What happens when more experienced salespeople join the team?  What’s the end deliverable after the training is complete?  Tune in on February 20th to hear Sahar answer these questions and give valuable advice to VPs of Sales in need of developing internal training programs.  Follow Sahar’s lead and equip your hunters to beat the competition and delight your customers!

 Sahar Mehrabzadeh  Executive Vice President of Sales

Sahar’s journey with Bay Cities began in 2006 as a Marketing Manager. In this role she developed Bay Cities’ first marketing department and pioneered a fresh approach to customer outreach for the company.

 In 2013, the contacts and account relationships she developed in marketing led her to step into a new role as the Director of Sales for Point of Purchase Displays. In this role, Sahar broke new ground for Bay Cities by opening multiple new national accounts, such as the Electronic Retailers Association (ERA), while continuing to keep Bay Cities’ focus on sustainable development through her position on the Executive Leadership Team.

 In October 2019, Sahar became Bay Cities’ first Executive Vice President of Sales. In addition to leading Bay Cities Sales force, she champions Bay Cities’ unique position as the liaison between brands and the retailers and sales channels they serve by connecting brands with the end consumer through point-of-purchase displays, packaging, and consumer experiences.

 Sahar continues her outreach through presentations around the country on sustainability, the fundamentals of performance packaging, and the use of emerging technologies such as augmented reality to create dynamic customer experiences and engagements with brands and retailers.

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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 Hire a Natural Born Salesperson - Karen Caplan

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Is it possible to find a “natural-born” salesperson? Of course, says Karen Caplan, President, and CEO of Frieda’s Specialty Produce in Los Alamitos, California.  It’s often been said that the hardest thing for business leaders and owners to do is hire good salespeople.   

Dream sales candidates can turn into nightmares and they are expensive and complicated to separate once they’re in the system. What’s most important in hiring salespeople? Experience? Aptitude? Culture? What does an experienced CEO of a highly successful business value most?  She values the natural born salesperson and has learned how to find them.

This could be the most rewarding 6 minutes you’ll spend all year.

This program is an extract from an interview with Karen Caplan on January 14th with host John Asher of Asher Sales Sense: Two Things CEOs Should Look for in Hiring Top-Performing Salespeople

About Karen Caplan

Karen Caplan knows jack…fruit, among many other exotic fruits and vegetables. After all, produce is in her blood. 

The eldest daughter of produce trailblazer Dr. Frieda Rapoport Caplan, founder of Frieda’s Specialty Produce and the first woman to own a produce company in the U.S., Karen graduated from UC Davis with a Bachelor of Science in Agricultural Economics and Business Management and entered into the family business. 

Now the co-owner, president, and CEO of Frieda’s, Karen is a produce industry leader. She was the first female chairperson of the United Fresh Produce Association and the first female president of the Southern California-based Fresh Produce & Floral Council. She has served on numerous boards and leadership positions, including as chairman and vice-chairman of the USDA Fruit & Vegetable Industry Advisory Committee and board member of the Federal Reserve Bank, Los Angeles branch, and the Second Harvest Food Bank of Orange County. Karen currently serves on the boards of the California Agricultural Leadership Foundation, CSU-Cal Poly Pomona Dean’s Advisory Board, and UC Davis Agricultural Issues Center. She is also the current president of The Trusteeship, the Southern California chapter of the International Women’s Forum. 

Karen is a frequent keynote speaker and panelist on leadership, innovation, and produce trends. She also writes a weekly blog, “What’s on Karen’s Plate?”. Connect with Karen on Twitter @Karen_Kiwi and on LinkedIn.

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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 Build a Rejection-Proof Sales Mindset

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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?

The February 6th 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 awesomer! 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.

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.

Umar says, “Every behavior and team dynamic has a belief that drives it. You can’t create change unless you address the underlying belief.”

Umar’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.

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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

Mastering the Three Weakest Selling Skills

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The Asher Method’s Top Ten Selling Skills have helped thousands of salespeople achieve their sales and professional goals. Like any process, however, some steps can be more challenging than others. What are the three weakest – most difficult – sales skills that salespeople struggle with? If you listened closely to a sales expert give you tips on how could master these, could it make a difference in your sales performance, bonuses, and overall happiness with life? You bet it would.

The January 30th Asher Sales Sense Podcast is “Mastering the Three Weakest Selling Skills” with Asher Strategies Studio director Dave Potts interviewing show co-host Kyla O’Connell,  Senior Partner and Sales Facilitator at Asher Strategies. Kyla shares what she’s learned about these three most challenging selling skills during years of successful sales coaching and working inside companies bringing out the best in their sales talent.

What are the three weakest selling skills and why does mastering them matter so much? What are some examples of how salespeople struggle with them? What warning flags should you look for in your current approaches? What adjustments can you make to greatly improve your success rate with these skills?  une in on January 30th to find the answers to these and other questions and kick your sales game up to elite level.

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

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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 Elite Salespeople Present and Appeal to the Customer’s Needs

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Last August on the Asher Sales Sense Podcast we heard from John Asher when he spoke about “How Neuroscience Disrupts the Sales Process.”  The current program is a 9-minute extract from that show and it covers:

  • Sales Disruptors
  • The science behind sales
  • New understandings about the sales disruptors
  • Why the average sales representative’s presentations kill the sale
  • How the elite salesperson presents
  • Why the customer’s needs, not yours is the opening gambit for closing the deal

Why aren’t buyers listening to what you are saying? Why don’t buyers select an obviously good offer? This Asher Sales Sense podcast delves into reasons why the sales process has more to it than one would think and provides disruptive techniques you can easily use to pull ahead of your competitors. 

You may access the full program here: 

How Neuroscience Disrupts the Standard Sales Process

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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

Two Things CEOs Should Look for in Hiring Top-Performing Salespeople

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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.

It’s often been said that the hardest thing for business leaders and owners to do is get good help. Hiring goes on all the time, but too often it goes south. Dream candidates can turn into nightmares and they are expensive and complicated to separate once they’re in the system. What’s most important in hiring salespeople? Experience? Aptitude? Culture? What does one experienced CEO of a highly successful business value most?

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The Absolute Digital Marketing Basics Your Company Needs - Hube Hopkins 9 Minute 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.

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, listen to this episode of Asher Sales Sense.

Host Kyla O’Connell, who founded a marketing firm and now is a senior partner at Asher Strategies, will ask these questions of guest Hube Hopkins, President of WSI B2B Marketing. Hube applies years of CEO-level experience in helping companies set strategies and choose digital marketing products with their online investment that will pay for themselves within a year.

About our guest: Hube Hopkins, Founder, and President, WSI B2B Marketing  (b2binternetmarketing.com)

This program is an extract from the original program:  Achieving Aggressive Growth Goals with Digital Marketing

As head of WSI B2B Marketing, Hubert (Hube) Hopkins leads a team of seasoned professionals helping customers grow using state-of-the-art Digital Marketing.

WSI B2B specialized in internet lead generation for business to business companies to drive aggressive growth. They build interactive websites, improve the conversion of visitors to leads on websites, do Search Engine Optimization (SEO) for more relevant traffic, all sorts of paid advertising online to drive more traffic, email marketing, CRM integration, and marketing automation.

“Applying the latest internet marketing technology, we develop products proven to deliver new business. Our digital marketing products deliver qualified leads from the internet for companies involved in B2B or complex, longer lead time consumer sales.” 

“WSI B2B’s industry-specific processes are proven to work, easy to implement and deliver high ROI. Helping customers meet their aggressive growth goals is my number one priority. I'm passionate about delivering exceptional results to every one of our customers.”

“I apply my years of CEO-level experience to help companies set strategies and choose digital marketing products with their online investment that will pay for themselves within a year.  A happy, prosperous customer is my biggest joy.”

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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

8 Minute Wake Up Call to Sales and Marketing: You are no longer in control.

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This is an excerpt from an episode in October. Here's the punchline: What's the cost of doing nothing? Is it something that I can just ignore? Probably more specifically, the question that should be asked is, what if I don't do anything about this but my competitors are doing it? Well, you're all competing for the same buyers.

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Build Brand Invincibility by Being Crisis Ready

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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.

Your employees are working hard, your customers are delighted, and all’s well. Or is it? Are you and your management staff just a moment away from a crisis? Are you prepared for what can come at you in the blink of an eye and wipe out the value you’ve worked so hard to build? Or do you have a roadmap to business invincibility?

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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.

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