Asher Strategies Radio

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Bringing Sales Success to Distribution Sales Teams

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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?  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, CEO/Founder

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.

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. In a few words, Andrew’s approach to business can be summed up in the following maxims: 

  • The happiness of your life depends on the quality of your thoughts.
  • Of all things you can wear, your expression is the most important.
  • The Best Story Always Wins — Make it Fun, Make it Memorable.
  • One thing you can give and still keep is your word.
  • Find a way to say "Yes!" & help others prosper.

 

Five Factors Creating Elite Sales Mindsets

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 John Asher interviews Kyla O’Connell, senior sales trainer and coach for Asher Strategies about Sales Training Reinforcement Techniques.  She relates the five factors that create an elite mindset for successful sales execution. 

Techniques Asher provides include action item follow up from training courses, Asher videos, Close Deals Faster, a book written by John Asher, customized webinars, coaching and access to the Asher Virtual Academy, which will be available soon.

Additional episodes are scheduled for Sept. 20, Oct. 4 and Oct. 18 and recurring every other Thursday.

Tune in to hear and learn about techniques, strategies, problem solving and how to close deals faster. Be sure to share what you have learned on social media and tag Asher Strategies to continue to learn more.

About Asher Strategies

Asher Strategies is a full-service sales advisory service firm based in Washington, DC with global reach, focused on improving sales for companies selling to other business and the government. Asher has assessed the aptitude of over 50,000 salespeople, trained over 80,000 salespeople and facilitated hundreds of sales and marketing process improvement workshops. For more information visit asherstrategies.com.

If you think LinkedIn doesn’t matter for your business, here’s why you’re wrong.

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Our host for this episode is Kyla O’Connell, Senior Partner and Sales Facilitator at Asher Strategies.  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.

About our guest, Judy Schramm:

Judy Schramm is the CEO of ProResource, a social media agency that helps CEOs and thought leaders create a strong personal presence online and use social media to advance their business goals.

The company has a unique methodology for personal branding that focuses on sharing thought leadership, building an audience, and moving people to action, so clients can grow their businesses faster and make a bigger dent in the universe.

Schramm’s network includes more than 14,000 followers on LinkedIn and 4000 on Twitter. She blogs, speaks often at industry events, has written an ebook and many articles

[email protected]

www.linkedin.com/in/judyschramm

@proresource

www.proresource.com

Aligning Sales and Marketing Strategy and Execution to Optimize Growth

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One of the most difficult and enduring challenges business leaders face is misalignment of sales and marketing. And 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.  While these challenges vary some between Enterprise and SMB markets, there are key steps business leaders can take to make substantial impact toward revenue growth. With decades of experience in this arena, Brian has key recommendations for how you can have immediate results to boost sales and crush your competition. Tune in to “Asher Sales Sense” November 1 at 3PM Eastern on asherstrategiesradio.com to hear John Asher talk with Brian Beveridge of Beveridge Consulting about “Aligning Sales and Marketing Strategy and Execution to Optimize Growth.

Brian Beveridge - Advisor, Facilitator and Coach

Dedicated to Improving Leadership Performance and Outcomes

Principal and Strategic Advisor - Beveridge Consulting

Beveridge Consulting brings over 30-years of experience spanning sales, marketing and operations management functions at early-stage, mid-market and enterprise organizations interacting on the front-lines with customers, partners and executives to diagnose, recommend and initiate appropriate actions to improve revenue growth and the customer experience across a variety of commercial verticals.

We advise B2B/B2B2C commercial companies on how best to align and optimize sales + marketing strategies, resources and execution in order to increase direct and channel-partner revenue through modern, repeatable and measurable actions. From a current-state assessment of sales + marketing strategy, to the execution phases of marketing campaigns and field deployment to sales, we provide the connected-tissue between sales and marketing to bridge the gap in these critical revenue-generating functions so clients can focus on their core competencies.

Chair – Vistage Peer Advisory Board

For more than 60 years, Vistage has been bringing together executives in a confidential peer setting where they can candidly discuss operational, financial, legal, structural or even personal challenges. The powerful group dynamic gives each member access to a wealth and diversity of experience and advice dedicated to achieving one another’s success. As a Vistage Chair, I have the privilege of stewarding a private advisory group of successful CEOs, business owners and key executives to help them improve the performance and outcomes of their businesses.

Accelerate Sales by Automating Your Marketing

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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. Too many companies spend too much time and money on digital tools and platforms with little in return to show for it. Today’s marketers and sellers need the right tools and processes in order to close deals faster.  There’s an art to this digital craft and John Edwards has great tips and ideas for how you can “Accelerate Sales by Automating Your Marketing.” What are the latest trends and emerging technologies in the marketing and sales arena?  What are the single most important things you should focus on to make your company findable?  How can you get digital platforms to work together seamlessly? Learn the answers to these questions plus more during the upcoming episode of the “Asher Sales Sense” podcast on Asher Strategies Radio.

About our guest, John Edwards:

John is a marketing, sales and consulting professional with over 25 years of experience at leading organizations such as Time Warner, AOL, Netscape, CompuServe, and Communica. 

As Executive Vice President with Communica, he helps direct digital marketing and sales initiatives for both B2B and B2C clients. Areas of focus include strategic consulting, digital tools and platform integration (including marketing automation, CRM, and social media), as well as content development expertise - all designed to accelerate marketing and sales. 

He works with companies across a broad range of industries including manufacturing, media, telecommunications, consumer products, e-commerce, healthcare, professional and financial services, and more.  He’s often called on to help clients develop and implement sales best-practices and processes.

John is Marketing Skills (A/B/C) and CRM-Field Marketing Certified through the Business Marketing Institute, and has also been an active angel investor, entrepreneur, and advisor working with portfolio companies at the Ohio Tech Angel Fund, 10x Accelerator, TechColumbus, and others.

Commercial Video: How Your Story Makes Money

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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.  If buying behavior can start this fast and wide, how can you be sure you’re sending the right information?  The next 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?  Tune in to “Commercial Video: How Your Story Makes Money” on the Asher Sales Sense podcast Thursday October 4th at 3PM Eastern.

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?

The Top 5 Things Sales Pros Must Be Doing to Be Successful Today

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If you're in sales in today's super competitive market spaces, you're working hard just to keep up and stay even.  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 September 20th at 3PM Eastern. Master Sales Coach Kyla O'Connell is interviewing Fred Diamond 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 our guest, Fred Diamond:

Fred Diamond is the cofounder 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.

Boost Your Sales Career by Adopting the Mindset of an Elite Salesperson

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Asher Strategies announced today the launch of Asher Sales Sense, a radio show that will feature CEO John Asher, guests and unique conversation on sales strategies. The show will air bi-weekly beginning Sept. 6, 2018.

The shows will be available on asherstrategiesradio.com for people to listen in on the latest episode.

“Helping companies transform their sales strategy has been my passion for the last 20 years and discussing trends and interviewing experts during the shows will continue this journey,” said John Asher, CEO.

The first show airing on Sept. 6 will be an interview with Kyla O’Connell, senior sales trainer and coach for Asher Strategies about Sales Training Reinforcement Techniques. Techniques Asher provides include action item follow up from training courses, Asher videos, Close Deals Faster, a book written by John Asher, customized webinars, coaching and access to the Asher Virtual Academy, which will be available soon.

Additional episodes are scheduled for Sept. 20, Oct. 4 and Oct. 18 and recurring every other Thursday.

Tune in to hear and learn about techniques, strategies, problem solving and how to close deals faster. Be sure to share what you have learned on social media and tag Asher Strategies to continue to learn more.

About Asher Strategies

Asher Strategies is a full-service sales advisory service firm based in Washington, DC with global reach, focused on improving sales for companies selling to other business and the government. Asher has assessed the aptitude of over 50,000 salespeople, trained over 80,000 salespeople and facilitated hundreds of sales and marketing process improvement workshops. For more information visit asherstrategies.com.