Asher Strategies Radio

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Revolutionize HOW You Work for Maximum Efficiency and Better, Faster Results

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With too much to do, too many emails and too little time, it can be a struggle to finish projects, meet deadlines and get results on time and on target. Many professionals are working reactively and at a rapid pace, just trying to keep up, which often brings feelings of stress, frustration and overwhelm. This kind of workday is pervasive and persistent and sadly believed by many to be unchangeable. In addition, a faulty assumption is often made that everyone knows how to manage their day efficiently, effectively and productively, but not everyone does… and it’s often left to chance. But this can be a costly mistake. 

The September 19th Asher Sales Sense Podcast is “Revolutionize HOW You Work for Maximum Efficiency and Better, Faster Results.” Host Kyla O’Connell and guest Leslie Shreve talk about the part of the workday that is often overlooked and left to chance—but shouldn’t be. It’s the missing piece that can help you get things done faster and easier, make more progress, reduce stress and gain a competitive edge—both for you and your company.

Leslie Shreve is a workload management and productivity expert, and the Founder and CEO of Productive Day®.  She is also the creator of Taskology® The Science of Getting Things Done.  For more than 13 years, Leslie worked in corporate office environments before establishing Productive Day in 2003. Since then, Leslie has taught hundreds of clients from more than forty different industries how to use a workday strategy that WORKS so professionals can gain more clarity, confidence, and control in their workday.  As a result, clients become more efficient, productive and proactive, as well as strategic, creative and innovative.

When you listen in to this podcast, you’ll learn…

  1. What you don’t know about how you’re working and why it’s costing you.
  2. How to gain more clarity, confidence, and control in your workday.
  3. The two most effective ways to gain more time in your day.
  4. Why the email flag is failing you and what to do instead.
  5. The most important driver of productivity, progress, and achievement.

Tune in on September 19th to find out how to work most efficiently, effectively and productively with tasks, time and email and learn why it’s so ESSENTIAL to use a workday strategy that WORKS so you can accelerate achievement and make more meaningful, powerful progress on the projects and initiatives that matter the most to you and to the future of your company.

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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

Using Cognitive Biases to Positively Influence Sales Prospects.

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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

The Goal Setting Action That Increases Results by 4-10X - Shawn Doyle Podcast

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It’s now two thirds of the way into 2019.  How are you coming along on those personal and professional goals you set for yourself at the first of the year? Not so great, huh?  Well, you’re not alone. Few of us make real progress on our goals because we don’t set ourselves up for success. We ignore the process and leave the content in the wish list.

The Asher Sales Sense Podcast “Goal Setting for Results: Close Deals Faster” with host John Asher features Shawn Doyle, professional speaker, author, and executive coach. Shawn shares his experience from decades of work in the world of corporate personal and professional development and his current focus on helping business leaders grow their companies and themselves.

Does goal setting really pay off? Is it important to write goals down? What do most people miss in the process? What can make goal setting more effective and powerful? Tune in on May 2nd and find the answers to these and other goal-related questions that will bring you more of whatever it is you’re looking to achieve.

About our guest:

Shawn Doyle, CSP is a professional speaker, author, and Executive Coach. Author of 22 books, several which have been Amazon #1 bestsellers and four are now being translated in ten languages. As a CSP (Certified Speaking Professional) Shawn’s passion is to make a meaningful difference in people’s lives, helping them live to their full potential both at work and home as they go through this thing called life.

Shawn has worked three decades in the world of personal and professional development and before starting his own company, was Vice President of Learning and Development at Comcast and was the co-founder of Comcast’s Corporate University.

Some of Shawn’s clients include Microsoft, Pfizer, Comcast, Zippo, Lockheed Martin, NBC, Aberdeen Proving Grounds, Guideposts, ABC, Disney, Kraft, Charter, The Ladders, IBM and the U.S. Marines.

Shawn lives in the beautiful rolling hills of southeastern Pennsylvania, made known by Andrew Wythe’s landscape paintings along with his wife, Rachael.

Speeding-Up Big Ticket Sales - Mike Schmidtmann 5 Minute Podcast

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Buyer indecision can kill your sales.   Why do customers procrastinate in making buying decisions, and what can you do about it?  Research from Gartner to Forrester indicate sales cycles are getting longer and more complex, and this is creating stress for sales organizations and salespeople. 

This 5 minute Asher Sales Sense Podcast “Creating Urgency: How to Get Customers to Facilitator, Business Coach and producer of the award-winning Trans4mers webinar Take Action Faster” with host John Asher features Mike Schmidtmann, Peer Group series.   

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This is an extract from the full program which you can find here: 

Creating Urgency: How to Get Customers to Take Action Faster

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This Asher Sales Sense session with Mike Schmidtmann digs into the causes of indecision and offers tangible ways to create urgency for customers to take action quickly.  Listeners will learn the root causes of buyer procrastination, ways to create urgency for action, and how to “pull” rather than “push” customer decisions.  Why do buyers procrastinate?  What do salespeople do wrong?  And what are the most powerful motivators for action?  Tune in on July 4th to find answers to these and other urgent sales questions and get your customers lined up for action.

About Mike Schmidtmann 

After building IT Sales organizations for 25 years, Mike now works with owners and managers to help them grow their businesses more effectively by teaching innovative practices to hire great people, win new business, and improve profits. Mike Schmidtmann coaches business owners and sales leaders for Solution Providers across the USA.  He works to drive results in sales recruiting, new business development, and profitability.

Mike led sales for Inacom Communications for ten years.  He then founded and built a $30 Million business unit for SPS covering five states.  His company was listed as the #1 Telecommunications Reseller three years in a row by the Washington Business Journal.  In 2005, he was honored by Avaya for making the largest competitive win-back sale in the United States. 

Mike produces the award-winning Trans4mers webinar series on IT sales and management subjects.  He contributes content for IT channel publications and is a frequent public speaker on business and sales topics.

How to Get More Out of Personality Assessments

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Let’s face it. Creating the kind of sales team you need to meet urgent sales goals is difficult. You look at resumes and they all seem the same. You conduct interviews and no candidate stands out from the others. What do you do? Take a flier on the one you like or look for more data? The correct answer is to look for more data. 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?

The August 15th Asher Sales Sense Podcast is “Most companies are missing a huge opportunity when using personality assessments.” Host Kyla O’Connell and guest Christy Soderlund discuss how sales leaders can boost their sales teams and crush their sales goals.  Christy is Director of Business Development and a sales trainer at Asher Strategies, specializing in the Advanced Personality Questionnaire (APQ) and Emotional Quotient (EQ) development.

This Asher Sales Sense session with Christy Soderlund examines the pluses and minuses of different personality assessments and reveals how certain ones can also provide metrics and data to enable struggling salespeople to become productive and good salespeople to become even more productive. Listeners will learn about the importance of EQ in their sales teams and sales processes, how to “stretch” their personality traits, and how such techniques can be used to better connect with even the most difficult customers. Tune in August 15th and see how personality assessments can be much more than just a hiring tool.

About Kyla's Guest - Christy Soderlund, Director of Business Development and Sales Trainer

As the Director of Business Development at Asher, she specializes in developing relationships and growing revenue with B2B professionals. She also supports a large number of Asher’s APQ clients and lead APQ sales for the company. In this role, she trains CEO's, HR directors and sales managers on the use and administration of the Asher personality assessment, while growing APQ sales and leveraging additional training services.

Subject Matter Expertise

  • Certified APQ specialist, trainer, coach, and consultant
  • Trainer specializing in EQ development and account management
  • Organizational development coach
  • Over 20 years’ experience in sales and business development in various industries and services, including information technology, pharmaceuticals, and corporate training and personality assessment training

 

It Ain’t Money, It Ain’t Food, and it Ain’t Romance, It’s all about the Passion: 4 Minutes with John Asher

This program is an extract from John Ashers program:

How Neuroscience Disrupts the Standard Sales Process

20190801-asher-tweet-potts-asher.jpgIn four minutes John outlines how sales has changed from just the process and art of sales to a science based discipline.

The sales process has been with us prior to recorded history. In modern times 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, just as we’ve seen new data change our perceptions of history, so too are we now understanding that ancient human elements in sales processes are more deeply rooted than we previously thought. The August 1 st Asher Sales Sense Podcast “How Neuroscience Disrupts the Sales Process” features an interview with John Asher himself. 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 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. Why shouldn’t you be the last to present to a buyer? Why aren’t buyers listening to what you are saying? Why don’t buyers select an obviously good offer? Why do buyers prefer to stay with underperforming vendors – your competition? Tune in on August 1 st to find answers to these and other sales process questions so you can get out there and close deals faster.

How Neuroscience Disrupts the Standard Sales Process

20190801-asher-tweet-potts-asher.jpg

The sales process has been with us prior to recorded history. In modern times 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, just as we’ve seen new data change our perceptions of history, so too are we now understanding that ancient human elements in sales processes are more deeply rooted than we previously thought. The August 1 st Asher Sales Sense Podcast “How Neuroscience Disrupts the Sales Process” features an interview with John Asher himself. 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 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. Why shouldn’t you be the last to present to a buyer? Why aren’t buyers listening to what you are saying? Why don’t buyers select an obviously good offer? Why do buyers prefer to stay with underperforming vendors – your competition? Tune in on August 1 st to find answers to these and other sales process questions so you can get out there and close deals faster.

5 Urgent Reasons Why LinkedIn Matters to You and Your Business

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As LinkedIn gains power for individuals and companies it continues to shift from its origins as a resume site to a networking behemoth and an advertising platform and a video site. 

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.

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.

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

Creating Urgency: How to Get Customers to Take Action Faster

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Buyer indecision can kill your sales.  Research organizations from Gartner to Forrester indicate sales cycles are getting longer and more complex, and this is creating stress for sales organizations and salespeople.  Why do customers procrastinate in making buying decisions, and what can you do about it?

The July 4th Asher Sales Sense Podcast “Creating Urgency: How to Get Customers to Take Action Faster” with host John Asher features Mike Schmidtmann, Peer Group Facilitator, Business Coach and producer of the award-winning Trans4mers webinar series.  After building IT Sales organizations for 25 years, Mike now works with owners and managers to help them grow their businesses more effectively by teaching innovative practices to hire great people, win new business, and improve profits.

This Asher Sales Sense session with Mike Schmidtmann digs into the causes of indecision and offers tangible ways to create urgency for customers to take action quickly.  Listeners will learn the root causes of buyer procrastination, ways to create urgency for action, and how to “pull” rather than “push” customer decisions.  Why do buyers procrastinate?  What do salespeople do wrong?  And what are the most powerful motivators for action?  Tune in on July 4th to find answers to these and other urgent sales questions and get your customers lined up for action.

About John's guest:

Mike Schmidtmann coaches business owners and sales leaders for Solution Providers across the USA.  He works to drive results in sales recruiting, new business development, and profitability.

Mike led sales for Inacom Communications for ten years.  He then founded and built a $30 Million business unit for SPS covering five states.  His company was listed as the #1 Telecommunications Reseller three years in a row by the Washington Business Journal.  In 2005, he was honored by Avaya for making the largest competitive win-back sale in the United States. 

Mike produces the award-winning Trans4mers webinar series on IT sales and management subjects.  He contributes content for IT channel publications and is a frequent public speaker on business and sales topics.

Are You Running Your Business or is Your Business Running You?

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Years ago you had a bright idea and started a new business.  It was great being your own boss and your company grew quickly. Then the fun stopped. Your growth, scale, and success plateaued. Your bright idea is still good, your market is still robust, and you have a whole team of people around you to get things done. How can you get unstuck?

The June 20th Asher Sales Sense Podcast “Are You Running Your Business or is Your Business Running You?” with host Kyla O’Connell features Beth Berman, Professional Entrepreneurial Operating System Implementer, and CEO and Founder of the Compellications Consultancy. Beth gives small and medium size business owners the strategies, tactics, and guided implementation they need to generate results.

What are the key frustrations of many business leaders? What are the three most important things leaders and owners need to master in order to move their businesses to the next level? How do you attract, retain and inspire people and create accountability around achieving your vision and goals?  Which key issue is common to just about every business?  Tune in on June 20th and find answers to these and other compelling questions and get your company back in the fast lane.

About our guest:

Beth Berman, an internationally recognized Speaker and Facilitator, loves optimizing leaders and teams. A professional EOS® - The Entrepreneurial Operating System Implementer, Beth helps entrepreneurial companies gain the traction needed for growth and scale.  Using this proven system, Beth helps leaders get clear on where they are going; execute on their vision with discipline and accountability; and become healthy, open cohesive leadership teams. 

Despite her diminutive size, Beth commands the attention of even the toughest room with her charm, command, and insight. This powerful presence has been honed over years of facilitating; for her own companies, for clients, and for peer groups.  After a successful career in B-to-B Sales and Marketing, exceeding quotas for the company’s top multimillion-dollar accounts, Beth left to do what she was meant to do – facilitate. As Partner in a Recruiting and Job Search Coaching business, she helped her company navigate the complexities of a post-Financial Crisis business landscape.  Beth launched her consultancy, Compellications™, to help entrepreneurial companies craft their messaging and align their teams. 

As Beth worked with clients, a common theme among the most successful ones emerged: they all used EOS to run their businesses. Beth is on a mission to bring EOS®, and her communications/team building skills to help growth-driven leaders create better businesses and reclaim their lives.

Beth served as Chapter Communications Chair for the Exit Planning Exchange. She has delivered highly rated, dynamic presentations and workshops to Vistage, Wells Fargo, XPX, National Association for Entrepreneurs and Business Owners (NABOE), COO Forum, CEO Focus, the American Marketing Association as well as numerous conferences, leadership seminars, and client organizations.