Asher Strategies Radio

The Purpose of a Salesperson

In 2019 the Business Roundtable, with the support of nearly 200 CEOs, redefined the purpose of a corporation from serving shareholders to promoting an economy that serves all Americans.

The goal was to encourage businesses to reflect the way corporations can and should operate. Because without sales there is no business, this should be affecting how we view salespeople and how they view themselves. Yet if someone was asked how a salesperson should operate to achieve their purpose, the answer most likely would simply be: “Sell.”

The July 2nd Asher Sales Sense Podcast – “The Purpose of a Salesperson” – features host John Asher with guest Jeffrey Wolinsky discussing why we need to think more clearly about sales and salespeople. Jeffrey is Director of Federal and National Sales for WTOP and the Federal News Network. WTOP is a commercial all-news radio station licensed to serve the Washington DC area and the Federal News Network covers the latest issues and breaking stories within the U.S. government.

Is the salesperson’s job more than a solution-for-money transaction? How can salespeople improve on how they interact with prospects and clients? What are some of the most important things salespeople should be focusing on? How can sales leaders help their salespeople improve their performance for the benefit of both the company and the customers? What are three important things you should remember to stay happy in sales and in life? Tune in on July 2nd to learn the answers to these questions and gain a new perspective on the purpose of a salesperson.

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.

What Small Business Leaders Can Learn from Billion-Dollar Entrepreneurs

As a small business owner or leader, you’ve got your hands full. You’ve built the company up to where it’s successful, but you’re having trouble breaking through to the next level. You’re spending so much time on budget and personnel issues that your long-range plan is just to try to the end of the week. You feel all alone because you can’t talk to anyone about it. And you’re not sleeping. Wouldn’t it be great to hear advice from business leaders who were in the same place you are and now have billion-dollar enterprises?

The June 4th Asher Sales Sense Podcast – “What Small Business Leaders Can Learn from Billion-Dollar Entrepreneurs” – features host John Asher with guest Ron Wills, President of CEO Focus Maryland/DC and President and Founder of the National Association of Business Owners & Entrepreneurs in the Washington DC Metro Area. Ron recently interviewed four billion-dollar entrepreneurs and will share the lessons he’s learned of their success that directly apply to small business owners and leaders.

What challenges did these billion-dollar entrepreneurs face? How did they meet those challenges? What typical mistakes hold small businesses back? Do business coaches really help? What kinds of adjustments and new thinking are necessary for gaining break-through growth? Tune in on June 4th to learn the answers to these questions and start getting some sleep and enjoy going to work again.

About John's guest:

President of CEO Focus Maryland/DC, a peer advisory mastermind group of CEOs and Business Owners who work together and help each other move past issues holding their companies back. With 29 regional offices across the country, CEO Focus business advisory groups include up to fourteen like-minded business owners with hundreds of years collective wisdom, thousands of experiences and case studies, and countless best practices.

President and Founder of the National Association of Business Owners & Entrepreneurs (NABOE) in the Washington DC Metro Area. Ron founded NABOE with the belief that the mid-market business community was undeserved in the Washington/Baltimore region. Startups and the largest multi-billion companies are served by many state and local agencies, but no one focuses on the owners of companies with $1MM to $200MM in revenue. That's NABOE's audience!

Ron has career experience in banking operations, large client acquisition strategies, sales force development, and performance tracking. He has served on the Boards of the Maryland India Business Roundtable, the Catholic Business Network, and the National Philharmonic. Ron is a graduate of the University of Maryland with a BS in Marketing (Economics Minor) and an MA in Business in Administration.

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.

How to Make the Decision to Sell Through Distribution – 11 Minute Podcast with Andrew Chisholm

Are you considering selling through distribution partners? It’s important to know what you’re getting into and hear expert advice before you make a decision. This program is for Presidents and Sales Managers.

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 29^th Asher Sales Sense podcast: ‘Bringing Sales Success to Distribution Sales Teams'.

About our guest: Andrew Chisholm

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.

Linkedin: https://www.linkedin.com/in/andrew-chisholm-33444571/

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.

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.

The Neuroscience of Leading High-Performance Sales Teams

As a sales leader, the pressure is always on you to get the most out of your team. Even more so in this worrisome environment. But you’ve embraced the optimistic words that adversity can be opportunity. You’ve come up with ideas to help your sales team pivot from dead in the water to full speed ahead, yet you aren’t so sure how to roll them out to your dispirited and concerned sales team members. Consider this. Learning more about neuroscience factors influencing the acceptance or rejection of change can help you lead your sales team to success – even in trying times.

The May 7th Asher Sales Sense Podcast – “The Neuroscience of Leading High-Performance Sales Teams” – features host John Asher with guest David Morelli, Founder of OrgCoach, an executive coaching and leadership training company specializing in guiding executives and teams through crises and uncertainty. David is also a professor of leadership, communication, strategy, and entrepreneurship in the Executive MBA program at the University of Denver’s Daniels College of Business.

What do sales leaders struggle with most? What makes it difficult for people to change? How can sales leaders get change to stick? What drives salespeople to perform better? What gets in the way when sales leaders try to motivate their teams? Why do good initiatives sometimes not get adopted? Tune in on May 7th to learn the answers to these
and other questions and get your sales team back in the game.

About John's guest:

In over 20 years of executive coaching and leadership development experience, David Morelli has become an expert in a wide range of arenas including neuroscience, crisis management, peak performance, leadership styles, persuasive communication, design thinking, improvisation, storytelling, and more. David has coached millionaires, billionaires, musicians, movie stars, best-selling authors, and executives all over the world.

He has guided executives and their teams through crises during the dotcom crash, 9/11, and the Great Recession as well as other financial, industry, and marketplace disruptions. He has deep experience in the financial, technological, media, and healthcare industries. He has trained and coached senior leaders at Charles Schwab, Salesforce, Comcast, and DaVita, among others.

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.

Seven Elements of Crazy Good Online Sales Training

Online training has been around since we’ve all been online. Many of us are familiar with stodgy online corporate compliance training – all the things we shouldn’t do in business – and crushingly boring online technical training – all the things we need to get right. Online sales training courses – the essentials to growing business – have been in the mix since the beginning and there are a few good ones out there. Now more than ever businesses who want to stay positioned for success could use first-rate online sales training. What does it take to make online sales training most effective? Can it be as good as in-person sales training courses? How?

The April 2nd Asher Sales Sense Podcast is “Seven Elements of Crazy Good Online Sales Training” with John Asher. 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 and The Neuroscience of Selling, available through Amazon.

This Asher Sales Sense session covers John Asher’s explanation of seven elements essential to being a good sales trainer, how these key elements stack up in both in-person and online sales courses, and a creative approach combing live webinars, demonstrations, online skills, progress reviews and live feedback to give salespeople the tools they need to close deals faster.

Tune in on April 2nd to learn how online sales training can be crazy good.

John Asher’s Third Factor for Success for an Elite Salesperson 6 Minute Podcast

Are product knowledge, personality, and persistence enough to make an elite salesperson? Not really. Without sales skills, well-meaning but skill-less salespeople will flounder. In the episode, John Asher talks about the need to have superior skills, ten of them in fact, to be an elite salesperson.

This program is an extract from the March 5th Asher Sales Sense Podcast is “Five Factors for Success in Sales: The Secrets to Becoming an Elite Salesperson” with John Asher.

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How to Build a Rejection-Proof Sales Mindset

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?

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

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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Overcome Cognitive Biases and Close Deals Faster - John Asher Podcast

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.

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

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

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: