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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

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.

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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Achieving Aggressive Growth Goals with Digital Marketing

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What are the absolute digital marketing basics your company should have in 2019?  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, tune in to the Asher Sales Sense podcast on December 20 at 3PM Eastern.

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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. 

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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.

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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.

Read the rest of this entry »

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.

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