Asher Strategies Radio

The sales process has been with us prior to recorded history. In modern times it has been surveyed, examined, distilled, analyzed, and assessed.

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. 

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?

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?

What does executive compensation have to do with the sales profession? Just about everything. If you are serious about your sales career you need to know how compensation is structured and how it affects your sales goals and company growth. What are the different types? Who gets what kind of plan? What are some of the reward programs that are most effective in attracting and retaining the best talent? And what does all this mean to your future as you increase in job responsibility?
The June 6th Asher Sales Sense Podcast “What Sales Professionals Need to Know About Executive Compensation” with host John Asher features Mark Bronfman, Private Wealth Advisor with Sagemark Consulting/Lincoln Financial Advisors. His BOLD Value Team focuses on executive compensation, equity strategies, and exit and legacy planning primarily for business owners and boards for middle market companies in the range of $25M to $2B in revenue.
How much do business owners tend to share with their key executives? What do sales executives do if they want to understand their company’s reward structure and find out if they may be eligible? How many successful sales executives position themselves to gain rewards beyond commissions? Tune in on June 6th and find answers to these and other compensation-related questions and get yourself on the upward track to sales career success.
About our guest:
Mark Bronfman proudly serves as a private wealth advisor with Sagemark Consulting/Lincoln Financial Advisors in Tysons, Va. Within Sagemark, Mark founded the BOLD Value team in 2005. 
His team is dedicated to High-Performance Succession for business owners. He focuses on the vital issues of leadership succession and capital succession including executive compensation, equity strategies, and exit & legacy planning.
His team is known to be especially deep and strategic in synthetic equity, entity strategies, profits interests, retirement planning, corporate benefits, estate planning, and investment planning. 
Prior to joining Sagemark, Mark was a strategic partnership with Accenture. Mark earned his MBA at the University of Virginia, B.S. at Penn State is a certified business exit consultant and is a non-practicing CPA. Mark and his family live in Bethesda, Maryland. 

How do professional sales training companies sell sales training?  The best ones use the same sales processes they offer to own prospects and clients.  If their sales processes didn’t work, they couldn’t stay ahead of their competitors. Like every other business, in the crowded sales training market space, nothing happens without a sale.

Branding is more important than ever.  Many people claim they understand what branding means.  But then why do so many people get it wrong?  There are headlines every day where some person or company stumbles and fails to stand out, stay relevant and win the branding game. 

It’s now one-third 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.

How do professional sales training companies sell sales training?  The best ones use the same sales processes they offer to own prospects and clients.  If their sales processes didn’t work, they couldn’t stay ahead of their competitors. Like every other business, in the crowded sales training market space, nothing happens without a sale.

How is your sales career going?  What about a guy who started out as an entry-level technician for ten years at AT&T, promoted to account executive, and was the highest producer out of 1,100 salespeople. Then promoted to sales manager and received numerous sales honors and awards. His ability to manage difficult situations gained him distinction within the Bell System, and made him a frequent speaker at AT&T sales schools.