Asher Strategies Radio

Did you know that 10% of buyers will spend up to a million dollars a year per transaction without ever speaking to a sales rep? 30% will buy up to have a million per transaction without ever speaking to a rep. Digital transformation is here to stay. For many companies, it's a game of catch-up. In order to know what you need to change, you first have to understand what has permanently changed in the buyers' behavior. Listen to John Asher run through those five ways and the WHYs to give you the understanding and fuel you need to implement these changes to outshine your competition. This is just one point covered. You'll want to take notes in this episode of Asher Sales Sense.

Catch the previous episode in this series:  The Five New Skills Sales Professionals Need

John talks about the 1/3, 1/3, 1/3 rule. People are interacting with buyers 1/3 of the time in person, 1/3 of the time on a remote platform like Zoom or the final 1/3 of buyers are just buying themselves on companies' websites, eCommerce sites, interactive portals, sometimes even mobile apps. All that face-to-face we were doing before is not going to be available in the future. And we ask the buyers, "Do you like this new omnichannel way of buying?" They'll say, "Yeah, we, we love it. In many cases, it's, we're much more productive."

In this discussion, John talks about the 5 new skills all sales professionals must possess. You'll want to listen to this more than once. 

1. Thorough research on the buyer's need.
2. This consistent video marketing,
3. Increasing the operational proficiency on the VC platforms and, um, keeping
4. Keeping your LinkedIn profile totally up to date eight.
5. Putting the buyer first.

This Asher Sales Sense Podcast - “Building Sales Pipeline with Cold Calling, Podcasts, and Video” - features host John Asher with guest Collin Mitchell, Chief Revenue Officer of Salescast, the only fully-managed tech and service stack offering an end-to-end thought leadership platform. Collin Mitchell is also the host of the Sales Transformation Podcast.

Many sales professionals believe that cold calling is dead, that podcasts don’t bring revenue, and video is a waste of money. Collin Mitchell gives examples of why these commonly-held beliefs are false. It’s all in how these messaging technologies are applied, not in the capabilities themselves.

• How can you identify which people will pick up the phone?
• Are there automated ways to help you get more phone connections?
• Which people listen to podcasts and watch videos?
• Do “blended” approaches work? With whom?
• What is “intent data” and what value does it have?
• Is it possible to research podcasts to get inside the C-Suite?
• Do you know what podcasts your clients listen to?
• How effective is the use of video in the first sales touch?
• Can you use video to help your coaches sell for you inside their companies?

Listen to the answers of these questions and learn new ways to build more pipeline by turning your sales craft into sales art.

This Asher Sales Sense Podcast - “Selling with Authentic Persuasion” - features host John Asher with guest Jordan Benjamin, Founder of My Core OS, working with companies and sales teams to help drive a growth mindset and create championship business cultures. My Core OS is built to help update your personal/corporate operating systems to drive peak performance and harmony between work and life. Jordan also hosts the ‘Peak Performance Selling Podcast,’ interviewing top sellers and sales leaders on how they show up at their best every day.

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Mental health in the business environment is a topic that wasn’t talked about much before the pandemic, but stress and burnout in work and life have led to turbulence in the workforce and poor business results.

• How can personal stress adversely affect business culture and profits?
• Where do our business leaders have the opportunity to support the mental wellbeing of their teams, while also making sure they achieve their goals?
• Why is burnout becoming such a widespread challenge in sales today?
• How can we re-train our brains to manage this pressure more effectively?
• What are some simple practices people can use to manage this better for themselves?
• In which direction are business and people management heading?

Listen to the answers to these questions and learn how to move your business and sales teams in calmer and more profitable directions.

Asher Sales Sense is hosted by John Asher of ASHER Strategies which is a program on the Funnel Radio Channel.  ASHER Strategies is the sponsor of ASHER Sales Sense. 

This Asher Sales Sense Podcast - “Selling with Authentic Persuasion” - features host John Asher with guest Jason Cutter, Sales Success Architect and Keynote Speaker in Fort Myers, Florida. Jason is the CEO and Founder of the Cutter Consulting Group and the author of the book with the same name as this episode’s title - Selling With Authentic Persuasion: Transform from Order Taker to Quota Breaker. Jason is also the host of the Authentic Persuasion Show, the Scalable Call Center Sales podcast, and Call Center Confidence with Cutter & Catt.

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About John's Guest:

With a degree in Marine Biology, years of experience tagging sharks, then time spent at Microsoft on the tech support team, Jason didn’t know what he wanted to do with his life. He fell into sales at age 27, following the path of so many others: no plans on being in sales, no training, no coaching, and no real leadership. But after 18 successful years in sales seeing so many sales teams struggle, he’s made it his mission to empower over one million people to become AUTHENTIC PERSUADERS.

• What was it about his path in life that led to an ability to sell so effectively?
• Why do most people end up in a sales role/career?
• And why do most of them end up being an “Order Taker” in their sales role?
• What can you do if you are in sales, but don’t feel like a ‘natural-born salesperson’?
• What are the keys to becoming effective at sales?
• Why do sales slumps happen?
• How have buyers changed over time?
• What can business owners do to support their sales team in being more effective?

Listen to the answers to these questions and learn how to transform from being an Order Taker to Quota Breaker.

Asher Sales Sense is hosted by John Asher of ASHER Strategies which is a program on the Funnel Radio Channel.  ASHER Strategies is the sponsor of ASHER Sales Sense. 

Today’s buyers are inundated with sales pitches coming at them from websites, peer reviews, social media, and email blasts. Is it any wonder they’re overloaded, overwhelmed, and tuned out? The fact is, product-centered pitching simply doesn’t cut it anymore. Buyers don’t want to hear about your product’s features―they want to hear about how it can solve their problems or help them reach their goals.

This Asher Sales Sense Podcast - “Sales Acceleration through Connecting Technical and Business Value” - features host John Asher with guest Brent Keltner, Founder and President of Winalytics, helping clients reach their top growth potential by shifting from product-driven conversations to authentic conversations that anchor on what buyers and customers value most. Brent also is the author of the forthcoming book The Revenue Acceleration Playbook.

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• Why did Brian Keltner write his new book The Revenue Acceleration Playbook?
• What is a value playbook? And, why is it so important to sales success?
• And what about buyer personas? How do they work together with a value playbook?
• How do you apply value playbooks to a more technical or engineering-oriented sale?
• What does it mean to connect technical and business value? How does that help close more sales and expand more sales?
• How does anchoring on value help with pricing and pricing negotiations in a technical sale?

Listen to the answers to these questions and learn how you can stop selling, start connecting, and accelerate your sales.

Where are all the women in key business and sales positions? They’re half of the workforce and are earning more bachelor's and master’s degrees than men, but despite decades of seeming progress, only 5.5% of CEOs are women in the 3,000 largest U.S. companies. And women represent only 33% of top business leadership positions overall. Companies say that advancing women is a top priority, but …

This Asher Sales Sense Podcast - “The Continuing Lack of Women in Corporate and Sales Leadership Positions” - features host John Asher with guest Gina Stracuzzi, Co-Founder and Director of the Women in Sales Leadership Forum at the Institute for Excellence in Sales.

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• What is the current landscape of women in corporate leadership positions?
• What are the main barriers to women’s leadership?
• What stereotypes and double standards are still holding women back?
• Why are companies still allowing outdated thinking to stand in the way of their stated equity and inclusion goals?
• What are the benefits for companies of more gender-inclusive leadership?
• How can women and corporations change what is happening?
• How has the pandemic impacted the scenario?
• What can women do to help themselves?

Listen to the answers to these questions and learn how you - whether a woman or a man - can better understand why this continues to be a problem and what you can do to help.

It’s the end of summer. The vacations are ending and kids are returning to school. Your company’s senior leadership just announced you should begin bringing your sales team back to the office (because they need to get back to work). You have to get going now, but you don’t know how to start. Wouldn’t it be great to hear some useful tips from an expert sales leader who’s doing that with his company right now?

This Asher Sales Sense Podcast - “Bringing Your Sales Team Back to the Office” - features host John Asher with guest Darrell Gehrt, Senior Vice President, Event Cloud Solutions at Cvent, transforming meetings and events through technology. Darrell joined Cvent pre-IPO in January 2013 and has led several product lines including Web Survey, Mobile, and in 2020 took on the pivot to virtual event technology.

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• How important is it to have salespeople in the office rather than continuing to work at home?
• What does company office culture have to do with a successful office return?
• What are salespeople telling sales leaders about their desire to come back to the office?
• What are sales leaders doing to keep sales teams safe when returning to the office?
• What possible internal obstacles are there to bringing sales back into the office?
• Will full-time sales operations in the office ever become the norm again?

Listen to the answers to these questions and get ready to return your sales team to the office whenever and however you can.

You’re a busy business professional and know you aren’t getting enough sleep. You have limited time and too much on your mind and think you can sleep when you retire. But what if you were able to get more sleep, be more successful in your job, and have a much better chance at retiring early? There are techniques that can help you get the best sleep out of the time you have.

This Asher Sales Sense Podcast - “The Power of Sleep for Business and Sales Leaders” - features host John Asher with guest Bob Martel, professional sleep coach and head of Positive Results Hypnosis in Holden, Massachusetts. Bob is the author of “I am Sleeping Now: How to Fall Asleep, Stay Asleep and Wake Up Refreshed” and the host of the weekly “Mind Magic Radio” show on WCRN talk radio.

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• What’s meant by the term “respecting” sleep?
• How can you condition your mind for sleep?
• Do purposeful breathing techniques help?
• If you like to read before you sleep, what’s the best way to do it?
• How can you get back to sleep after you’ve woken up in the middle of the night?
• What are some useful and positive self-talk phrases?
• How can you break the habits that sabotage good sleep?

Listen to the answers to these questions - so instead of chasing sleep you can be ready in the morning to chase more business.

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 real estate market has hotted up and there likely are more realtors than properties for sale. If you’re a realtor, how can you differentiate yourself from the rest of the pack? If you’re a construction contractor, how can you convince buyers to choose value over price? And when you combine the two professions can you generate more sales?

This Asher Sales Sense Podcast - “Top Sales Strategies for Realtors and Contractors” - features host John Asher with guest Bill Reiman, Vice President of RK Reiman Construction Incorporated and President of Reiman Properties in Marco Island, Florida. Bill’s also the host of “The Real Build Podcast” - informing people what they need to look for before buying, building, or selling a home.

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• What sales strategies should every realtor and contractor be following?
• How about video? Does it help sell?
• Why is communication the key to the real estate and construction processes?
• How about follow-up and having touch-points within a transaction?
• Is price always the deciding factor? Can you get better quality clients by delivering a superior product?
• Why is developing a personal brand more important than ever before?

Listen to the answers of these questions so you can be a more successful broker-builder like Bill.

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.