Asher Strategies Radio

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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

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In 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

jschramm@proresource.com

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.

 

What Sales Professionals Need to Know About Executive Compensation

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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 a Sales Training Company Sells

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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.

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Brand Big: The Laws Leaders Use to Win

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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. 

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Goal Setting for Results: Close Deals Faster

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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.

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