Author John Asher Discusses Neuroscience Research that Affects Sales Approaches

John Asher is the Host this week for CRM Radio.  In writing his new book  Close Deals Faster: The 15 Shortcuts of the Asher Sales Method he takes the time to discuss how he uses the research from the field of neuromarketing to influence how he trains salespeople.  

Crm-20180111-tweet-host-asherNeuroscientists have proven that the mind works in methodical and predictable ways in making decisions. Because of this research, marketers and salespeople world-wide are taking “neuromarketing” more seriously as they explore ways to create demand and close leads based on this decision making research. During this program CRM Radio host and author John Asher will discuss the latest research and how it can change the way salespeople sell and service the customer. John is an author, entrepreneur and the CEO of Asher Strategies. His company has trained over 35,000 salespeople world-wide and he has recently (November 2017) published his book: Close Deals Faster: The 15 Shortcuts of the Asher Sales Method .

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Book Review: Close Deals Faster with John Asher - 10K Copies Sold the 1st Day on Amazon

This is not a book just for salespeople, it is for both salespeople and sales manager. In 260 pages Asher doesn’t submit one idea and beat it to death over the first 100 pages, he submits a proven process for improving sales.

Hardcover: $22.18 on Amazon
260 Pages – Three Parts: Ten Chapters
About Guest Host John Asher

Sponsor for this show:

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C-Level Winners in Inspiring Leaders Election - Do you Know Them?

“These 10 C-level inspiring leaders understand that lead management must be defined before the tools of CRM, marketing automation, business intelligence, and hundreds of software applications can be applied.  These inspiring leaders were elected by the membership of the Sales Lead Management Association.

Why we do it:

"Many thousands of lead generation agencies and millions of marketing departments must manage sales leads properly to gain revenue in a predictable manner. This is why we recognize our inspiring leaders in this annual election."

B2B and B2C C-level Management

Matt Heinz, Heinz Marketing, Inc.
Debbie Schwake, BLM Technologies
Maria Pergolino, Apttus
Kristin Thompson, Speak Serve Grow
Justin Gray, LeadMD
Steven Benson, Badger Maps
Debbie Qaqish, The Pedowitz Group
Jeanne Hopkins, Ipswitch
Bryan Semple, SmartBear Software
Nick Hedges, Velocify by Ellie Mae

Full list of all 40 appear here

James Obermayer, SLMA Founder  said, “Sales Lead Management is the core discipline that when accurately done as a process, considering the needs of prospects and salespeople, and using the dozens of software applications and lead generation agencies available, can make the difference between being a successful company or an also-ran.”  

2016 Winners 

2015 Winners

About the Sales Lead Management Association - The Voice of Sales Lead Management

At the Sales Lead Management Association we believe that defining the sales lead process and managing sales leads manages revenue.  Membership and subscriptions to various publications and broadcasts, as they should be, are free.

For information call Sue Campanale at 360-933-1259.  The Sales Lead Management  Association is a division of the Funnel Media Group, LLC.           


Lead Follow-Up Failure Leads to Revenue Failure: Alex Terry and Matt Heinz

Lead follow-up failure. Whose fault is it?

Episode-card-640x640_guest-terry (1)Alex Terry, CEO of Conversica joined Matt heinz on Sales Pipeline Radio to talk about the findings of the highly regarded 4 P's Report published by Conversica. 

Conversica commissioned an in-depth study (3rd year) tracking lead follow-up efforts of B2B and B2C companies across a number of different industries. In 2017, they found that a staggering 77% of companies under-touched their leads.

Check back here for the ON-DEMAND Recording of this broadcast -- no later than 1/16 or on the Heinz Marketing Blog on Mon. 1/22 along with the full transcript.

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His wisdom, leadership and teachings live on...

He lives on in his words, in his deeds, and in his calls to action for each of us. He did not give up. He accepted the call and knew his probable fate as often happens to those who stand for justice and equality in an unjust world.  I know people who accomplished great things in their lives, but when asked about the greatest and most memorable thing, they remember marching with Dr. King above all else.

12-inspiring-quotes-from-martin-luther-king-jr


Without the Marketer, Most B2B Companies Would be Regional Door Knockers

The message is that Marketers are the creators of wealth in B2B Companies

"Nothing happens until the sale is made," is most often quoted as a lead-in to praising salespeople. And the speaker is almost right, but we know that deep in our B2B marketing hearts, it all starts sooner than that.

Stu-tell-young-peopleWhy it's Important

"In B2B, nothing happens until the marketer creates demand. Without the marketer most B2B companies would be regional door knockers; they would not be able to go beyond the reach of their salespeople. Marketing in B2B companies creates Wealth. I mean real wealth. Hardcore, measurable, bottom line profitable dollars that drives the growth of our 11,000,000 plus businesses in the US."

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