White Papers
Our white papers, which are freely available, are written by the Principals of ASR. They include ideas and tips on a variety of sales related issues.
Effective Coaching
Teaching managers how to teach their sales reps “how to fish”
To teach managers how to teach their sales reps “how to fish,” our approach is one of focus. Most managers don’t effectively develop their people’s skills, whether it is selling skills or sales strategy skills. We work with managers to help them develop their coaching skills by having them coach sales reps to focus on sales skill and sales strategy effectiveness. 
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An Approach for Hard Times
Surviving Through Selling
When the business climate is rocky or when the economy is going through a downturn, most businesses look to improve their bottom lines via cost-cutting measures. more
An Approach to Increasing Sales
Improving Sales Performance Through Questions
Critical to creating value is the development of customer problems – jointly with the customer – to the point that these problems become strong and clear in the eyes of the customer. Even though this might seem obvious, this point is lost on many sales reps. more
Increasing Sales Through Product Launches
It happens all too often. A new product is about to be introduced. It’s technologically advanced, it meets a clear market need and it is significantly differentiated from the competition. With all the customary hoopla and fanfare, the product is introduced to the sales force. During the next few weeks, everyone holds their breath waiting for reaction from customers. more
