Shows / SALES with ASLAN
SALES with ASLAN
Selling is serving. Let us serve you with tips, stories and experts on topics you care about. Buyer behavior has changed dramatically. Customers have more information available to them, and therefore are unreceptive, or closed, to sellers. And the harder we sell, the more closed customers become. ASLAN helps sellers make that shift, from 'typical' selling to a different approach that makes us more influential because we embrace the truth that the customer's receptivity is more important than…
Episodes
- SALES with ASLAN
EP. 258: Every Deal You Work Is a Deal You’re Not Working- Truth #21
Not every opportunity deserves the same amount of your time. In Truth #21 of Sales with ASLAN’s 30 Truths for 30 Years series, Tom Stanfill and Tab Norris…
- SALES with ASLAN
EP. 257 If You Can't Say, "Because You," You Aren't Ready to Recommend — Truth #20
What makes a benefit actually valuable to a buyer? In the latest episode of Sales with ASLAN, Tom Stanfill and Tab Norris unpack Truth #20 from ASLAN’s 30…
- SALES with ASLAN
EP. 256 Desire Determines Development- Truth 19
Should sales managers coach every rep who needs to improve? At ASLAN, we believe the answer is no. In Truth #19 of Sales with ASLAN’s 30 Truths for 30 Years…
- SALES with ASLAN
EP. 255- To Serve the Customer, You Must Lead- Truth #18
What if being “helpful” is actually keeping your sales team from serving customers well? In this episode of Sales with ASLAN, Tom Stanfill and Tab Norris…
- SALES with ASLAN
EP. 254 Influence Begins With Validation- Truth #17
Most sellers think influence starts when they make their case. It doesn’t. In this episode of Sales with ASLAN, Tom Stanfill and Tab Norris unpack Truth #17…
- SALES with ASLAN
EP. 253 You Can't Overcome False Objections- Truth #16
What if the objection you’re trying to handle isn’t actually an objection at all? In this episode of Sales with ASLAN, Tom Stanfill and Tab Norris break down…
- SALES with ASLAN
EP. 252 People Buy You Before They Buy Your Recommendation Truth #15
What makes a buyer trust one seller over another, even when the solutions look similar? In this episode of Sales with ASLAN, Tom Stanfill and Tab Norris unpack…
- SALES with ASLAN
EP. 251 Emotions Plus Logic Drive Decision Making- Truth 14
Why do buyers agree with your business case but still hesitate to act? Understanding the benefits isn’t always enough. They also need to care about what the…
- SALES with ASLAN
EP. 250 The Best Way to Respond to Objections is with Truth- Truth #13
In Truth #13 of Sales with ASLAN, Tom Stanfill and Tab Norris tackle one of the biggest challenges sellers face: handling tough objections. The answer isn’t a…
- SALES with ASLAN
EP. 249 Drop the Rope® - Truth #12
In Truth #12 of ASLAN’s 30 Truths for 30 Years series, Tom Stanfill and Tab Norris unpack one of ASLAN’s most practical and counterintuitive principles: Drop…
- SALES with ASLAN
EP. 248 Your Metamessage is The Real Message- Truth #11
Your words are only part of what people hear. In Truth #11 of ASLAN’s 30 Truths for 30 Years series, Tom Stanfill and Tab Norris explore the power of the…
- SALES with ASLAN
EP. 247 You Can't Improve What You Can't See- Blind spots 101- Truth #10
We all have blind spots, habits, strengths, and limitations that other people can see more clearly than we can. In Truth #10 of ASLAN's 30 Truths for 30 Years…
- SALES with ASLAN
Ep. 246 Discipline is Greater Than Talent- Truth #9
Discipline beats talent in sales because talent may create early momentum, but discipline creates repeatable results. That is the simple truth behind the…
- SALES with ASLAN
Ep. 245 Attention Follows Need or Novelty- Truth #8
In a crowded market, attention is harder to earn than ever. Buyers are overwhelmed by emails, messages, meetings, AI-generated outreach, and competing…
- SALES with ASLAN
Ep. 244 Top Sellers Focus on Identifying Barriers, Not Closing- Truth # 7
Most salespeople stumble at the finish line because they focus too much on closing rather than uncovering the real barriers that prevent deals from closing…
- SALES with ASLAN
Ep. 243 Customers Trust Partners, Not Reps- Truth #6
In the latest episode of Sales with ASLAN, Tom Stanfill and Tab Norris unpack new research from nearly 500 buyers and 500 sellers. New buyer-seller research…
- SALES with ASLAN
EP. 242 Clear Your Mental Cache- Truth #5
What if your expertise is actually making you less curious? In this episode of Sales with ASLAN, Tom Stanfill and Tab Norris are joined by bestselling author…
- SALES with ASLAN
Ep. 241 To Sell More, Focus on the Buyers Process, Not Your Commission- Truth #4
Many sellers believe the key to winning more deals is learning how to close better. But the real problem is not closing. It is failing to advance the…
- SALES with ASLAN
EP. 240 You are the Best Person to Sell Your Solution- Truth #3
In complex B2B sales, deals rarely fall apart because the solution is weak. More often, they stall because sellers are working through the wrong people. In out…
- SALES with ASLAN
Ep. 239 Motive is Ultimately Transparent- Truth #2
Motive is ultimately transparent, and it can make or break your influence in sales and in life. In Truth #2 of ASLAN’s “30 Truths” anniversary series, Tom…
- SALES with ASLAN
Ep. 238 Willingness > Message- Truth #1
This episode kicks off a special year for Sales with ASLAN as we celebrate 30 years in business by revisiting the most important truths we have learned along…
- SALES with ASLAN
EP. 237 From Content to Capability: Leveraging AI to Accelerate Training Adoption
Only a day after training, most teams forget half of what they learned. By the end of the week, nearly all of it is gone. Not because the content was bad, but…
- SALES with ASLAN
Ep. 236: Overcoming Fear and Leading with Gratitude Featuring John Cerqueira, Pt. 2
In this episode, Tom, John, and Tab explore how an abundance mindset shapes performance, relationships, and results, especially under pressure. They unpack the…
- SALES with ASLAN
EP. 235 Overcoming Fear and Leading with Gratitude Featuring John Cerqueira PT. 1
Year-end pressure, big presentations, quota conversations, it all amplifies one thing: fear. In our latest Sales with ASLAN, long-time friend and team member…
- SALES with ASLAN
EP. 233 ASLAN@ Home- Anger Management in Parenting
Welcome to another episode of Sales with ASLAN! Today, weare back in our spotlight series called ASLAN at home, where we talk about maintaining influence in…
- SALES with ASLAN
EP. 232 Moving From Sales Manager to Sales Catalyst PT. 4 Coaching
In part four of our series, Moving from Sales Manager to Sales Catalyst, we dive into the pivotal role of coaching in transforming teams and organizations. Tom…
- SALES with ASLAN
EP 231 Moving From Sales Manager to Sales Catalyst PT. 3 Productivity
In this episode of Sales with ASLAN, Tom Stanfill and Tab Norris explore one of the most misunderstood concepts in sales leadership: productivity. While many…
- SALES with ASLAN
EP. 230 Moving From Sales Leader to Sales Catalyst PT. 2 Desire
In this episode of Sales with ASLAN, Tom Stanfill and Tab Norris dive into the first dial every sales leader must master: desire. Change doesn’t happen in…
- SALES with ASLAN
Ep. 229: Moving From Sales Manager to Sales Catalyst PT. 1
As the sales landscape shifts under the pressure of AI, buyer behavior, and economic uncertainty, traditional sales roles are being redefined. But while most…
- SALES with ASLAN
EP. 228 Enablement That Works: Insights From an Expert
In this episode, Tom and Tab sit down with Sheevaun Thatcher, VP of Enablement at Demandbase, to unpack her unconventional career path and the bold strategies…
- SALES with ASLAN
EP. 227: ASLAN@Home- Navigating Media Without Losing Your Mind
Welcome to our spotlight series, ASLAN@Home where we take the principles we teach in workshops and apply them to the relationships that matter most. On our…
- SALES with ASLAN
Ep. 226 Secrets to Staying Motivated
It’s the middle of the year. Goals feel distant. Progress is slower than expected. The initial excitement is gone, and all that’s left is the hard part. If…
- SALES with ASLAN
EP. 225 Overcoming Barriers in Sales
In this episode of Sales with ASLAN, Tom and Tab revisit one of the most critical and often overlooked parts of sales, overcoming barriers. From treating…
- SALES with ASLAN
EP. 224 ASLAN @ Home- Helping Your Kids Understand Identity
Welcome to this brand new spotlight series on Sales with ASLAN, ASLAN @ Home. In it, we will explore how the truths we teach in training, workshops, and…
- SALES with ASLAN
EP. 223 Motivating and Equipping Non-Sellers to Sell
In the latest episode of Sales with ASLAN, Tom, Tab, and ASLAN president Marc explore one of the most important (yet often overlooked) dynamics in modern B2B…
- SALES with ASLAN
EP. 222 Driving Sales Enablement That Delivers: A Conversation with Tom Kiernan
In this episode of Sales with ASLAN, Tom and Tab sit down with global sales enablement leader Tommy Kiernan (TK) to unpack what truly drives results in modern…
- SALES with ASLAN
EP. 221 RFP Series Part 3: You Made the Final Cut, Now What?
Congratulations! You’ve made it to the finals. The client has narrowed down their choices, and you’re officially in the running. But this is not the time to…
- SALES with ASLAN
EP. 220 What's The Deal with RFPs PT.2
In the latest episode of Sales with ASLAN, Tom Stanfill and Tab Norris continue the essential conversation around one of the most complex and often…
- SALES with ASLAN
EP. 219 Navigating the New Realities of B2B Selling -Live Webinar
Todays special episode is our latest webinar! Tom, Tab, and Randy talk in depth about the rapidly evolving landscape of B2B sales and uncover the critical…
- SALES with ASLAN
EP. 218 Whats The Deal with RFPs Pt. 1
We just started a new series that we promise will have you taking notes. In Part 1 of our RFP Series, we dive deep into mastering the art of handling Requests…
- SALES with ASLAN
EP. 218 Whats The Deal with RFPs Pt. 1
Sales with ASLAN hosts Tom and Tab just started a new series we promise you will want to take notes for. In Part 1 we dive deep into mastering the art of…
- SALES with ASLAN
EP 217 The Perfect Presentation Part 3
Finals presentations are high-stakes moments in sales. The best solution doesn’t always win—the best presentation does. In this episode of Sales with ASLAN…
- SALES with ASLAN
EP 216 The Perfect Presentation Part 2
Finals presentations are high-stakes moments in sales—there’s no second place. Either you win the deal, or you walk away empty-handed. In this episode of Sales…
- SALES with ASLAN
EP. 215 The Perfect Presentation Part 1
Do you feel like you know how to make the perfect presentation when a deal is on the line? In the latest Sales with ASLAN episode, Tom and Tab break down what…
- SALES with ASLAN
EP. 214 The Future of B2B Sales Part 3
Its a new year time for a new mindset and new sales strategies. In this episode, Tom and Tab talk about the power of optimism in sales, why mindset matters…
- SALES with ASLAN
EP 213 The Future Of B2B Sales PT. 2
In this episode of Sales with ASLAN, Tom and Tab dive into the evolving world of B2B sales, exploring how changing buyer behaviors and technological…
- SALES with ASLAN
EP. 212 The Future Of B2B Sales-Part 1
The B2B sales landscape is changing—fast! An alarming 67% of reps didn't think they would meet their quota this year. In this episode of Sales with ASLAN, Tom…
- SALES with ASLAN
EP. 211 Evolving in Sales: Trust, Mentorship, and Success with Tom Couture
In this episode of Sales with ASLAN, Tom and Tab sit down with Tom Couture, a seasoned sales leader with over 25 years of experience, to discuss the launch of…
- SALES with ASLAN
EP. 210 Creating a Customer Culture That Leaves an Impact With Jeff Henderson
Join Tom and Tab as they sit down with Jeff Henderson for a conversation packed with insights on leadership, customer service, and personal growth. Drawing…
- SALES with ASLAN
EP. 209 More than Success: Selling and Leading With Purpose
In this thought-provoking episode of Sales With Aslan, Dr. Randy Ross joins Tab Norris and Tom Stanfill to dive into his latest book, Make Life Good. They…
- SALES with ASLAN
EP. 208 Mastering Discovery: How to Align, Engage, and Sell with Impact
In this episode of Sales with ASLAN, hosts Tom Stanfill and Tab Norris demystify business discovery meetings, offering practical insights to help you hit your…
- SALES with ASLAN
EP. 207 Mastering the Three C's in Sales: Connect, Contrast, and Convince
In this episode of Sales with ASLAN, hosts Tom Stanfill and Mark Lamson tackle the key strategies sellers need to succeed in today’s competitive market. They…
- SALES with ASLAN
EP. 206 Virtual Sales Training: Tips From our Top Trainer
In todays episode, Tom and Tab dive into the world of virtual sales training with Terri Burkhart, one of our most experienced and successful trainers. Discover…
- SALES with ASLAN
EP. 205 Celebrating 200 Episodes and the Evolving Sales Landscape
Join us as we celebrate 200 episodes of Sales with Aslan! In this special episode, Tom Stanfill, Scott Cassidy, Marc Lamson, and Tab Norris reflect on the…
- SALES with ASLAN
EP. 204 The Other Centered Challenge Wrap UP
In todays episode Tom and Tab, wrap up the #OtherCenteredChallenge by discussing what they have learned over the last 30 days. They talk about how prioritizing…
- SALES with ASLAN
EP. 203 The Other Centered Challenge PT. 4 Seek Feedback
It's the final week of the #OtherCenteredChallenge! Tom and Tab dive into the power of seeking feedback to overcome blind spots. They reveal why many avoid…
- SALES with ASLAN
EP. 202 The Other Centered Challenge PT. 3 Serve
We're now in week three of the #OtherCenteredChallenge, focusing on the Serve More3 principle: caring, learning, and doing more for others than expected. This…
- SALES with ASLAN
EP. 201 The Other Centered Challenge PT. 2 Choose
We are in week two of the #OtherCenteredChallange and Tom and Tab dive deep into the transformative power of 'OC 30'. This weeks word is choose- how…
- SALES with ASLAN
EP. 200 The Other Centered Challenge PT. 1 Decide
Tired of the "me me me" world? At ASLAN, we believe true success comes from putting others first. That's why we're launching the #OtherCenteredChallenge – a…
- SALES with ASLAN
EP. 199 Switching from Customer Led to Rep Lead Sales
On today's episode Tom, Tab, and Marc discuss moving from customer lead sales to rep lead sales. They help you ditch the reactive approach and become a sales…