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. 78 – The Sales Rep of the Future Must Be Organized and Other-Centered®
This week on #sALESwithASLAN, I welcome a newcomer to the show in @JeroenCorthout from SalesFlare to discuss how sales reps can be more organized with the…
- SALES with ASLAN
Ep. 77 – Strategic Sales Planning is as simple as the 3 F Approach
This week on #sALESwithASLAN, we talk about the lost art of strategic sales planning. There are three main ways or approaches to selling into your accounts…
- SALES with ASLAN
Ep. 76 – 3 Steps to the ABCs of selling. Hint: It’s not “Always be Closing” anymore.
#salesreps seem to get a little shy when it comes to advancing the sale to the next logical Other-Centered® stage. This week on #sALESwithASLAN, @marclamson…
- SALES with ASLAN
Ep. 75 – Learn to ADAPT when your Prospecting Call Stalls
In episode 74, #sALESwithASLAN and @MarcLamson, President of @ASLANTraining opened up the discussion around cold calling and we learned about the 10-30-3 which…
- SALES with ASLAN
Ep. 74 – Is Cold Calling Dead? Get more meetings with the 10-30-3
#sALESwithASLAN is all about sales and all about beer but this week we go a bit further on both. Selling was changed forever back in March 2020. In effect, we…
- SALES with ASLAN
Ep. 73 – Therapy Session for Sales Reps and Sales Managers – Patient Privilege be damned!
Every week on #sALESwithASLAN, we try to help build up the relationship between reps and managers and this week we hope to improve that communication by…
- SALES with ASLAN
Ep. 72 – Sanity Check: 6 Months into Virtual Selling
We are just about 6 months into the “new normal” and the transition for those field #salesreps to #insidesalesreps continues. There are many positives and some…
- SALES with ASLAN
Ep. 71 – 6 Steps to Personal Motivation (as a rep or a leader)
#sALESwithASLAN welcomes back @tomStanfill to discuss personal motivation and how we can achieve anything with these 6 easy steps. Tom and I discuss how our…
- SALES with ASLAN
Ep. 70 – 3 Steps to Differentiating Yourself Virtually
#sALESwithASLAN welcomes back President @MarcLamson to discuss the subject of how we rise above this whole virtual world we live in now. Everyone in sales is…
- SALES with ASLAN
Ep. 69 –The Keys to Effective Virtual Discovery.
#sALESwithASLAN welcomes back President Marc Lamson to discuss the subject that he is most passionate about, Discovery. We recognize the difficulty of not…
- SALES with ASLAN
Ep. 68 –Lessons from the Front Line! How to apply what we have learned.
Every once in a while, #sALESwithASLAN welcomes in a rep with the practical application of ASLAN key concepts. This week, we invite @ChrisWhite back to the…
- SALES with ASLAN
Ep. 67 – 3 Challenges of Team Selling
We under utilize our team to sell because for several reasons, and that hurts our win rate. The truth is that nobody is best at everything, but someone is best…
- SALES with ASLAN
Ep. 66 – How to Advance the Opportunity When You Can’t Meet Face to Face
This week on #sALESwithASLAN, I am joined by sales maven @TomStanfill once again as we discuss our role as sales reps during the sales process. As the trusted…
- SALES with ASLAN
Ep. 65 – Is the best sales tool an ROI calculator?
This week on #sALESwithASLAN, I am joined by sales guru @JohnCerqueira as we discuss the intentional Return On Investment (ROI) discussion that will always…
- SALES with ASLAN
Ep. 64 – How to Write Effective Emails! And what does Bad look like?
This week on #sALESwithASLAN, we revisit the subject of some of the best and worst emails we get from salespeople. We did this once before in Episode 42 but…
- SALES with ASLAN
Ep. 63 – Delivering the Perfect Virtual Presentation part 3
#sALESwithASLAN continues the series in delivering the perfect virtual presentation. This week, @TomStanfill and I breakdown his latest blog on how to deliver…
- SALES with ASLAN
Ep. 62 – Delivering the Perfect Virtual Presentation part 2
#sALESwithASLAN continues the series in delivering the perfect virtual presentation. This week, @TomStanfill and I breakdown his latest blog on how to deliver…
- SALES with ASLAN
Ep. 61 – Delivering the Perfect Virtual Presentation part 1
#sALESwithASLAN continues to dive into the changes that COVID19 has brought upon us and those that sell for a living. This week, @TomStanfill and I breakdown…
- SALES with ASLAN
Ep. 60 – ASLAN’s “Answer” to Racism in 8:46
#sALESwithASLAN is all about the #salesrep to #salesmanager relationship but it’s also about treating everyone with respect. We teach about being…
- SALES with ASLAN
Ep. 59 – How To Save Your Technical Sales Team From Itself.
#sALESwithASLAN is all about the #salesrep to #salesmanager relationship. And most weeks we discuss that dynamic. This week we welcome back Sales Engineering…
- SALES with ASLAN
Ep. 58 – Coaching During Uncertain Times is Even More Important.
#sALESwithASLAN is all about the #salesrep to #salesmanager relationship. This week we welcome back the sales coach whisperer herself, @bobbikahler to discuss…
- SALES with ASLAN
Ep. 57 – How To Deal With Discount Requests Due To The Pandemic
Many #salesreps are facing the question: what can you do on price or can you sharpen your pencil” these days. The world has changed. Companies are surviving…
- SALES with ASLAN
Ep. 56 – Lessons From the Frontline on How to Stay Relevant.
Staying relevant in the eyes of our customers while everyone’s world is upside down can prove to be quite a challenge. John Ferguson joins me this week on…
- SALES with ASLAN
Ep. 55 – Virtual Demonstrations: A How To Guide
How do you demo virtually? If you sell software, that’s the way you may have always done it. But for most of us, this is a new challenge. This week on…
- SALES with ASLAN
Ep. 54 – There is a bright light at the end of the tunnel for sellers
We have had so much bad news lately that it is time to look at the bright side of what is happening in the market. There is a reality that never gets talked…
- SALES with ASLAN
Ep. 53 – How to sell in a pandemic? Be Human
We have had many discussions on #sALESwithASLAN with regard to “should you sell “right now and we know that motive is transparent. If you can solve something…
- SALES with ASLAN
Ep. 52 – From Sympathy to Empathy, Remember these 4 things.
Sympathy means you are sorry for someone else’s misfortune. Empathy is ability to understand and share someone’s feelings. You see the difference? One can come…
- SALES with ASLAN
Ep. 51 – The Changing Landscape of Selling In A Pandemic.
This week on #sALESwithASLAN, I am joined by a small business owner David Piacitelli of https://toplinegrowth.com/, an outbound sales company. Dave offers…
- SALES with ASLAN
Ep. 50 – How to Sell like Dr. Fauci
Dr. Fauci, Director of National Institute of Allergy and Infectious Disease in the United States has been in the news constantly for the past month. His role…
- SALES with ASLAN
Ep. 49– How to Coach Remotely While Quarantined by Coronavirus
The world has changed for #salesmanagers as well. This week on #sALESwithASLAN, we help those who help those who sell for a living. ASLAN founders Tom Stanfill…
- SALES with ASLAN
Ep. 48 – How to Sell Remotely while Quarantined by Coronavirus
The world has changed in the past few weeks and #salesreps who are used to “pressing the flesh” with their customers are now forced to sell remotely. ASLAN…
- SALES with ASLAN
Ep. 47 – Do These 6 Things To Become The Best Sales Coach
This week on #sALESwithASLAN, we turn our attention from the #salesreps to the #salesmanager. ASLAN Co-Founder Tab Norris joins me to discuss the one of the…
- SALES with ASLAN
Ep. 46 – How to Prepare For The Business Impact of Coronavirus (COVID-19)
The Coronavirus is already causing business disruption. Sales Conferences are being cancelled or postponed. Customers are changing their spending patterns. As…
- SALES with ASLAN
Ep. 44 - Tension In Sales Is Bad, Right?
Not necessarily. Tension in the buyer-seller relationship is definitely bad but there is a kind of tension that can be healthy. This week on #sALESwithASLAN…
- SALES with ASLAN
Ep. 45 – You Hate Process But It Will Save You
Ep. 44 – You Hate Process But It Will Save You This week on #sALESwithASLAN we talk process, sales process. As a selling free spirit, you might think I got…
- SALES with ASLAN
Ep. 43 – Other-Centered® Selling: A True Sales Tale
On #sALESwithASLAN we talk a lot about truly being other-centered® not just trying to fake it. Well this week, I am joined by a true disciple of this…
- SALES with ASLAN
Ep. 42 – How bad are your prospecting emails?
This week on #sALESwithASLAN, we take a look at some of the best and worst emails we get from sales people. By laughing and crying and exploring what we see…
- SALES with ASLAN
Ep. 41 – Forecast So You Know How Much Money You Can Make
Most people think of forecasting as a necessary evil of a selling career. What if that were a false premise? What if forecasting your selling year was really…
- SALES with ASLAN
Ep. 40 – Sales Is All About Managing The Highs And Lows
As we close the year, #sALESwithASLAN delves into the peaks and valleys of a career in selling (along with some ale and bourbon). We know the holiday season…
- SALES with ASLAN
Ep. 39 – Is Inbound Selling Different? Let Me Count The Ways!
We switch gears this week on #sALESwithASLAN as we turn our attention to those to answer the phone in order to sell. As always, we share ideas and stories…
- SALES with ASLAN
Ep. 38 – Learn How To Manage End Of Year Stress!
Joining me on this week with #sALESwithASLAN is long time seller and sales leader Dan Howington. We unpack the concept of stress as it relates to our personal…
- SALES with ASLAN
Ep. 37 – Happy Thanksgiving – Be Excellent at Anything
Brief show this week and more of a Thanksgiving Day blessing to all those who follow us here in #sALESwithASLAN. Take time to recharge and rejuvenate with…
- SALES with ASLAN
Ep. 36 – Learn How To Identify Political Structure In Your Prospects
This week on #sALESwithASLAN, we welcome back ASLAN®'s CEO Tom Stanfill to discuss how to identify political structure. What do we mean by Political? Formal…
- SALES with ASLAN
Ep. 35 – Prospecting Made Easy: 5 Things Learned Over 25 Years.
Salespeople hate prospecting. Period. It has traditionally not been a fun part of the game. However, most of us that sell for a living, know that we cannot…
- SALES with ASLAN
Ep. 34 – How To Get A Prospect Off Of Email And Into A Conversation?
Do you ever get an email from a customer that simply says, please provide me with a description of what you do and how much it costs? They ask you to send your…
- SALES with ASLAN
Ep. 33 – You Want to Win A Negotiation? Drop the Rope®
#sALESwithASLAN is back with another fascinating topic this week. Everyone in sales and sales management is forced to negotiate from time to time. The common…
- SALES with ASLAN
Ep. 32 – You Don’t Have Unlimited Time So Prioritize Your Opportunities
#sALESwithASLAN welcomes back Marc Lamson and ASLAN CEO Tom Stanfill to discuss something most sales reps know, but forget all the time. You do not have…
- SALES with ASLAN
Ep. 31 – Four Things To Prepare For A Successful 2020
#sALESwithASLAN welcomes back Marc Lamson to discus the top four ways to set yourself up for a tremendous 2020 selling year. We delve into things like helping…
- SALES with ASLAN
Ep. 30 – What Motivates Sales Reps Most is Their Own Motivision!
#sALESwithASLAN welcomes one or our ASLAN Certified Resellers, Joe Colavito from Corevu in Raleigh NC. Joe has been one of our partners for several years and…
- SALES with ASLAN
Ep. 29 – What One Customer Got From ASLAN Sales Training!
#sALESwithASLAN welcomes back Chris White, author of The Six Habits of Highly Effective Sales Engineers, and current VP of Sales Engineering at ETI Software to…
- SALES with ASLAN
Ep. 28 – What 3 Things Are Keeping You From Hitting Quota In Q4?
#sALESwithASLAN welcomes Tom Stanfill back to the podcast to discuss 3 key ingredients that ensures a successful sales person. First we must connect our goal…
- SALES with ASLAN
Ep. 27 – Top Things You Must Do To Prepare For The Big Presentation
#sALESwithASLAN welcomes Tom Stanfill back to the podcast to discuss how we must over prepare for that big presentation. Whether we are selling hardware…
- SALES with ASLAN
Ep. 26 – How We Sabotage Change by the Way We Coach
#sALESwithASLAN is here each week to help sales reps and sales coaches work better together. This week author and professional coach to the coaches, Bobbi…
- SALES with ASLAN
Ep. 25 – What Are The Biggest Mistake That Sales Reps Make During Discovery?
#sALESwithASLAN welcomes Tab Norris back to the show to dive deeper into a topic we have hit before: conversational and effective discovery. Today we focus on…
- SALES with ASLAN
Ep. 24 – What is The Right Blend of Sales Training to Ensure Sustained Development?
#sALESwithASLAN welcomes Blake Beus who is the Vice President of Business Development at AllenComm to discuss what it's like to be a client of ASLAN Training…
- SALES with ASLAN
Ep. 23 – How Do I Know If I Need Tools or Training?
This week on #sALESwithASLAN we visit the ongoing conversation on "what helps sellers improve more?" sales tools or training. The answer won’t surprise you…
- SALES with ASLAN
Ep. 22 – Selling is Easier When You and Your Company are Connected by Purpose
This week on #sALESwithASLAN we discuss how companies and therefore sales reps struggle with connecting to their original purpose for being. Sales reps are…
- SALES with ASLAN
Ep. 21 – The Number 1 Mistake Sales Reps Make When Prospecting
This week on #sALESwithASLAN we discuss the mistake all #salesreps make when prospecting. We are born self centered and as sales people we continue to think…
- SALES with ASLAN
Ep. 20 – The Best Sales Managers All Do This
Former EVP of Sales, John Ferguson and current Adjunct Professor at DePaul University is an industry expert on sales management and sales coaching. John brings…
- SALES with ASLAN
Happy Independence Day
Just a message from us to you to enjoy the long weekend. Happy Fourth of July to all of you and please drink responsibly ;-)