SALES with ASLAN
By ASLAN Training and Development
This podcast series is intended to be a light and fun way to talk about a serious subject: selling.
Buyer behavior has changed dramatically over the last several years, and salespeople have failed to change with the times. Our commitment is to help organizations "bridge the gap" in their sales force execution. To do that, we focus on the improvement of sales and service organizations by creating and delivering competency and skill development programs and processes.
This podcast series will delve into fine beers and remove fears in the hearts and minds of those who sell.
Buyer behavior has changed dramatically over the last several years, and salespeople have failed to change with the times. Our commitment is to help organizations "bridge the gap" in their sales force execution. To do that, we focus on the improvement of sales and service organizations by creating and delivering competency and skill development programs and processes.
This podcast series will delve into fine beers and remove fears in the hearts and minds of those who sell.
Ep. 120 – Scott’s Words of Wisdom from 31 Years of Selling
This week on #SALESwithASLAN, @ScottCassidy, in his final podcast as host, delivers a few key ideas on selling success. Follow Scott on Linkedin and make sure to join @TomStanfill beginning later this year when #SALESwithASLAN continues. #salespodcast #salestips
September 10, 2021
Ep. 119 – Artificial Intelligence and Conversational IQ for Sellers and Leaders
This week on #sALESwithASLAN, @TomStanfill discusses how to leverage these tools to improve prospecting and conversations. He gives examples and statics of two different #salesprospecting approaches and answers why an Other-Centered Position (OCP) approach works. Why don’t reps lead with the customer’s whiteboard and how to build an arsenal of “whiteboard” intel to add to your discovery agenda and then build the list for yourself and your #salesteam. #salespodcast #salestips
August 27, 2021
Ep. 118 – Exposing the Unstated Emotional Needs of Your Prospect
This week on #sALESwithASLAN, @MarcLamson is back to revisit our concept of ServeMore3 in order to expose those deep unstated emotional needs that we all have as humans. When we commit to care more, we will learn more and then we can do more for our clients, prospects, family and friends. #salespodcast #salestips
August 20, 2021
Ep. 117 – Is That Deal Worth Winning?
This week on #sALESwithASLAN, @TomStanfill is back again in the third of a three-part series on micro qualifying your opportunities. This week, we unpack whether the deal is actually worth winning. These 3 critical questions that you need to answer will tell you whether you should win the deal and is it worth it. #salespodcast #salestips
August 13, 2021
Ep. 116 – Can you win?
This week on #sALESwithASLAN, @TomStanfill is back again in the second of a three-part series on micro qualifying your opportunities. This week, we unpack how you can be sure you can with the deal. These 3 critical questions that you need to answer will tell you whether you can win. #salespodcast #salestips
August 6, 2021
Ep. 115 – Is the Opportunity Real?
This week on #sALESwithASLAN, @TomStanfill is back again to break down whether the opportunity is real and how to decide that. This 4-step process will guide #salesreps through the ability to navigate from the simplest to the most complex sales cycles. Bonus: this is the first of a 3-podcast series. Join next week to learn how to determine “can we win?” and then the week after we will discuss “is it worth winning?” #salespodcast #salestips
July 30, 2021
Ep. 114 – Emotion Not Logic is Most Important in Buying Decisions
This week on #sALESwithASLAN, @marclamson is back again to discuss how selling or influencing buyer decisions is all about convincing the emotional side of the brain. Most people believe you can persuade people with logic but we discuss how when you get the emotional side of the brain engaged, they will then justify with logic. #salespodcast #wordpictures #salestips
July 23, 2021
Ep. 113 – In Selling, Practice Makes Perfect
This week on #sALESwithASLAN, @stephanieboyer, professor at Bryant University, stops by to discuss how selling has become a major on many campuses today. We discuss how women are taking on more leadership roles and the importance of practice (role plays) in our ability to master our craft as sales professionals. #salespodcast #salescoaching #salestips
July 16, 2021
Ep. 112 – 6 Examples of Why Sellers Who Serve are More Successful!
This week on #sALESwithASLAN, the entire ASLAN leadership comes to the pod with examples from their careers where those who put the client first are not only more fulfilled but more successful. #salespodcast #salescoaching #salestips
July 9, 2021
Ep. 111 – Sales Leadership Lessons from Author and Global Sales Leader Charles Forsgard
This week on #sALESwithASLAN, @charlesforsgard joins to discuss how most leaders focus on business and not the people when the opposite works better. Charles has developed a culture of coaching wherever he has lead teams since 1982. That includes several F500 companies. Hear Charles and Scott discuss leading through great questioning, proactive communication and selling, and some of the best advice for young sales leaders. Charles book “Stop Kidding Yourself: The Way You’re Managing Your Team is Not Working” is available where books are sold. #salespodcast #salescoaching #salesmanagers
July 1, 2021
Ep. 110 – What are you really selling? Hint: It’s not your solution!
This week on #sALESwithASLAN, @tomStanfill joins once again to discuss how most sellers focus on business benefits or financial benefits of their solution (increase in profits or cost savings), but those aren’t the benefits that most likely motivate a customer to choose your solution. It’s how you make them feel – the emotional benefit that inspires a decision to take action. #B2Bsalesreps #prospecting #consultativesalesreps #salespodcast
June 25, 2021
Ep. 109 – The 3 P’s That Drive Influence and Receptivity
This week on #sALESwithASLAN, @tomStanfill joins once again to uncover three memorable Ps to help anyone improve their ability to influence another person. It all starts with the “fertile soil” of the other person prior to you being able to plant the “seed” of your message. As usual, Tom makes it simple and memorable so you can build the habit asap. #B2Bsalesreps #prospecting #consultativesalesreps.
June 17, 2021
Ep. 108 – Selling Lessons from 1969 NY Mets World Series Champion Art Shamsky
This week on #sALESwithASLAN, @artshamsky joins the pod to discuss the similarities (and high failure rates) of baseball and selling. Art talks about the highs and lows of these careers. The personal relationships that thrive out of the pressure. We talk about Art’s latest book After the Miracle which talks about the sustained brotherhood that outlasts the bright lights of our prime. Join us for this unique perspective on selling, baseball and life. Enjoy the beer. #69Mets #ArtShamsky #AfterTheMiracle #salespodcasts #MagnificentSeasons
June 11, 2021
Ep. 107 – Lessons from a Certified Forensic Interrogation Specialist
This week on #sALESwithASLAN, @MichaelReddington, CEO of Inquasive and a specialist in interrogation, joins the pod to discuss how even the most stressful situations can be controlled with the right mindset, demeanor, and technique. His non-confrontational approach brings insight into Vision and Influence and the cognitive aspects of human communication. You will not want to miss his description of the 7 phases of any conversation. This pod will help #salesreps, #salesmanagers and anyone that must #influence at work or in their personal lives. In other words, everyone#B2Bsalesreps #prospecting #consultativesalesreps.
June 4, 2021
Ep. 106 – The Four Stages of Building a New Capability
This week on #sALESwithASLAN, @tomstanfill joins the pod to discuss building a new habit. He takes us through the rep conscious incompetence to exposing the gap in capability to practice in a safe environment to finishing one capability at a time and finally the habit is formed. For #salesmanagers, you will learn how to coach your reps through this process. For #salesreps, you will learn what to expect and how to own your own development. #B2Bsalesreps #prospecting #consultativesalesreps.
May 28, 2021
Ep. 105 – Trouble Getting Your Prospect to Engage? Get at the Problem.
This week on #sALESwithASLAN, @tomstanfill joins the pod to discuss the power of GAP (Get At the Problem) questions. There are 3 main challenges (3 E’s) that sellers face today. We struggle to Engage our virtual audience, demonstrate our Expertise, and have the customer Embrace our solution. Learn the 4 steps to solving these challenges. #B2Bsalesreps #prospecting #consultativesalesreps.
May 21, 2021
Ep. 104 – Every Employee, Every Person is a Salesperson
This week on #sALESwithASLAN, @SeanRobertson joins the pod to discuss the tremendous opportunity that companies must recognize that everyone in the company is a #salesrep. Listen to the fun stories about books and movies that paint sales as a negative profession and yet it might be one of the most noble. We are never more fulfilled than when we are serving others. It is all about the mindset. #B2Bsalesreps #prospecting #consultativesalesreps.
May 14, 2021
Ep. 103 – As a Sales Rep, You Should Crave Coaching
This week on #sALESwithASLAN, @MarcLamson joins the pod to discuss #salescoaching from the #salesrep point of view. Learn what you as the sales rep should do before, during and after a coaching session with your partner in success, your sales manager. #salesreps #B2Bsalesreps #prospecting #consultativesalesreps.
May 7, 2021
Ep. 102 – Defending the Value of Your Solution
This week on #sALESwithASLAN, @TomStanfill and I discuss how to hold the line on the value of your solution. In studying thousands of sellers, here is what we consistently see the top performers do to defend the price of their solution: They uncovered the value gap, they validate, they tell the truth. Learn more through our stories and tips. #salesreps #B2Bsalesreps #prospecting #consultativesalesreps.
April 30, 2021
Ep. 101 – Your Position, Not Your Product Gets the Meeting (and wins the deal)
When you think about getting a meeting or winning a deal, why do you think you will succeed at either? Most likely you will win or lose based, not on your solution, but on a decision you make, or don’t make about how you will position your solution. You place a bet. You take a stand. Which means you will limit it to usually one thing that only you can do for your customer, your proprietary benefit. Learn more this week on #sALESwithASLAN. #salesreps #B2Bsalesreps #prospecting #consultativesalesreps.
April 23, 2021
Ep. 100 – 100% Club: What Makes Consistent Sales Achievement Possible?
This week on #sALESwithASLAN, we welcome back our founders to reminisce the first 100 episodes of the podcast. To celebrate #100 we asked some friends from the sales profession to share why they consistently hit 100% of their quota. We learn from 7 individual career professionals on what makes them successful as they pass along pearls of wisdom to the rest of us. Download and subscribe so you can easily enjoy the next 100 episodes. #salesreps #B2Bsalesreps #prospecting #consultativesalesreps.
April 16, 2021
Ep. 99 – Question Intelligence – Best Practices in Sales Questioning
This week on #sALESwithASLAN, we welcome author and professor Dr. Brian Glibkowski, an expert on question intelligence. His new book called “Answer Intelligence: Raise your AQ”, addresses the academic and psychological side of questions and answers that is sure to bring insight to all those who sell for a living. You will learn from years of research and even get 20% off the book should you be interested. #salesreps #B2Bsalesreps #prospecting #consultativesalesreps.
April 8, 2021
Ep. 98 – 4 Sales Lessons from the Final Four
This week on #sALESwithASLAN, we welcome back ASLAN President Marc Lamson to have some fun with the lessons we as #salesreps and #salesmanagers can learn from watching the NCAA Final Four. The commonalities include sticking to the fundamentals, play your game, act like you have been there and remember, its not the best player that wins, it’s the best team. #salesreps #B2Bsalesreps #prospecting #consultativesalesreps.
April 2, 2021
Ep. 97 - Prospect the Account, not the Person!
This week on #sALESwithASLAN, we welcome back ASLAN President, Marc Lamson to discuss the three reasons you should not just give up on a lead if you don’t get through to the person that approached your company. Then we discuss a great solution for how to truly prospect that account. This will help #salesreps #B2Bsalesreps #prospecting reps or even #consultativesalesreps.
March 26, 2021
Ep. 96 – Tales from the Frontlines with Regional Vice President John Cerqueira
This week on #sALESwithASLAN, we welcome ASLAN Regional Vice President, John Cerqueira discusses the light at the end of the COVID-19 tunnel as we continue our #TalesFromTheFrontLines series. We unpack the emerging market dynamics, our changing sales process, how marketing has filled a void and the art of #teamselling. #salesreps #salesmanagers #salestips
March 19, 2021
Ep. 95 - Personal Growth Comes with Pain. Is it worth it?
Most of us are passionate about growth whether it means becoming a better presenter, writer, leader. Maybe we want to earn a promotion? But there’s a cost: time and pain. The pain associated with failing is the #1 enemy of growth. @TomStanfill joins #saleswithaslan to unpack the pain of growth and shares personal stories of failure and triumph that give us a process to consider. #salesreps #Growth #salesmanagers
March 12, 2021
Ep. 94 – Tales from the Frontlines with former IT Sales VP, Penny Honea
This week on #sALESwithASLAN, we welcome Pacific Mills Training Partners President, Penny Honea as we continue our #TalesFromTheFrontLines series. During a 25-year career in IT distribution, Penny learned many lessons, took many trainings, let many teams. We unpack that journey and what lead her to becoming a #ASLANCertifiedReseller. There is something in this episode for #salesreps and #salesmanagers alike. #salestips
March 5, 2021
Ep. 93 – You want your customer to believe you are Other-Centered®? ServeMore3
This week on #sALESwithASLAN, we welcome Marc Lamson, President at ASLAN, to discuss how his own Other-Centered® approach to coaching and selling has been formulated by a simple formula of Care More + Learn More + Do More = ServeMore3 Hear some great stories and examples of how the little things we can do can build trust, credibility and rapport in our client, work and personal relationships. #salestips #salesreps #salesmanager #virtualselling
February 26, 2021
Ep. 92 – Tales from the Frontlines with AFLAC District Sales Manager Robert Zeman
This week on #sALESwithASLAN, we welcome AFLAC District Sales Manager Robert Zeman to discuss how his own Other-Centered® approach to coaching and selling has taken his 4-person sales team to the top of his region, beating out much larger teams in the process. We discuss some of the “functional strength” he is instilled in his team along with joint accountability and even rep desire to improve. It is a great success story of what we all are trying to accomplish. #salestips #salesreps #salesmanager
February 19, 2021
Ep. 91 – 3 Tips to a Robust Sales Pipeline
This week on #sALESwithASLAN, we welcome author Kevin McCann of the Executive Strategy Group to talk about some important tips to building a robust pipeline. It starts with the right mindset and then the right message. He teaches us the “highlighter trick” to see how we currently message. Finally, we discuss the 4 questions that reps should be able to answer if the pipeline is accurate. #salestips #salesreps #salesmanager
February 12, 2021
Ep. 90 – 4 Virtual (Zoom) Challenges and How to Overcome Them
This week on #sALESwithASLAN, Marc Lamson and Tom Stanfill join to uncover nearly a years worth of challenges we have observed through clients (and internally). Listen to learn about how we try to squeeze too much content into the meeting. How we don’t know the decision maker. What to do when all hell breaks loose and how to make sure all the client’s questions are answered. #salesreps #salestips
February 5, 2021
Ep. 89 – Selling is a Team Sport: Sales and Marketing….perfect together
This week on #sALESwithASLAN, we welcome author @SeanDuffy of @theDuffyAgency and his partner @KevinMcCaughey to discuss sales and marketing integration and the impact of brand on sellers. WE break down the academics of this important relationship, how marketing enhances receptivity in our prospects and how sales can work with all types of marketing groups within all sizes of companies. #salesandmarketing #salestips
January 29, 2021
Ep. 88 – Top 10 Tips for Improving Closing Rates in 2021
This week on #sALESwithASAN, we welcome CEO and co-founder @tomstanfill to unveil his Top 10 list, David Letterman style. It takes a combination of mindset and developing advanced skills to be successful. In every endeavor, there are levels of abilities (hobbyist to pro, novice to elite). To succeed in this new normal, good isn’t good enough. Become a pro. Enjoy the beer. #slestips #salestraining #virtualselling
January 22, 2021
Ep. 87 – 5 Steps To Eliminating Coaching Frustration
This week on #sALESwithASAN, we welcome back the coach whisperer #BobbiKahler, host of her own podcast UnYielded, to discuss coaching frustration. Bobbi walks a through a 5-step process that will help coaches eliminate the frustration they feel when reps backslide into old habits or when they have to have the same conversation over and over. Enjoy the topic and please drop a comment on LinkedIn or email me at firstname.lastname@example.org with your topic for us to cover.
January 15, 2021
Ep. 86 – How to Identify the Political Structure within Your Accounts
This week on #sALESwithASAN, we begin the new year with a special suggestion from one of our listeners. The topic of political structure within our accounts. We all know there are several roles in the decision process whether we are talking about the coach, gatekeeper, influencer, evaluator, or ultimate decision maker. What we talk about with @tomStanfill, CEO and Co-Founder of ASLAN, is why we need to identify the actual structure, how to do it and a tool to make it easy on yourself. Enjoy the topic and please follow the lead and drop a comment on LinkedIn or email me a email@example.com with your favorite topic for us to cover.
January 8, 2021
Ep. 85 - The Many Ways Sales People Have Adapted to Selling in a Post COVID World
This week on #sALESwithASAN, we bring some real life sellers on the pod to discuss the may ways life has changed since COVID but more importantly, how they have adapted. There is a lot of good to go with all this bad this year. @jermainedonaldson and @JohnCerqueria join to break down the good, bad and ugly of 2020 as a seller. #saleskills #salestips
December 30, 2020
Ep. 84 – End of Year Advice: Reflect and Give Thanks
This week on #sALESwithASAN, @marclamson joins to conclude the year with some ideas on how to leverage your holiday downtime for self-reflection and self-improvement. Merry Christmas to all and to all enjoy the close of a 2020 of chaos in favor of a 2021 of hope and joy. #salesrep #salestips #virtualselling
December 23, 2020
Ep. 83 – Quadrant Coaching Recommendations for Those with Desire and Those Without.
This week on #sALESwithASAN, we revisit the coaching quadrant. CEO and co-founder @tomstanfill breaks down his 4 recommendations for helping those reps with low desire. He also tells us how to work with those Achievers and Strivers. Enjoy the second of a two-part series on quadrant coaching. #salescoacing, #salestips #virtualselling
December 18, 2020
Ep. 82 – Quadrant Coaching Barriers: Time and Motivation
This week on #sALESwithASAN, we turn our attention those who coach for a living and those who may want to become a sales manager one day. CEO and co-founder @tomstanfill un-packs the two biggest barriers to coaching, motivation and you guessed it, time. Learn about both in this, the first of a two-part series on quadrant coaching. #salesrep #salestips #virtualselling
December 11, 2020
Ep. 81 – 4 Challenges Prospects Have with the New Virtual Buying Process
This week on #sALESwithASLAN, we flip the script and look at life through our prospect’s eyes. What has changed for prospects as it relates to the Virtual Buying Process and how do we adapt our approach to serve them. @MarcLamson helps unpack 4 different challenges that are new in 2020. First, prospects are more distracted than ever. Second, they are using a different decision process and what we call a “mass audit” in a shorter timeline criterion. Finally, when prospects are in the meeting, they are having trouble paying attention. So, what do we do about all this? Find out. #salesrep #salestips #virtualselling
December 4, 2020
Ep. 80 – Virtual Selling Vulnerability compared to Face to Face
Why is that we feel more vulnerable when selling virtually than we did when we could be face to face? Maybe we aren’t comfortable with the technology? Maybe we are just afraid of looking foolish. Maybe it’s just different. This week on #sALESwithASLAN, I welcome back ASLAN CEO @TomStanfill to the pod to discuss being Other-Centered® in a crazy world and how to resist that urge to retreat to self. #salesrep #salestips #virtualselling
November 20, 2020
Ep. 79 – Need help prospecting? Learn the Big 3 Reasons to become an elite Social Seller!
This week on #sALESwithASLAN, I welcome back ASLAN President @MarcLamson to the pod to discuss the pivotal role that social selling now plays in our selling lives. With more time on our hands since COVID hit, we need use tools like Linkedin to Research and find potential contacts and companies. Then we need to find meaningful ways to connect with them. Finally, we should learn to be a thought leader with what we post. We have a contest this week as well. Go to https://business.linkedin.com/sales-solutions/social-selling/the-social-selling-index-ssiand click “Get your score free” to see your Social Selling Index and share it with us on Linkedin as a comment below this post. We will find a winner and have you on an upcoming show. #salesrep #salestips #socialselling
November 13, 2020
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 right tools and therefore focus on what is their most important role: to be an other-centered trusted advisor. #salescoaching #salesmanager
November 6, 2020
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, Frontal, Flank and Fragment. @MarcLamson describes each and gives examples to cement the knowledge. Whether you are a #salesep or #salesmanager, you are sure to learn something. #salescoaching #salesmanager
October 30, 2020
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 and I unpack the 3 step process to ensuring you are always moving your sale cycle along at the pace appropriate to the prospect. #salescoaching #salesmanager
October 23, 2020
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 simply means, 10 seconds to clear the noise, 30 seconds to get to a 3 minute discovery. So, this week, we pick back up and teach you how to ADAPT to any situation that might arise when trying to get that meeting. Enjoy the content and the beer. #salescoaching #salesmanager
October 16, 2020
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 all became inside sales reps. For those of you that forgot how to pick up the phone can get a meeting, you want to listen to this podcast. We address how to use this simple tool to get meetings with @MarcLamson, President of @ASLANTraining. #salescoaching #salesmanager
October 9, 2020
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 telling each what the other is saying: what they like and don’t like about the other. There are 3 main reasons #salesmanagers are not coaching #salesreps as much as they should (or as often as reps would like): No Time, No Change and No Tools to measure. Well we address all three this week with @MarcLamson, President of @ASLANTraining. #salescoaching #salesmanager
October 2, 2020
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 challenges that we have discovered in 2020 and @marclamson and I dig into both plus some solutions and advice, this week on #saleswithaslan. Additional Resources included: https://www.aslantraining.com/category/downloads/
September 25, 2020
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 own diet, our own health was motivation for a life changing habit that took (desire) self-motivation, a plan and support to get through. We can apply much of what we learned to selling and leading as well. Enjoy! #salestips #salescoaching
September 18, 2020
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 now calling (or zooming) prospects. Months ago, you would put on a nice suit and your best watch. Now you may be in shorts. So how do you differentiate? By using the technology to your advantage and to that of your client. By going the extra mile to learning what is possible and delivering something memorable. There are 3 easy steps to make this happen and we enjoy them over an ale today. #salestips #salescoaching
September 11, 2020
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 being face to face but there are great advantages like the fact that you can record the meeting. Marc takes us through the key points about Asking and Responding in a way that optimizes the chance that the customer or prospect feels receptive and open to sharing vital information that will help you help them solve problems. #salestips #salescoaching
August 28, 2020
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 program to provide insight from his unique perspective as a partner and sales rep for ASLAN. We discuss the “Decision to be Other-Centered®” before each engagement, Lead with your customers Whiteboard and fan favorites like Take the Trip® and Drop the Rope®. Real life examples to help #salereps and #salesmanagers. #salestips #salescoaching
August 21, 2020
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 at something. This week on #sALESwithASLAN, @MarcLamson and I discuss when to engage in team selling and the 3 main reasons people fail to use this valuable resource. #salestips #salescoaching
August 7, 2020
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 guide, you decide next steps in the process, not the customer. Why? Because of your experience, you should know the most effective way to evaluate the solution. So, with that as a backdrop, Tom unlocks the 5 step process you can use to ADVANCE any sales cycle in any circumstance. Master this process and you will see improved results. Promise. #salestips #salescoaching
July 31, 2020
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 help you close more deals. More importantly, ROI discussions with your clients throughout the sales cycle will heighten your status as trusted advisor. Especially when you and your client decision maker deliver on your promise to one another. We unpack a real ASLAN client and discuss how John was able to begin with the end in mind and deliver the goods. #ROI #salestips #salescoaching
July 17, 2020
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 frankly, with COVID19, more and more people are forced to engage with email. By laughing and crying and exploring what we see, we hope to give you some ideas for improving your own #prospecting email approach. This can be such a useful tool for you to hunt and find new business but when done poorly, it can really backfire. Enjoy the podcast and make sure you ready our eBook called How to Write Effective Emails
July 10, 2020
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 the perfect presentation, virtually. As Tom always does, he gives us some structure in the form of 8 Pro Tips we must leverage to ensure the perfect performance. And if you want to do some homework, you can learn a lot from watching the top Ted Talks. #virtualselling #salestips
July 2, 2020
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 the perfect presentation, virtually. As Tom always does, he gives up some structure in the form of 5 Determinations we must make to ensure we “control the stage”. #virtualselling #salestips
June 26, 2020
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 his latest blog on how to deliver the perfect presentation, virtually. As Tom always does, he gives up some structure in the form of a four-step process to ensure maximum impact. This will be part 1 of a series to help you deliver again and again. #virtualselling #salestips For more on Virtual Selling Programs, visit https://try.aslantraining.com/virtual-selling/ and find the blog we reference in the pod here: https://www.aslantraining.com/process-deliver-virtual-presentation-part-1/
June 19, 2020
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 Other-Centered® in business but really in life. This week we take a timeout from our lighthearted, ale drinking show to focus on an 8 min and 46 second message (the same 8:46 it took for the officer to and the life of George Floyd) about spreading love instead of hate. Our President Marc Lamson and I discuss the North Point Community Church’s Andy Stanley podcast https://podcasts.apple.com/us/podcast/north-point-community-church/id262317288?i=1000477071628. As Martin Luther King Jr once said “Injustice Anywhere is a threat to Justice Everywhere. How do we experience others who don’t look like us? How do they experience you? Love. Open your heart. Open your mind. Take the trip. Carry another’s burdens.
June 12, 2020
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 Guru Chris White from DemoDoctor.com and Ramzi Marjaba of WeTheSalesEngineers.com to outline the critical nature of the relationship between seller and sales engineer. Remembering that selling is indeed a team sport and that the choreography of the sales call is critically important. We even discuss how our friends in #salescoaching will benefit from a higher performing technical sales team. Enjoy the beer. #salestips
June 5, 2020
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 her latest trifecta of blogs. Bobbi walks us through coaching lessons learned from cross country skiing and tips to virtual coaching. Finally, we discuss that technology can be our friend but should not be our crutch or excuse for not coaching. Enjoy the topic and the beer. #salestips #salescoaching
May 29, 2020
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 not thriving. Customers are looking for any way they can to pinch pennies. Does that mean you should drop your price? Maybe or maybe not. What you should do is go through this three-step process first. Learn how to handle one of the most difficult conversations in selling this week on #sALESwithASLAN as Marc Lamson breaks it down. Enjoy the beer. #salestips #salescoaching
May 22, 2020
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 #sALESwithASLAN to discuss some of the things that he has been doing that have created that trusted advisor status with his clients. How you help your clients navigate the waters of change, how flexible you are with your offer and your terms and how you share your expertise and knowledge. Enjoy the beer. #salestips #salescoaching
May 15, 2020
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 #sALESwithASLAN, I am joined by ASLAN President Marc Lamson as we unpack the three main ingredients to demonstrating our product or solution virtually. You will pick up some interesting information on improving your ability to use your words to convince, change your selling process and lower the risk on behalf of you prospect. Enjoy the beer. #salestips #salescoaching
May 8, 2020
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 about. The reality is sellers are having more success getting buyers on the phone lately. Today on #sALESwithASLAN, I am joined the CEO of #ConnectandSell, @Chris Beall. Chris has an amazing background in data analysis and shares the light at the end of the tunnel for those of us who sell for a living. Enjoy the beer. #salestips #salescoaching
May 1, 2020
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 on your prospects whiteboard then you should help them. Is that selling? This week, I am joined by author and business owner Christ White of www.demodoctor.com. Chris and I discuss the reality of the situation and how it is impacting companies of all sizes. Bottom line is that we need to continue to be Other-Centered® in our approach to serving our clients. They may remember what we said or even what we did but the most certainly will remember how we made them feel during this time. Enjoy the beer. #salestips #salescoaching
April 24, 2020
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 across different than the other. Sympathy is easy, and almost patronizing but Empathy makes a connection. Daniel Goldman discusses 3 types of empathy in his book Social Intelligence: Cognitive, Emotional and Compassionate. @MarcLamson joins #sALESwithASLAN to discuss 4 things you can do to be more empathetic as a seller.
April 17, 2020
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 great perspective on the difference between his company is handling the crisis vs an in house selling group. We discuss how all his manufacturing clients, from all markets, are dealing with the subject of selling during the pandemic. Most importantly, we look optimistically at how we can best use this time as sellers to build and enhance our other-centered® relationship with our prospects and clients. #salestips #salescoaching #salesreps
April 10, 2020
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 is to help America flatten the curve on the spread of the Coronavirus and to do that, he must convince US citizens of the proper course of action. To do that, he must open up our collective #receptivity. As #salesreps, we also must focus on our customers’ whiteboard (what is important to them) in order to open their receptivity. This week on #sALESwithASLAN, I am joined by The Sales Strategist John Ferguson who recently wrote this article: Dr. Fauci and Driving Receptivity which you can find on Linkedin. We can learn a lot here and enjoy the beer. #salestips
April 3, 2020
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 and Tab Norris join me to discuss everything from helping #salesreps find that motivation while still focusing on the development of the rep. #salestips #salesmanager #salescoaching
March 27, 2020
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 founders Tom Stanfill and Tab Norris join me on #sALESwithASLAN to discuss everything from motivation to tactical #salestips #salesmanager #salescoaching
March 20, 2020
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 three phases of coaching Align. In this episode, both coaches and reps can hear some helpful ways to structure the most productive time together and to ensure each session has the maximum benefit to the reps development. This 6 step process will not only make you a better coach but it will enhance the partnership between rep and manager. #salescoaching
March 13, 2020
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 reps and sales managers think about how they need to help their customers though this challenging time, ASLAN CEO Tom Stanfill says, “There is always a way to win. There are those who see some things as a barrier and others who see opportunity.” The truth is that the coronavirus is on everyone’s mind. Don’t ignore it! Use some of the tips on this episode of #sALESwithASLAN to prepare and reach out to your customers to help them think through all the options that they have within the context of your partnership. Use this “opportunity” to show your customers you are here to help them navigate challenges. Its about doing the right thing. #MotiveIsTransparent #salestips #salescoaching #salestraining
March 6, 2020
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, our President Marc Lamson and I unpack the two main types of tension that exist with our clients. This topic actually comes from a client of ASLAN’s and because they also recommended our Ale choices today, we send a proud shout out to Utah and our podcast loyalists out there. Enjoy the topic and enjoy the beer. #salestips #salescoaching
March 5, 2020
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 this, I don’t need not stinking process. Well you do and we discuss why and the consequences of what happens if you don’t follow a roadmap to solving your customers problems. We address what is it and what’s the purpose of a sales process as well as what most people miss and finally how we can convince our customers that we are indeed the expert and that it is in their best interest to guide the engagement. Our CEO and C-co-founder Tom Stanfill joins our president Marc Lamson and me to uncover the nuance of this important topic. Enjoy the beer. #salestips #salestraining
February 28, 2020
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 philosophy, Matt Caldwell. Matt and I have known one another for nearly 20 years since we collaborated at APC in the early 2000s. Matt was exposed to ASLAN early in his career and has carried the foundations through a selling journey that has included transactional, complex and even executive relationship selling. Matt tells stories of how has applied these core principles in each of those stops along the way. IT is always great to hear how our content is helping real life sales reps in the real world. Enjoy the conversation and enjoy the beer. #salestips #othercentered
February 14, 2020
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, we hope to give you some ideas for improving your own #prospecting email approach. This can be such a useful tool for you to hunt and find new business but when done poorly, it can really backfire. You too could wind up on a podcast 😉 Enjoy the episode with our President Marc Lamson and enjoy the beer.
February 7, 2020
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 all about you? This week on #sALESwithASLAN, our President Marc Lamson and I unpack a multistep process for forecasting that will not only help you accurately predict your revenue but how you will achieve that goal as well. We discuss forecasting current accounts or recurring revenue plus know opportunities. Then we determine Best/Worst case scenarios. Next, we play “pick your income” and end with figuring out how to fill the gap with new prospects. We wrap up with your production plan to make it. This is a great way to start the new selling year on a high note. #salestips #salesstrategy #salesforecasting
January 10, 2020
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 can be stressful as we discussed in episode 38 but it can be exhilarating as well. The key to long term success in selling is to keep it even keel. Never let your success or more importantly, your failure, define you. Never get depressed about work. So, if you had a great year, an ok year or a bad year, let’s raise a glass to the end of the selling year and cheers to the optimism that comes with each new year. #SalesTraining #SalesTips #SalesCoaching
December 20, 2019
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 about how to better #MasterYourCraft as a sales person or #SalesManager. Marc Lamson, President of ASLAN Training and Development offers a couple of key differences to selling in a reactive phone based environment. Of course he brings the knowledge on how to overcome these challenges as well. Enjoy the beer! #SalesTraining #SalesTips #SalesCoaching
December 13, 2019
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 and professional lives. We all feel it but how we deal with it is important. Listen as we discuss some important ideas on how we can take back control of our reaction to this detractor of joy we know as stress. #salestips #salescoaching
December 6, 2019
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 friends, family and maybe a good Ale. Go get the book Be Excelelent at Anything by Tony Schwartz with Jean Gomes. This is a great read for over the holidays as you will investigate the four changes to get more out of work and life. #HappyThanksgiving from ASLAN Training and Development #WorkLifeBalance
November 28, 2019
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 org chart? The reality is that there’s an Informal power structure – rank doesn’t equal influence. So the real decision maker, the one that determines what happens, may have more power and lower rank. Why is that important to know? Because you may focus on the wrong person or you may have identified the decision maker, but a key person changes the decision drivers, and if you miss this you could be in jeopardy. #sales tips #salescoaching #salesstrategy #PoliticalStructure
November 22, 2019
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 have a robust pipeline if we don’t #prospect on a regular basis. So this week on #sALESwithASLAN, we unpack the 5 things that ASLAN President Marc Lamson has learned over the last 25 years. Some of this stuff you know, some might be new. Bottom line is that common sense does not always mean common practice. Enjoy the topic and the beer. #salestips #salescoaching #salesstrategy
November 8, 2019
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 elevator pitch and price book right over, right? Well, this week on #sALESwithASLAN, we take a real-life example and look at how you can give your customers what they want while building your relationship up into #trustedadvisor status. Join me this week and listen to how our CEO Tom Stanfill and his two and a half decades of successful selling handles this scenario. #salestips #salescoaching #salesstrategy
November 1, 2019
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 reputation of sales negotiations is that there is a winner and a loser. The first one to throw out a number loses. Well, maybe what you have learned over the years is just plain wrong. Listen as we look at this differently. When you feel like you are in a win-lose negotiation, simply drop the rope® and you and the customer will both win. #salestips #salesstrategy #salescoaching
October 25, 2019
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 unlimited time. In fact it is your most precious resource so maximize your selling time by choosing who you serve. We dive deep into some tried and true methods for choosing the best opportunities and accounts for that matter. Hint: it's not always the biggest dollar accounts that are the best use of our time. #salestips #salesstratagy #salescoaching
October 18, 2019
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 your accounts establish their budgets, to building your own forecast to collaborating with but not relying on marketing for you’re growth ambitions. Enjoy the knowledge along with the beer. #salestips #salesstratagy #salescoaching
October 11, 2019
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 he specializes in what he calls the reps “Can Do and Will Do” which ties perfectly to our ASLAN Catalyst program dials that lead to results. Listen this week as Joe tells two amazing personal stories of coaching to the rep's personal motivation. You can read more about one of them in Joe’s recent blog. #salestips #salesstratagy #salescoaching
October 4, 2019
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 the podcast to discuss the impact of the ASLAN workshop we did together this week. We talk about why they saw the need for sales training, why ASLAN, what they learned and most importantly, how they plan to take the new knowledge to leverage this common language and principles, along with the frameworks, to transform their sales force and their company. There is no better way to learn how to get better at our craft than sharing stories of success. Enjoy Chris’s story and enjoy the beer. #salestips #salesstratagy #salescoaching
September 20, 2019
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 to our own person motivation and then we must ensure we break the goals down into daily and weekly chunks. Finally, we have to invest in the development of our skills and knowledge to improve every day. It's not too late to impact your Q4 so listen up and enjoy a beer. #salestips #salesstratagy #salescoaching
September 13, 2019
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, software or even services, we have to do these key things to make sure we put our best foot forward. Hint: the biggest opportunity to success or failure comes in our preparation in the weeks prior to the big show. Learn how to ensure you are ready to make the most of the opportunity. #salestips #salesstratagy #salesexecution
September 6, 2019
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 Kahler joins me as we focus our attention on the two main ways that coaches can sabotage their own goals to drive real change into a selling organization. Learn about these two main saboteurs along with how to recognize how you do it and how to prevent it. Also, what are the impacts of getting this wrong. Enjoy the beer. #salesexecution #salescoachingstrategy #salescoaching
August 30, 2019
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 identifying the 5 Mistakes we make when trying to uncover our customer’s stated and unstated needs. Tab walks us through the challenges of overcoming each of these mistakes and we will come back for another episode in the near future to address each of these. Whether you are a #salesrep or a #salesmanager, you cannot afford to miss out on identifying these areas of development. Enjoy the beer. #salesexecution #salesstrategy
August 23, 2019
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 and Development, but a key partner as well. We'll discuss the need for ignition type workshops as well as “training in the flow of work”, micro and macro learning and the importance of “effortlessly available” content and sales tools, and the increasing importance of digital (always on) learning as a pre-enforcement, re-enforcement and in some cases a low cost replacement for event or workshop based learning. Lots to learn with regard to on-going learning. #salesmanagement #salesstrategy #salesexecution
August 9, 2019
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. Joining me this week is Jeremey Donovan, SVP Sales Strategy at SalesLoft. We discuss things like what is sales enablement, sales engagement and sales training. What helps reps bridge any gaps in sales execution and we continue discussing the lost art of sales #prospecting. Enjoy our podcast and check out Jeremey and his own podcast called Hey Salespeople! #salestips #salesmanagement #salesstrategy
August 2, 2019
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 more successful when they are connected to the purpose of the company that they call home. Learn how selling with purpose for a purpose from author Matt Carcieri whose book Bleed a Creed helps companies return to their origin, can allow you to ignite your personal motivation to serve your customers. It might be the best #salesstrategy you can employ. #salesmanagement #salestips #prospecting
July 26, 2019
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 about ourselves first. What if we could learn to learn about the person we are trying to “sell” and actually deliver value on the opening call by focusing our solution to a perceived gap in their understanding or a perceived need. Learn how many fail at this with real life examples as Tom Stanfill uses his years of experience to guide us through this challenging topic. #salesmanagement #salestips #prospecting
July 19, 2019
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 his 30+ years of selling and managing experience to #sALESwithASLAN to unpack the 6 steps of sales management and the 3 key functions of sales management: 1. Lead 2. Manage 3.Coach #salesmanagement #salescoaching
July 12, 2019
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 ;-)
July 5, 2019
Ep. 19 - How To Sell Into Heavily Regulated Industries
We take questions from our audience on #sALESwithASLAN and we were recently asked "how selling into regulated industries where you cannot take notes, cannot send customized materials, etc can be overcome?" Marc Lamson joins me this week to discuss some tips that we have learned over the years that will prove helpful for those in those highly regulated industries such as pharma and financial. But don’t turn that dial if you don’t sell into regulated industries, these tips can help us all. #salestips #salestraining #SellingRegulatedIndustries
June 28, 2019
Ep. 18 – How to Sell The Technical Solution
This week on #sALESwithASLAN, I am joined by author and technical sales expert Chris White whose website www.demodoctor.com is a great resource for sales engineers and those that lead and work with them. Chris’ new book The Six Habits of Highly Effective Sales Engineers promotes team selling, better discovery, practicing your craft and many other habits that blend well in to any selling professionals repertoire. If you sell in a team or sell a technical solution, don’t miss this episode. #salestips #salestraining #teamselling #technicalsales
June 21, 2019
Ep. 17 – How to Manage The Stress of Selling
As we approach the close of the first half of 2019, many sales leaders and sales reps are beginning to feel the stress of the 2nd quarter coming to a close. This week on sALES with ASLAN, we are joined by Marc Lamson who helps us unpack the difference between good and bad stress, how to manage the stress we do feel and how to leverage the #serenityprayer which simply states that you have the wisdom to know what you can control. We even talk about a couple of books that might help you as well How to Stop Worrying and Start Living by Dale Carnegie and Eat That Frog!: 21 Great Ways to Stop Procrastinating and Get More Done in Less Time by Brian Tracy #salestips #salestraining #DontStress
June 14, 2019
Ep. 16 – 3 Simple Ways Salespeople Can Self-evaluate
This week on sALES with ASLAN, we are joined by long time sales expert, Susan Simon who has mastered a 3-part process for self-evaluation. In this episode we discuss ways to build “muscle memory” in our selling process how to define what good, great and even terrible might look like, and how to prepare step by step. Any sales rep listening knows that there is always room for improvement and Susan describes how we can all benefit from being more “intentional” in our preparation. #salestips #salestraining #BeIntentional
June 7, 2019
Ep. 15 – Conversational Discovery
Today we dive deep into the concept of conversational discovery vs. the interrogation tactics that so many of us use in our discovery meetings with clients. John Cerqueira who has close to 20 years of client facing experience helps us define what it means to humanize the selling process by focusing on what is important to the client. First focus on the problem they are trying to solve and only talk about solutions once you have a complete understanding of that problem. John has great stories of both success and failure that will help any sales rep reflect on their approach to conversational discovery. #salestips #salestraining #Discovery
May 31, 2019
Ep. 14 – Handling Objections Is A Blessing and A Curse!
Tom Stanfill, CEO at ASLAN Training and Development joins me today to uncover the good, the bad and the ugly of objection handling. First, we define what it means to help customers answer their questions of "Are objections good or bad?" Well we believe it is both. With hundreds of accounts and thousands of meetings under his belt, Tom has observed many of pitfalls and thus has a lot of experience of how to handle them - Learn to not overcome objections but rather help customers find their answers.
May 24, 2019
Ep. 13 – Cross Selling Within Your Accounts
This week on sALES with ASLAN, one of our listeners, Matt, asked us to help him #LandandExpand within his accounts. Our president Marc Lamson and I discuss the aspects of cross selling in two main parts: selling additional products and services within our accounts and also asking for referrals with our accounts. Don’t miss out on learning about these key ways expand our presence in our accounts. You can learn more about this concept in Marc’s blog: Referrals: Appliances, Lobster Ravioli, and Your Sales Pipeline. #salestips #salestraining #CrossSelling
May 17, 2019
Ep. 12 - Lessons Learned From 80 Floors Up On 9/11
If you've listened to sALES with ASLAN before, you know all about our Other-Centered® Selling approach. This week, we really personalize this concept with the incredible story of John Cerqueira who was 80 floors up when the planes hit the twin towers. How did John react at that moment when chaos rained down all around him? John, who is the author of “Hero Sandwich: A True Story”, talks about the life skills he learned in those intense moments and hours after impact- “when we serve others, we are most fulfilled”. In this episode, you'll learn what John took away and how he has applied these lessons every day since. #salestips #salestraining #salesleadership
May 10, 2019
Ep. 11 - The One Thing That All Successful Sales Reps Do
It's the age-old question: If you could do one thing to create the most likelihood of success, what would it be (and would you, could you do it)? This week we look at the 2004 study entitled Flawed Self-Assessment: Implications for Health, Education, and the Workplace by David Dunning, Chip Heath and Jerry M. Suls and try to decipher the one thing that successful sales people do: Seek feedback. Tom Stanfill, Marc Lamson and I talk about the fact that most people have this self-perception that they are above average and are blind to their flaws. We wear a “sign” on our forehead that all others can see but we cannot. So how do identify, deal with and apply changes to your challenge areas? Listen and find out. #onething #salestips #salestraining #salesleadership
May 3, 2019
Ep. 10 – Investing in Front Line Managers and Reps
This week on sALES with ASLAN®, we discuss investing in the front lines with business owner, consultant, and sales leader, Randy Riemersma of Span the Chasm. Those of us who have been at this awhile have war stories and we hope there's a few pointers you can take away from our conversation. Make sure you comment down below or email firstname.lastname@example.org with ideas for future episodes. Also, make sure to subscribe and like us on your favorite podcast platform. #salesleadership #salestips
April 26, 2019
Ep. 9 – Overcoming Obstacles in Sales and in Life
Author and Sales Leadership Coach Bobbi Kahler joins me this week on sALES with ASLAN to discuss what she overcame early in her life when she was diagnosed with a catastrophic speech disability. Bobbi talks about the need for mentors and coaches to get through the tough speed bumps in life. She also tells us why she never has said she couldn't do something. You can also learn more in Bobbi’s book Travels of the Heart. #overcoming #salescoaching
April 19, 2019
Ep. 8 – Simplify The Complicated for Your Customers
Tom Stanfill joins us this week to discuss how to make it easier for our customers to understand our solutions and methodology. We can do this through the use of references, word pictures, and by telling stories. If what you are selling sounds too complicated, your customer is less likely to buy. If you would like to learn more on this topic read our blog by Tom called The Art of Simplicity: What Does It Take to Sell a Complex Idea? #salesstrategy #salestips #salestraining
April 12, 2019
Ep. 7 - Sell More in 2019
This week we dive headlong into sales resolutions for the new year. We discuss practicing your sales craft, choosing your prospects and customers wisely and how to outwork our competition. This particular podcast is a great compliment to our blog called 7 Questions and 7 Resolutions to Sell more in 2019. #salesstrategy #salesstrategy
April 5, 2019
Ep. 6 - What March Madness Teaches Us About Sales Coaching
In the spirit of March Madness, this week we look at the obvious and not so obvious examples of NCAA coaches who focus on key areas of players (or rep) development and how this ties into sales coaching. We will also discuss how to help our sales reps and sales leaders communicate more effectively. This week's topics include joint accountability, taking time to coach, leaders connecting with players one to one and finally, managing to what motivates each individual. #salesstrategy #salescoaching #marchmadness
March 29, 2019
Ep. 5 - Coaching for Results
As we continue our deep dive into sales leadership on sALES with ASLAN, we focus our attention on one of the 3 hats that leadership wears: coaching. The first question we ponder is who do you coach since you cannot coach everyone, there just isn’t enough time. Coach those with a desire to be coached. The best coaches or catalysts avoid the two main problems. They give the appropriate amount of feedback and not 15 things to work on at once.
March 22, 2019
Ep. 4 - Leadership is 1 to 1
In our latest learning opportunity here on sALES with ASLAN, we turn our attention away from the sales reps and focus on the leaders that help them succeed. Leadership is accomplished on a 1 to 1 basis as we seek to motivate at the individual level. We as leaders need to measure in 4 dimensions vs the standard 2. Most leaders measure revenue and activity. But we need to measure results plus rep desire, productivity, and capability. Lastly, we look at the 3 hats that a sales leader wears: Lead, manage and coach.
March 15, 2019
Ep. 3 - Why Sales Reps Are Not Hitting Quota Pt. 2
This week we continue our deep dive into the alarming trend that is taking place in the marketplace. Why are 53% of reps are missing quota during an economic upturn? And why has this trend been in decline for 5 straight years? In this episode we take a look at how reps can shift the mindset of "what’s in it for me" to "what’s in it for my customer". Stop and ask yourself: Does your customer feel that they are the priority, or do they feel pressure?
March 8, 2019
Ep. 2 - Why Sales Reps Are Not Hitting Quota Pt. 1
It dropped again. Not the stock market or consumer confidence. No, the number of reps hitting their quota declined…for the fifth year in a row. It’s unprecedented. It’s now at an all-time low of 53% while the stock markets hit record highs. The bottom line is that half of all sellers are failing, and it’s getting worse. Something’s amiss. Why is this happening? This week on the sALES with ASLAN Podcast, we dig into not only why this is happening, but how to turn this trend around. Spoiler alert: it has something to do with your customers’ receptivity to your message.
March 1, 2019
Ep. 1 - Genesis of ASLAN®
Welcome to the inaugural episode of our sALES with ASLAN podcast series where each week, we start by highlighting our favorite Ales and Beers and then move into current trends and topics that keep sales professionals up at night. In this episode, we start at the beginning with how ASLAN came to be a successful sales training company. Our two founders tell stories about the genesis of the company, and the long days and nights spent in Tab’s basement trying to figure out how to tell the world about our innovative yet common sense approach to selling. In a nutshell, this episode explains why (and how) we want to reframe the way you sell.
February 22, 2019
Intro- sALES with ASLAN®
The sALES with ASLAN Podcast Series is intended to be a light and fun way to talk about a serious subject: selling. Buyer behavior has changed dramatically over the last several years, and salespeople have failed to change with the times. Our commitment is to help organizations "bridge the gap" in their sales force execution. To do that, we focus on the improvement of sales and service organizations by creating and delivering competency and skill development programs and processes. The main issue is that the percentage of decision makers who are receptive to a meeting or embracing a new solution is small. And if the customer is emotionally unreceptive, your value prop, your insights, and your solution won’t matter. Therefore, we start by teaching a radical approach to converting the disinterested: Stop selling and focus on enhancing receptivity. This podcast series will delve into fine beers and remove fears in the hearts and minds of those who sell for a living. Join us weekly for sALES with ASLAN.
February 13, 2019