SALES with ASLAN

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 objections like debates (mistake!) to skipping proper discovery (another mistake!), they break down where most sellers go wrong and introduce a simple, powerful framework: Isolate. Validate. Communicate.

You’ll learn:

• Why objections often signal gaps in discovery

• How to reframe pushback as an opportunity for collaboration

• A 3-step framework that lowers resistance and builds trust

• The right way to “drop the rope” and reduce pressure in conversations

  
  

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 courses can be taken home and used in the relationships that matter most.

In today's kickoff episode, Tom and his daughter Tindell discuss what it means to have conversations about a lasting and meaningful identity with their kids. They each share personal stories of moments when they have been tempted to define themselves by what they do. Tom explains how you can see the world in one of two ways. One, you are in a pyramid just climbing to the top, or two, you are a piece of a puzzle with purpose and a unique opportunity because of who you are.

Join them in this insightful and fun conversation, which we hope will benefit anyone with the title of parent, mentor, or friend!

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: the rise of the non-seller. Engineers, consultants, lawyers, and other technical experts are now more involved than ever in influencing buying decisions. But here’s the problem, they don’t see themselves as “salespeople.”

And that’s exactly where the opportunity lies. Tune into to learn how to equip and motivate "non-sellers". In this episode we cover how to...

• Ask for permission to explore the problem together.

• Focus on the client’s desired outcomes, not just the features of your product or service.

• Avoid information overload- simplify, clarify, and guide.

• Reframe objections as opportunities to understand deeper resistance.

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 enablement strategies. From his experience leading global enablement at companies like Visible Alpha and post-acquisition by S&P Global, Tommy K shares battle-tested insights for aligning enablement with leadership, measuring the right outcomes, and using AI to drive performance.

You’ll learn:

• Why enablement must start with leadership (CRO, sales, and client success)

• How to move from measuring competencies to business outcomes

• The power of conversation intelligence tools in building better scorecards

• How to manage change and assess team readiness through objective benchmarks

Whether you're a sales leader or enablement pro, this episode offers tactical wisdom for building a program that actually drives growth.

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 sit back and hope your proposal speaks for itself; this is where the real work begins.

In Part 3 of our RFP Series on the SALES with ASLAN podcast, Tom Stanfill and Tab Norris discuss the critical transition from a reactive approach to a proactive post-RFP strategy. This episode lays out a game plan for what happens after your proposal makes it through the initial round and how to position your team to win.

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 misunderstood aspects of enterprise selling: responding to cold RFPs. While responding to a Request for Proposal (RFP) might seem like a straightforward process, submit your best price, wait, and hope, the reality is far more nuanced.

In Part 2 of ASLAN’s RFP series, the team dives into how to strategically evaluate and respond to RFPs when you don’t have an existing relationship with the organization. These “cold RFPs” present unique challenges, but with the right approach, they can still become opportunities for meaningful wins

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 shifts sales professionals need to navigate for continued success. We'll discuss how decision fatigue affects buyers overwhelmed by options, the rise and challenges of virtual selling, and the complexities introduced by multi-stakeholder decision-making processes.

Tom and Randy discuss how to effectively stand out amidst information overload by becoming a trusted advisor rather than just another salesperson. Learn why building long-term relationships based on trust and mutual benefit is essential in today’s market.

Tune in for practical strategies and real-world advice on simplifying complex decisions, enhancing virtual engagement, and mastering the dynamics of modern B2B sales.

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 for Proposals (RFPs). Discover how to shift from seller-centric tactics to customer-centered strategies, leverage the 'Big and Bold' approach to engage decision-makers early, and navigate the challenging "dark phases" of procurement.

Join Tom and Tab to gain powerful negotiation insights to ensure your solutions are valued beyond price. Tune in to start winning more deals and prepare your team to confidently handle RFPs from day one.

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 handling Requests for Proposals (RFPs). Discover how to shift from seller-centric tactics to customer-centered strategies, leverage the 'Big and Bold' approach to engage decision-makers early, and navigate the challenging "dark phases" of procurement.

Tom and Tab will give powerful negotiation insights to ensure your solutions are valued beyond price. Tune in to start winning more deals and prepare your team to confidently handle RFPs from day one!

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, Tom and Tab dive into the critical strategies that separate top-performing sales professionals from the rest.

Learn how to own the stage, craft a compelling bridge slide, and engage decision-makers from the start. They break down:

• Why a strong positioning slide (or "bridge slide") sets the foundation for success
• How to simplify your presentation deck for maximum impact
• The power of collaborative discussions and validation in earning buy-in
• How to reduce buyer risk with success stories, pilots, and demos

If you’re preparing for a high-stakes sales pitch, this episode is a must-listen. Tune in now to learn how to present with confidence, win over decision-makers, and close more deals.

Listen now on Sales with ASLAN!

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 it takes to craft and deliver a winning presentation—especially when the pressure is on. They cover the biggest mistakes sales professionals make, the pitfalls of hybrid presentations, and why understanding decision drivers is key to influencing your audience. Tom shares the critical mindset shift that sets top performers apart: “I will win this project if… [fill in the blank].” Listen now and let us help!

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 more than ever, and what our research reveals about the future of B2B sales leadership. Tom and Tab discuss the evolving role of frontline leaders, the impact of AI in coaching, and the critical need to address emotional needs in leadership.

This is a great episode for any leaders looking to make sure they leverage AI when necessary while also remaining invested in their reps.

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 advancements are reshaping the role of the modern seller.

From the challenges faced by complacent veterans to the rise of AI-accelerated reps, this conversation is packed with actionable insights on how sellers can adapt, thrive, and stay relevant in a competitive market.

🔑 Key takeaways:

• Why 67% of sales reps feel they won’t hit their quotas
• How to leverage AI to get better not just faster
• How to stand out as a trusted partner in a crowded landscape
• The role of technology in boosting focus, productivity, and earnings

📢 Tune in to learn how to navigate the future of sales and take your performance to the next level.

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 and Tab share the research they have done on the future of B2B sales, highlighting the profound impact of AI, shifting buyer behavior, and information overload on sales strategies.

The discuss how decision fatigue, self-service trends, and virtual selling are reshaping the way buyers engage with sellers. Tom emphasizes the increasing need for trusted partnerships and shares actionable insights for sales professionals to adapt, elevate their game, and thrive in an environment where buyers are more informed yet overwhelmed than ever before.

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 Eagle—a new community dedicated to supporting sales professionals through mentorship, networking, and personal development.

Together, they explore how prioritizing people in leadership, cultivating curiosity in sales, and learning from top performers can drive career success. Tom Couture shares insights on overcoming imposter syndrome and developing confidence. They all three agree that a service-first mindset creates long-term success in sales and leadership.

Tune in to discover how mentorship, mindset, and meaningful connections can transform your sales career!

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 from his books, Jeff dives into what it means to be genuinely for others in both business and life, and how that mindset fuels organizational success. Discover how aligning what you want to be known for with customer perceptions can elevate your impact. They explore the power of a positive team culture, the importance of relationships in sales, and how to navigate life’s transitions with purpose.

Key Takeaways:

• Organizations thrive when they prioritize customer relationships
• A culture of gratitude builds loyalty and engagement
• Purpose-driven leaders create positive work environments
• Clarity and vision guide transitions and build resilient teams

Tune in for actionable insights on leading with purpose and building lasting connections!

#SalesPodcast #Leadership #CustomerSuccess #PurposeDriven #SalesWithASLAN

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 explore powerful themes like success vs. fulfillment, purpose-driven leadership, and why true satisfaction comes from serving others. Dr. Ross challenges us to go beyond self-interest and focus on making a positive impact, sharing insights on how small acts of kindness can transform both life and business.

Tune in for a conversation that will inspire you to find your purpose, lead with impact, and make life truly meaningful.

#PurposeDriven #Leadership #SalesWithASLAN #MakeLifeGood #ServeOthers

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 numbers and better serve your customers. They explore the challenges of shifting from product-focused selling to offering total solutions and the difficulties of engaging with higher-level executives. Tom and Tab highlight the importance of aligning with business goals, showing how effective questioning can demonstrate value to decision-makers. They emphasize the need for genuine curiosity and humility, fostering meaningful learning opportunities with executives.

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 introduce the "Three C's"—Connect, Contrast, and Convince—as essential pillars for elevating your sales game and overcoming the challenges of distracted, overwhelmed buyers.

Listeners will learn how to Connect their solutions to the buyer’s specific needs, tailoring their message to address what matters most. Discover how to Contrast your offering against the competition and highlight what makes it unique, ensuring your message cuts through the noise. Finally, master the art of influence by learning to Convince with emotional storytelling, success stories, and vivid analogies that resonate with buyers on a deeper level.

 Whether you're navigating virtual meetings, long sales cycles, or complex buyer behaviors, this episode offers actionable insights that will help you stand out, build trust, and close more deals. Tune in to gain practical tips and strategies to master the Three C's and elevate your role as a trusted partner in today’s fast-paced sales landscape.

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 how to effectively engage and motivate your sales team in a virtual environment. Learn valuable insights on building rapport, delivering impactful presentations, and keeping your audience engaged from start to finish. 

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 podcast's journey and discuss how the sales landscape has evolved. From AI and virtual selling to the impact of COVID-19, we'll explore the key trends shaping the industry. Discover the importance of Other-Centered® selling and how to adapt in this new era of selling.

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 self-reflection, seeking feedback, and understanding their strengths and weaknesses helped them grow this month.

Learn about their experiences leading workshops and the impact they've made on clients like Zillow who have embraced this way of selling. Tune in for practical advice on becoming a more effective leader and making a positive difference in the world.

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 feedback out of fear, but when we detach from the personal and focus on improvement, true growth begins. Discover why other-centered people prioritize feedback and how you can apply this practice in your personal and professional life. Get ready to embrace vulnerability and unlock your full potential!

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 week, we're diving deeper into our challenge and recognizing that putting yourself first, instead of others, can lead to success but not fulfillment. Tom and Tab are challenging everyone to observe before acting, then encourage others as a way to implement this principle in both your personal and professional life. 

Join us as we explore how prioritizing others can strengthen all our relationships. Let’s serve more together!

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 determining your priorities should determine where you choose to spend your time. Join us and discover how prioritizing others for 30 days can feel like a refreshing detox for your mind and soul.

Tom and Tab share personal experiences from the first week, including how this shift in focus has helped navigate busy schedules and find new motivation. They discuss the importance of conscious prioritization, the art of saying no, and why self-care is essential to sustaining this challenge. We challenge you to create your own priority list and start aligning your actions with your goal!

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 30-day journey to become other-centered!

How? Tom and Tab walk you through following the #OtherCenteredChallenge motto: Decide, Choose, Serve, Seek. This week we are focusing on deciding who the priority is before every interaction! Tune in for the next four weeks and watch every area of your life transform.

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 leader your customers crave.

• Uncover the 3 Salesperson Archetypes: Are you results-driven, relationship-driven, or driven by what you represent? We'll identify your strengths and weaknesses, then show you how to leverage them for a winning, proactive approach.

• Actionable Strategies: No fluff, just practical tips and techniques to transform your sales calls from reactive pitches to engaging conversations that lead customers towards your product or service.

Whether you're a seasoned salesperson or just starting out, this podcast is your roadmap to mastering the art of leading the sale. Subscribe now and take control of your sales conversations!

In this episode, we apply ASLAN's core principles to one of our most important relationships: parenting. Tom and Tab explore shifting our focus from the illusion of control to the power of influence. We'll discuss how loosening our grip on outcomes allows us to walk alongside our children, fostering deeper connections and building a foundation for healthy, long-lasting relationships. By focusing on influence through connection and invitation, we create an environment where core needs are met. This episode is for any parent looking to influence without sacrificing the relationship.

Are you tired of pitching to the wrong people? Feeling like your deals stall because you haven't identified the key decision maker? Join the ASLAN founders Tom and Tab as they unveil the secrets to unmasking the power players in every sales meeting.

In this episode, you'll learn:

• The Role of Discovery: Go beyond titles and uncover the true function of everyone at the table.
• Identifying Potential Blockers: Learn how to spot deal saboteurs and navigate their influence.
• The Power of Healthy Pessimism: Discover how a little strategic skepticism can help you prepare for every obstacle and close more deals.

Stop wasting time and energy on dead-end conversations. This podcast equips you with the skills to confidently navigate any sales environment, identify the real decision maker, and confidently close the deal. Hit subscribe and get ready to transform your sales game!

In this episode Tom sits down with top-performing sales rep and account manager from Cisco, Drew Armitage, to discuss how he's leveraging AI to skyrocket his sales.

Drew dives deep into his daily routine, revealing how AI tools help him:

• Uncover valuable insights about clients and their needs beforehand so he can tailor his approach and maximize his chances of success.
• Gain a deeper understanding of their pain points by analyzing data and past interactions, allowing him to craft more relevant and compelling pitches.
• Automate repetitive tasks like data entry and scheduling, freeing up valuable time for building relationships and closing deals.

They also discuss essential tips for anyone just starting their sales journey. They praise the discipline of hard work while you are building your career in sales and how important it is to seek feedback regularly. This episode is a must-listen for anyone in sales, whether you're a seasoned pro or just starting your career. Discover how AI can be your secret weapon to assist in sales. 

Today Tom and Scott talk about how our world is more isolated than ever, people are more entrenched in their own opinions, making traditional sales tactics fall flat.  The harder you push, the more resistance you face. Listen as Tom helps you discover the 3 P's to convert even the most disinterested leads:

• Priority: It's not about you, it's about your customer. Learn how to put their needs first and build trust through genuine service.

• Pressure: Ditch the aggressive pitch! People crave freedom, so we'll show you how to frame your approach as solving problems, not making sales.

• Point of View: Stop talking and start listening! We'll teach you to uncover your prospect's true concerns and tailor your solutions to their unique perspective.

Ready to stop pushing and start influencing? Subscribe to our podcast and discover how to connect with even the toughest customers!

In this episode of Sales With ASLAN, Tom and Tab talk with Professor Frank Cespedes, a sales expert from Harvard Business School. Frank joins us to discuss his groundbreaking new book, "Sales Management That Works: How to Sell in a World That Never Stops Changing," which dives deep into how the selling landscape has been transformed by the modern customer and their access to data. Whether you’re a seasoned sales veteran or just starting out, this episode is packed with insights to help you excel in this new era of selling. Join us! #SalesTips #NewEraOfSelling #ASLANPodcast

At ASLAN we know change is hard so, how do you handle the stumbling blocks along the road to change? On today’s episode Tom talks with Scott about how we can keep growing personally and professionally no matter your age. They dive into the often-overlooked importance of failure. They also explore why failure is part of the process, how it unlocks valuable lessons, and why growth, even the good kind, can be uncomfortable. They give great insight on how to address the negative narratives holding you back. They'll challenge the idea that positive change should be easy. The truth is, it's not easy to change. But fear not! They will also equip you with tools to reframe setbacks, build resilience, and ultimately, learn and grow from your experiences.

In this episode, Tom and Tab talk about what it takes to actually get your emails read and not just seen then deleted. They emphasize the importance of answering these four questions: Who are you (are you a real person)? Can you solve my problem? What's next? How do I learn more? They also discuss the significance of subject lines and the need for a process in crafting compelling emails. This episode provides valuable insight for any business leader looking to break through the email noise. 

In honor of Valentine's day we wanted to talk about a relational need we all have… to be valued. We pulled this episode from the vault just for today because ASLAN partner Marc Lamson does such a great job explaining why meeting this need matters, from your customers to your spouse. We have a great discussion about why valuing others and paying attention can not only land you more business but, leave a lasting impact on everyone in your world. At ASLAN, we have a three part serve model - care more, learn more, and do more. This model positions you to stand out not simply because of how well you sell, but because of how much you care.

Today, Tom and Tab have the pleasure of talking to Dr. Randy Ross, bestselling author, communicator, and business culture expert. On this episode, they dive into Randy's book, Remarkable and what exactly a remarkable person does and why this makes such an impact where you work and where you live. Randy gave practical advice for anyone from business leaders to parents of how to create a culture where people care about each other and want the best for each other.  His principles aligned perfectly with the Other-Centered® Selling model we teach at ASLAN. You might want to grab a pen cause this one is worth taking notes!

Welcome to a new year! On today's episode Tom and Tab dive into what changes we can all make to ensure that 2024 is our best year yet and it's not what you think! Tom and Tab each share four practices that they have put into place in their own lives to help them be successful at the office and outside of it. From creating space or margin in their week so that busy doesn't turn into constantly distracted to seeking feedback so blind spots don't undermine your success, this episode has something for everyone who is looking to start their new year off right.

Today Tom and Tab dive into one of the main complaints among sales leaders, how do we help our account managers become trusted partners? If account managers are golden retrievers who thrive off the relationships with their customers can we help them be more like tigers prowling for their next sale?  Tom and Tab give great insight on how leaders can coach them to become trusted partners. At ASLAN we believe as trusted partners our account managers can stay in their lane of meeting their customers needs while earning a seat at the table. With a seat at the table these managers can do what they love, which is serve the needs of their clients at a higher capacity.  

In this episode Tom talks with our partner from down under, Charlie Pidcock. Charlie is an ASLAN Partner in Sydney, Australia who shares his insight on leading with conviction and how he strives to have a mindset of always being in service. Charlie and Tom talk candidly about how to see blind spots through coaching and constantly asking questions. We loved the reminder that we are never too far in our career to be a student.

Today Tom and Tab are in part two with John Cerqueira where we dive into how fear sabotages our ability to sell. John guides us through having the right headspace so that we can have clarity to serve, connect well to others, and be present with clients. His approach gives us great insight on not linking our outcomes to our identity no matter how the meeting goes.

In this episode, Tom and Tab meet with former ASLAN employee, John Cerqueira. John is now pursuing his passion for coaching leaders to be more peaceful and purposeful. Together we spend two episodes talking about how important our emotional state is to our performance at work. John talks about the keys to effective change in a company of any size and gives us an insightful tip that works both at the office and at home. 

Today we get the pleasure of talking to Jeffrey Gitomer, bestselling author of over fifteen books on sales including our favorite and his most popular The Little Red book of selling. Jeffrey is a sales expert who got his start in New York City, not a place known for an easy sale. Jeffrey runs a family-owned business who is known for his straight talk approach. We loved getting to align with Jeff about how to serve your customers well and learn what they love. 

After a brief summer hiatus, Tom and Tab are back with another episode of SALES with ASLAN! They discuss the frustrations of having a deal stall and five things that we as sellers can do (things that are in our control) to keep the deal from stalling. Whether you're selling a thousand-dollar product or a million-dollar solution, how do you keep the deal moving forward?

In this episode of #SALESwithASLAN, Tom and Tab continue their conversation on buyer resistance in this age of information overload, and give additional strategies for sellers to navigate this challenge.  

In this episode of #SALESwithASLAN, Tom and Tab discuss how to navigate buyer resistance in this age of information and technology overload, giving sellers some strategies and techniques to do so. 

In this episode of SALES with ASLAN, Tom and Tab continue their discussion on what habits make leaders successful, effective, and able to ignite and drive change in their organizations. 

In this episode of SALES with ASLAN, Tom and Tab discuss what habits make leaders successful, effective, and able to ignite and drive change in their organizations. What are these superstars doing to motivate and develop their sales teams?