This week on SALES with ASLAN, Tom and Tab continue their discussion from the last episode on what drives confidence. It's a critical ingredient in the recipe for influence and success, especially for those of us in the world of sales. Based on their experience working with thousands of top-performing sellers over the years, Tom and Tab highlight the remaining keys to building confidence.

This week on SALES with ASLAN, Tom and Tab continue their discussion from the last episode on what drives confidence. It's a critical ingredient in the recipe for influence and success, especially for those of us in the world of sales. Based on their experience working with thousands of top-performing sellers over the years, Tom and Tab highlight the remaining keys to building confidence.

Ep. 146 - 7Ks of Confidence (Part 2)

In the latest episode of SALES with ASLAN, Tom and Tab discuss what drives confidence. It's a critical ingredient in the recipe for influence and success, especially for those of us in the world of sales. Based on their experience working with thousands of top-performing sellers over the years, Tom and Tab highlight seven keys (things you need to know) to build confidence.

In the latest episode of SALES with ASLAN, Tom and Tab discuss what drives confidence. It's a critical ingredient in the recipe for influence and success, especially for those of us in the world of sales. Based on their experience working with thousands of top-performing sellers over the years, Tom and Tab highlight seven keys (things you need to know) to build confidence.

Ep. 145 - 7Ks of Confidence (Part 1)

In the latest episode of SALES with ASLAN, Tom and Tab discuss the power of making mistakes and the importance of learning from our failures, even more so than our successes. They unpack some of their own mistakes over the past three decades of selling, what they've gained from failure, and how those moments of error can be leveraged to elevate our capacity to learn and grow.

In the latest episode of SALES with ASLAN, Tom and Tab discuss the power of making mistakes and the importance of learning from our failures, even more so than our successes. They unpack some of their own mistakes over the past three decades of selling, what they've gained from failure, and how those moments of error can be leveraged to elevate our capacity to learn and grow.

Ep. 144 - The Mistakes That Make Us

In the latest episode of SALES with ASLAN, Tom and Tab discuss the difficulty and importance of negotiating in sales, especially when it comes to defending the value of your solution. They highlight two of the most surprising things about negotiation (that most sellers miss!), as well as a strategy that can help you change the emotional temperature of the buyer/seller relationship, moving it from an adversarial dynamic to a partnership where both parties ultimately benefit.

In the latest episode of SALES with ASLAN, Tom and Tab discuss the difficulty and importance of negotiating in sales, especially when it comes to defending the value of your solution. They highlight two of the most surprising things about negotiation (that most sellers miss!), as well as a strategy that can help you change the emotional temperature of the buyer/seller relationship, moving it from an adversarial dynamic to a partnership where both parties ultimately benefit.

Ep. 143 - 2 Pro Tips for Effective Negotiation in Sales

On this week's episode of SALES with ASLAN, Tom and Tab discuss our ability to accomplish truly remarkable things - not only in sales, but in any aspect of life. We can all bring to mind an example of someone who has achieved something incredible, overcome unbeatable odds, or found success beyond what seems possible. How do they do it? We often think that there is something unique, different, or special about these people; that they were born this way, destined for success. Most of us doubt we can achieve the same things. But that's not true. So, what sets these people apart? How do they accomplish such remarkable things? And how can we do the same? Join Tom and Tab as they discuss 4 keys to "achieving the impossible."

On this week's episode of SALES with ASLAN, Tom and Tab discuss our ability to accomplish truly remarkable things - not only in sales, but in any aspect of life. We can all bring to mind an example of someone who has achieved something incredible, overcome unbeatable odds, or found success beyond what seems possible. How do they do it? We often think that there is something unique, different, or special about these people; that they were born this way, destined for success. Most of us doubt we can achieve the same things. But that's not true. So, what sets these people apart? How do they accomplish such remarkable things? And how can we do the same? Join Tom and Tab as they discuss 4 keys to "achieving the impossible."

Ep. 142 - Achieving the Impossible

Bobbi Kahler

This week on SALES with ASLAN, Bobbi Kahler joins Tom and Tab to discuss mental fitness and its importance for all of us, especially those of us in the world of sales. Mental fitness is our ability to respond to life's challenges, stressors, and opportunities with a positive mindset. Why does this matter? When we respond with a positive mental mindset, we are more resilient, more creative, we negotiate better, we're more productive, and we take clear headed action.

This week on SALES with ASLAN, <a href="https://www.linkedin.com/in/bobbikahler/" rel="noopener noreferrer nofollow" target="_blank">Bobbi Kahler</a> joins Tom and Tab to discuss mental fitness and its importance for all of us, especially those of us in the world of sales. Mental fitness is our ability to respond to life's challenges, stressors, and opportunities with a positive mindset. Why does this matter? When we respond with a positive mental mindset, we are more resilient, more creative, we negotiate better, we're more productive, and we take clear headed action.

Ep. 141 - Mental Fitness with Bobbi Kahler

On the latest episode of SALES with ASLAN, Jason Smith joins Tom Stanfill to discuss how sellers often get very comfortable selling just a couple of products from their portfolio, and customers become interested in only those few products. With his extensive sales experience, Jason shares his insights on how can sellers move from selling a single hot product, to selling a total opportunity and complete solution.

On the latest episode of SALES with ASLAN, Jason Smith joins Tom Stanfill to discuss how sellers often get very comfortable selling just a couple of products from their portfolio, and customers become interested in only those few products. With his extensive sales experience, Jason shares his insights on how can sellers move from selling a single hot product, to selling a total opportunity and complete solution.

Ep. 140 - How to Navigate Selling a Total Solution

In this episode of SALES with ASLAN, Marc Lamson joins Tom Stanfill to discuss a common challenge in many sales organizations: when technical sellers represent a solution, they are often very adept at communicating complex information, but may have some difficulty with influence and soft skills. With his sales and engineering background, Marc offers up key insight to help highly technical sellers hone their soft skills and ability to influence.

In this episode of SALES with ASLAN, Marc Lamson joins Tom Stanfill to discuss a common challenge in many sales organizations: when technical sellers represent a solution, they are often very adept at communicating complex information, but may have some difficulty with influence and soft skills. With his sales and engineering background, Marc offers up key insight to help highly technical sellers hone their soft skills and ability to influence.

Ep. 139 - Tips for Technical Selling

This week on SALES with ASLAN, Tom and Tab take on a topic that is dreaded amongst most sellers: price objection. They deliver a positive approach to this tough subject, sharing how to defend the value of your solution and respond to those objections that may crop up when discussing price with your customers and prospects.

This week on SALES with ASLAN, Tom and Tab take on a topic that is dreaded amongst most sellers: price objection. They deliver a positive approach to this tough subject, sharing how to defend the value of your solution and respond to those objections that may crop up when discussing price with your customers and prospects.

Ep. 138 - The Price is Right: How to Defend the Value of Your Solution

In this episode of SALES with ASLAN, Tom and Tab talk about a new book that helps you kill the past, leverage your mistakes, and come up with a plan to Win the Day.

In this episode of SALES with ASLAN, Tom and Tab talk about a new book that helps you kill the past, leverage your mistakes, and come up with a plan to Win the Day.

Ep. 137 - Do You Need a Jumpstart?

Selling is serving. Let us serve you with tips, stories and experts on topics you care about.Buyer behavior has changed dramatically. Customers have more information available to them, and therefore are unreceptive, or closed, to sellers. And the harder we sell, the more closed customers become. Traditional selling approaches are working against sellers. ASLAN helps sellers make that shift, from 'typical' selling to a different approach that makes us more influential because we embrace the truth that the customer's receptivity is more important than your value prop or message.

Great content.  Cassidy needs to step up the beer game.

sAles with Aslan

Favorite Podcast

Selling is serving. Let us serve you with tips, stories and experts on topics you care about. Buyer behavior has changed dramatically. Customers have more information available to them, and therefore are unreceptive, or closed, to sellers. And the harder we sell, the more closed customers become. Traditional selling approaches are working against sellers. ASLAN helps sellers make that shift, from 'typical' selling to a different approach that makes us more influential because we embrace the truth that the customer's receptivity is more important than your value prop or message.

SALES with ASLAN

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

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

Ep. 40 – Sales Is All About Managing The Highs And Lows

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

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 <a href="https://journals.sagepub.com/doi/10.1111/j.1529-1006.2004.00018.x" rel="nofollow" target="_blank">Flawed Self-Assessment: Implications for Health, Education, and the Workplace</a> 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

Ep. 11 - The One Thing That All Successful Sales Reps Do

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?

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?

Ep. 3 - Why Sales Reps Are Not Hitting Quota Pt. 2

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. 

It dropped again. Not the stock market or consumer confidence. No, the <a href="https://hubs.ly/H0gNxgd0" rel="nofollow" target="_blank">number of reps hitting their quota declined</a>…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.

Ep. 2 - Why Sales Reps Are Not Hitting Quota Pt. 1

 #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 

#sALESwithASLAN is here each week to help sales reps and sales coaches work better together. This week author and professional coach to the coaches, <a href="https://anchor.fm/dashboard/episode/new/Bobbi%20Kahler" rel="nofollow" target="_blank">Bobbi Kahler</a>  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

Ep. 26 – How We Sabotage Change by the Way We Coach

#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

#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

Ep. 30 – What Motivates Sales Reps Most is Their Own Motivision!

#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

#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

Ep. 25 – What Are The Biggest Mistake That Sales Reps Make During Discovery?

#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

<h2>#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</h2>

Ep. 29 – What One Customer Got From ASLAN Sales Training!

 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 

This week on #sALESwithASLAN, I am joined by author and technical sales expert <a href="https://anchor.fm/dashboard/episode/new/Chris%20White" rel="nofollow" target="_blank">Chris White</a> whose website <a href="http://www.demodoctor.com/" rel="nofollow" target="_blank">www.demodoctor.com</a> is a great resource for sales engineers and those that lead and work with them. Chris’ new book <a href="https://www.amazon.com/Habits-Highly-Effective-Sales-Engineers-ebook/dp/B07T2TCHNT/ref=sr_1_4?keywords=six+habit+sales+chris+white&amp;qid=1560877976&amp;s=digital-text&amp;sr=1-4" rel="nofollow" target="_blank">The Six Habits of Highly Effective Sales Engineers</a> 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

Ep. 18 – How to Sell The Technical Solution

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

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 <a href="https://www.aslantraining.com/prospect/" rel="nofollow" target="_blank">President Marc Lamson has learned over the last 25 years</a>. 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

Ep. 35 – Prospecting Made Easy: 5 Things Learned Over 25 Years.

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

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, <a href="https://www.linkedin.com/in/matthewscaldwell/" rel="nofollow" target="_blank">Matt Caldwell</a>. 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

Ep. 43 – Other-Centered® Selling: A True Sales Tale

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

Joining me on this week with #sALESwithASLAN is long time seller and sales leader <a href="https://www.linkedin.com/in/danhowington/?msgConversationId=6148667520632045568&amp;msgOverlay=true" rel="nofollow" target="_blank">Dan Howington</a>. 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

Ep. 38 – Learn How To Manage End Of Year Stress!

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.

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.

Ep. 4 - Leadership is 1 to 1

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

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 <a href="https://anchor.fm/dashboard/episode/new/Matt%20Carcieri" rel="nofollow" target="_blank">Matt Carcieri</a> whose book <a href="https://www.amazon.com/Bleed-Creed-Activate-Powerful-Purpose/dp/1941688624/ref=sr_1_1?crid=2LJLQQUA3J9MO&amp;keywords=bleed+a+creed&amp;qid=1563833051&amp;s=gateway&amp;sprefix=bleed+a+creed%2Caps%2C139&amp;sr=8-1" rel="nofollow" target="_blank">Bleed a Creed</a> 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

Ep. 22 – Selling is Easier When You and Your Company are Connected by Purpose

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. 

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.

Ep. 14 – Handling Objections Is A Blessing and A Curse!

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

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

Ep. 46 – How to Prepare For The Business Impact of Coronavirus (COVID-19)

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

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 <a href="https://www.amazon.com/How-Stop-Worrying-Start-Living/dp/0671035975/ref=sr_1_1?crid=22RJRFETL7658&amp;keywords=how+to+stop+worrying+and+start+living&amp;qid=1560364838&amp;s=gateway&amp;sprefix=how+to+stop+%2Caps%2C147&amp;sr=8-1" rel="nofollow" target="_blank">How to Stop Worrying and Start Living by Dale Carnegie</a> and <a href="https://www.amazon.com/How-Stop-Worrying-Start-Living/dp/0671035975/ref=sr_1_1?crid=22RJRFETL7658&amp;keywords=how+to+stop+worrying+and+start+living&amp;qid=1560364838&amp;s=gateway&amp;sprefix=how+to+stop+%2Caps%2C147&amp;sr=8-1" rel="nofollow" target="_blank">Eat That Frog!: 21 Great Ways to Stop Procrastinating and Get More Done in Less Time by Brian Tracy</a> #salestips #salestraining #DontStress

Ep. 17 – How to Manage The Stress of Selling

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 

Former EVP of Sales, <a href="https://www.linkedin.com/in/thesalesstrategist/" rel="nofollow" target="_blank">John Ferguson</a> 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

Ep. 20 – The Best Sales Managers All Do This

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

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

Ep. 12 - Lessons Learned From 80 Floors Up On 9/11

#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

#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

Ep. 32 – You Don’t Have Unlimited Time So Prioritize Your Opportunities

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