sALES with ASLAN®

23 EpisodesProduced 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 forc… read more

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Ep. 21 – The Number 1 Mistake Sales Reps Make When Prospecting

July 19th, 2019

22:06

This week on #sALESwithASLAN we discuss the mistake all #salesreps make when prospecting. We are born self centered and as sales people we continue …

Ep. 20 – The Best Sales Managers All Do This

July 12th, 2019

22:02

Former EVP of Sales, John Ferguson and current Adjunct Professor at DePaul University is an industry expert on sales management and sales coaching. …

Happy Independence Day

July 5th, 2019

1:23

Just a message from us to you to enjoy the long weekend.  Happy Fourth of July to all of you and please drink responsibly ;-)

Ep. 19 - How To Sell Into Heavily Regulated Industries

June 28th, 2019

22:14

We take questions from our audience on #sALESwithASLAN and we were recently asked "how selling into regulated industries where you cannot take notes, …

Ep. 18 – How to Sell The Technical Solution

June 21st, 2019

24:26

 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 …

Ep. 17 – How to Manage The Stress of Selling

June 14th, 2019

26:51

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 …

Ep. 16 – 3 Simple Ways Salespeople Can Self-evaluate

June 7th, 2019

21:47

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 …

Ep. 15 – Conversational Discovery

May 31st, 2019

22:39

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 …

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

May 24th, 2019

26:30

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 …

Ep. 13 – Cross Selling Within Your Accounts

May 17th, 2019

27:22

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 …

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

May 10th, 2019

22:59

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 …

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

May 3rd, 2019

29:25

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)? …

Ep. 10 – Investing in Front Line Managers and Reps

April 26th, 2019

21:55

This week on sALES with ASLAN®, we discuss investing in the front lines with business owner, consultant, and sales leader, Randy Riemersma of Span …

Ep. 9 – Overcoming Obstacles in Sales and in Life

April 19th, 2019

19:59

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 …

Ep. 8 – Simplify The Complicated for Your Customers

April 12th, 2019

21:41

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 …

Ep. 7 - Sell More in 2019

April 5th, 2019

23:51

This week we dive headlong into sales resolutions for the new year. We discuss practicing your sales craft, choosing your prospects and customers …

Ep. 6 - What March Madness Teaches Us About Sales Coaching

March 29th, 2019

25:39

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 …

Ep. 5 - Coaching for Results

March 22nd, 2019

26:37

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 …

Ep. 4 - Leadership is 1 to 1

March 15th, 2019

28:26

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 …

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

March 8th, 2019

29:56

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 …

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

March 1st, 2019

28:27

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 …

Ep. 1 - Genesis of ASLAN®

February 22nd, 2019

27:07

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 …

Intro- sALES with ASLAN®

February 13th, 2019

2:38

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 …

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