Cover art for podcast SALES with ASLAN

SALES with ASLAN

122 EpisodesProduced by ASLAN Training and DevelopmentWebsite

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

122 Episodes | 2019 - 2021

Ep. 120 – Scott’s Words of Wisdom from 31 Years of Selling

September 10th, 2021

23:13

This week on #SALESwithASLAN, @ScottCassidy, in his final podcast as host, delivers a few key ideas on selling success.  Follow Scott on Linkedin and …

Ep. 119 – Artificial Intelligence and Conversational IQ for Sellers and Leaders

August 27th, 2021

31:55

This week on #sALESwithASLAN, @TomStanfill discusses how to leverage these tools to improve prospecting and conversations. He gives examples and …

Ep. 118 – Exposing the Unstated Emotional Needs of Your Prospect

August 20th, 2021

22:01

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 …

Ep. 117 – Is That Deal Worth Winning?

August 13th, 2021

33:24

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 …

Ep. 116 – Can you win?

August 6th, 2021

33:40

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 …

Ep. 115 – Is the Opportunity Real?

July 30th, 2021

42:26

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 …

Ep. 114 – Emotion Not Logic is Most Important in Buying Decisions

July 23rd, 2021

28:12

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 …

Ep. 113 – In Selling, Practice Makes Perfect

July 16th, 2021

23:28

This week on #sALESwithASLAN, @stephanieboyer, professor at Bryant University, stops by to discuss how selling has become a major on many campuses …

Ep. 112 – 6 Examples of Why Sellers Who Serve are More Successful!

July 9th, 2021

32:43

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 …

Ep. 111 – Sales Leadership Lessons from Author and Global Sales Leader Charles Forsgard

July 1st, 2021

31:35

This week on #sALESwithASLAN, @charlesforsgard joins to discuss how most leaders focus on business and not the people when the opposite works better. …

Ep. 110 – What are you really selling? Hint: It’s not your solution!

June 25th, 2021

24:15

This week on #sALESwithASLAN, @tomStanfill joins once again to discuss how most sellers focus on business benefits or financial benefits of their …

Ep. 109 – The 3 P’s That Drive Influence and Receptivity

June 17th, 2021

33:03

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 …

Ep. 108 – Selling Lessons from 1969 NY Mets World Series Champion Art Shamsky

June 11th, 2021

37:49

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 …

Ep. 107 – Lessons from a Certified Forensic Interrogation Specialist

June 4th, 2021

32:25

This week on #sALESwithASLAN, @MichaelReddington, CEO of Inquasive and a specialist in interrogation, joins the pod to discuss how even the most …

Ep. 106 – The Four Stages of Building a New Capability

May 28th, 2021

34:45

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 …

Ep. 105 – Trouble Getting Your Prospect to Engage? Get at the Problem.

May 21st, 2021

31:23

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 …

Ep. 104 – Every Employee, Every Person is a Salesperson

May 14th, 2021

39:15

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 …

Ep. 103 – As a Sales Rep, You Should Crave Coaching

May 7th, 2021

25:56

This week on #sALESwithASLAN, @MarcLamson joins the pod to discuss #salescoaching from the #salesrep point of view. Learn what you as the sales rep …

Ep. 102 – Defending the Value of Your Solution

April 30th, 2021

27:53

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 …

Ep. 101 – Your Position, Not Your Product Gets the Meeting (and wins the deal)

April 23rd, 2021

30:51

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 …

Ep. 100 – 100% Club: What Makes Consistent Sales Achievement Possible?

April 16th, 2021

44:23

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 …

Ep. 99 – Question Intelligence – Best Practices in Sales Questioning

April 8th, 2021

28:12

This week on #sALESwithASLAN, we welcome author and professor Dr. Brian Glibkowski, an expert on question intelligence. His new book called “Answer …

Ep. 98 – 4 Sales Lessons from the Final Four

April 2nd, 2021

22:35

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 …

Ep. 97 - Prospect the Account, not the Person!

March 26th, 2021

30:16

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 …

Ep. 96 – Tales from the Frontlines with Regional Vice President John Cerqueira

March 19th, 2021

34:28

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 …

Ep. 95 - Personal Growth Comes with Pain. Is it worth it?

March 12th, 2021

36:15

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 …

Ep. 94 – Tales from the Frontlines with former IT Sales VP, Penny Honea

March 5th, 2021

28:12

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, …

Ep. 93 – You want your customer to believe you are Other-Centered®? ServeMore3

February 26th, 2021

33:39

This week on #sALESwithASLAN, we welcome Marc Lamson, President at ASLAN, to discuss how his own Other-Centered® approach to coaching and selling has …

Ep. 92 – Tales from the Frontlines with AFLAC District Sales Manager Robert Zeman

February 19th, 2021

25:38

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, …

Ep. 91 – 3 Tips to a Robust Sales Pipeline

February 12th, 2021

25:39

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. …

Ep. 90 – 4 Virtual (Zoom) Challenges and How to Overcome Them

February 5th, 2021

32:49

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 …

Ep. 89 – Selling is a Team Sport: Sales and Marketing….perfect together

January 29th, 2021

31:20

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 …

Ep. 88 – Top 10 Tips for Improving Closing Rates in 2021

January 22nd, 2021

41:39

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 …

Ep. 87 – 5 Steps To Eliminating Coaching Frustration

January 15th, 2021

16:56

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 …

Ep. 86 – How to Identify the Political Structure within Your Accounts

January 8th, 2021

29:05

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 …

Ep. 85 - The Many Ways Sales People Have Adapted to Selling in a Post COVID World

December 30th, 2020

28:49

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 …

Ep. 84 – End of Year Advice: Reflect and Give Thanks

December 23rd, 2020

27:37

This week on #sALESwithASAN, @marclamson joins to conclude the year with some ideas on how to leverage your holiday downtime for self-reflection and …

Ep. 83 – Quadrant Coaching Recommendations for Those with Desire and Those Without.

December 18th, 2020

28:14

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 …

Ep. 82 – Quadrant Coaching Barriers: Time and Motivation

December 11th, 2020

27:58

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, …

Ep. 81 – 4 Challenges Prospects Have with the New Virtual Buying Process

December 4th, 2020

36:20

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. …

Ep. 80 – Virtual Selling Vulnerability compared to Face to Face

November 20th, 2020

32:13

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 …

Ep. 79 – Need help prospecting? Learn the Big 3 Reasons to become an elite Social Seller!

November 13th, 2020

31:12

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 …

Ep. 78 – The Sales Rep of the Future Must Be Organized and Other-Centered®

November 6th, 2020

32:24

This week on #sALESwithASLAN, I welcome a newcomer to the show in @JeroenCorthout from SalesFlare to discuss how sales reps can be more organized …

Ep. 77 – Strategic Sales Planning is as simple as the 3 F Approach

October 30th, 2020

26:36

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 …

Ep. 76 – 3 Steps to the ABCs of selling. Hint: It’s not “Always be Closing” anymore.

October 23rd, 2020

33:30

#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 …

Ep. 75 – Learn to ADAPT when your Prospecting Call Stalls

October 16th, 2020

25:34

In episode 74, #sALESwithASLAN and @MarcLamson, President of @ASLANTraining opened up the discussion around cold calling and we learned about the …

Ep. 74 – Is Cold Calling Dead? Get more meetings with the 10-30-3

October 9th, 2020

23:55

#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 …

Ep. 73 – Therapy Session for Sales Reps and Sales Managers – Patient Privilege be damned!

October 2nd, 2020

20:28

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 …

Ep. 72 – Sanity Check: 6 Months into Virtual Selling

September 25th, 2020

38:25

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 …

Ep. 71 – 6 Steps to Personal Motivation (as a rep or a leader)

September 18th, 2020

40:09

#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 …

Ep. 70 – 3 Steps to Differentiating Yourself Virtually

September 11th, 2020

32:02

#sALESwithASLAN welcomes back President @MarcLamson to discuss the subject of how we rise above this whole virtual world we live in now. Everyone in …

Ep. 69 –The Keys to Effective Virtual Discovery.

August 28th, 2020

28:29

#sALESwithASLAN welcomes back President Marc Lamson to discuss the subject that he is most passionate about, Discovery. We recognize the difficulty …

Ep. 68 –Lessons from the Front Line! How to apply what we have learned.

August 21st, 2020

29:52

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 …

Ep. 67 – 3 Challenges of Team Selling

August 7th, 2020

26:24

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 …

Ep. 66 – How to Advance the Opportunity When You Can’t Meet Face to Face

July 31st, 2020

35:04

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 …

Ep. 65 – Is the best sales tool an ROI calculator?

July 17th, 2020

27:30

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 …

Ep. 64 – How to Write Effective Emails! And what does Bad look like?

July 10th, 2020

30:03

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 …

Ep. 63 – Delivering the Perfect Virtual Presentation part 3

July 2nd, 2020

46:28

#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 …

Ep. 62 – Delivering the Perfect Virtual Presentation part 2

June 26th, 2020

35:18

#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 …

Ep. 61 – Delivering the Perfect Virtual Presentation part 1

June 19th, 2020

36:13

#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, …

Ep. 60 – ASLAN’s “Answer” to Racism in 8:46

June 12th, 2020

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 …

Ep. 59 – How To Save Your Technical Sales Team From Itself.

June 5th, 2020

33:29

#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 …

Ep. 58 – Coaching During Uncertain Times is Even More Important.

May 29th, 2020

29:37

#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 …

Ep. 57 – How To Deal With Discount Requests Due To The Pandemic

May 22nd, 2020

33:17

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 …

Ep. 56 – Lessons From the Frontline on How to Stay Relevant.

May 15th, 2020

25:30

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 …

Ep. 55 – Virtual Demonstrations: A How To Guide

May 8th, 2020

37:01

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 …

Ep. 54 – There is a bright light at the end of the tunnel for sellers

May 1st, 2020

32:29

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 …

Ep. 53 – How to sell in a pandemic? Be Human

April 24th, 2020

35:12

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 …

Ep. 52 – From Sympathy to Empathy, Remember these 4 things.

April 17th, 2020

26:48

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 …

Ep. 51 – The Changing Landscape of Selling In A Pandemic.

April 10th, 2020

28:43

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 …

Ep. 50 – How to Sell like Dr. Fauci

April 3rd, 2020

30:51

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. …

Ep. 49– How to Coach Remotely While Quarantined by Coronavirus

March 27th, 2020

36:02

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 …

Ep. 48 – How to Sell Remotely while Quarantined by Coronavirus

March 20th, 2020

34:17

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 …

Ep. 47 – Do These 6 Things To Become The Best Sales Coach

March 13th, 2020

23:52

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 …

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

March 6th, 2020

24:35

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 …

Ep. 44 - Tension In Sales Is Bad, Right?

March 5th, 2020

27:04

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 …

Ep. 45 – You Hate Process But It Will Save You

February 28th, 2020

34:19

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 …

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

February 14th, 2020

25:53

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 …

Ep. 42 – How bad are your prospecting emails?

February 7th, 2020

33:15

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 …

Ep. 41 – Forecast So You Know How Much Money You Can Make

January 10th, 2020

23:34

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 …

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

December 20th, 2019

22:50

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 …

Ep. 39 – Is Inbound Selling Different? Let Me Count The Ways!

December 13th, 2019

25:49

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 …

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

December 6th, 2019

34:25

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 …

Ep. 37 – Happy Thanksgiving – Be Excellent at Anything

November 28th, 2019

3:58

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 …

Ep. 36 – Learn How To Identify Political Structure In Your Prospects

November 22nd, 2019

26:40

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? …

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

November 8th, 2019

28:00

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 …

Ep. 34 – How To Get A Prospect Off Of Email And Into A Conversation?

November 1st, 2019

23:15

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 …

Ep. 33 – You Want to Win A Negotiation? Drop the Rope®

October 25th, 2019

27:49

#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 …

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

October 18th, 2019

34:57

#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 …

Ep. 31 – Four Things To Prepare For A Successful 2020

October 11th, 2019

25:18

#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 …

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

October 4th, 2019

20:56

#sALESwithASLAN welcomes one or our ASLAN Certified Resellers, Joe Colavito from Corevu in Raleigh NC. Joe has been one of our partners for several …

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

September 20th, 2019

20:20
#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 …

Ep. 28 – What 3 Things Are Keeping You From Hitting Quota In Q4?

September 13th, 2019

22:51

#sALESwithASLAN welcomes Tom Stanfill back to the podcast to discuss 3 key ingredients that ensures a successful sales person. First we must connect …

Ep. 27 – Top Things You Must Do To Prepare For The Big Presentation

September 6th, 2019

26:42

#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 …

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

August 30th, 2019

23:19

 #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 …

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

August 23rd, 2019

17:46

#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 …

Ep. 24 – What is The Right Blend of Sales Training to Ensure Sustained Development?

August 9th, 2019

21:39

#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 …

Ep. 23 – How Do I Know If I Need Tools or Training?

August 2nd, 2019

26:12

This week on #sALESwithASLAN we visit the ongoing conversation on "what helps sellers improve more?" sales tools or training. The answer won’t …

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

July 26th, 2019

22:19

This week on #sALESwithASLAN we discuss how companies and therefore sales reps struggle with connecting to their original purpose for being. Sales …

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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