sALES with ASLAN®

sALES with ASLAN®

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This podcast series is intended to be a light and fun way to talk about a serious subject: selling. Buyer behavior has changed dramatically over the last several years, and salespeople have failed to change with the times. Our commitment is to help organizations “bridge the gap”​ in their sales force execution. To do that, we focus on the improvement of sales and service organizations by creating and delivering competency and skill development programs and processes. This podcast series will delve into fine beers and remove fears in the hearts and minds of those who sell.


58 – Coaching During Uncertain Times is Even More Important.
May 29 • 29 min
#sALESwithASLAN is all about the #salesrep to #salesmanager relationship. This week we welcome back the sales coach whisperer herself, @bobbikahler to discuss her latest trifecta of blogs. Bobbi walks us through coaching lessons learned from cross country…
57 – How To Deal With Discount Requests Due To The Pandemic
May 22 • 33 min
Many #salesreps are facing the question: what can you do on price or can you sharpen your pencil” these days. The world has changed. Companies are surviving not thriving. Customers are looking for any way they can to pinch pennies. Does that mean you…
56 – Lessons From the Frontline on How to Stay Relevant.
May 15 • 25 min
Staying relevant in the eyes of our customers while everyone’s world is upside down can prove to be quite a challenge. John Ferguson joins me this week on #sALESwithASLAN to discuss some of the things that he has been doing that have created that trusted…
55 – Virtual Demonstrations: A How To Guide
May 8 • 37 min
How do you demo virtually? If you sell software, that’s the way you may have always done it. But for most of us, this is a new challenge. This week on #sALESwithASLAN, I am joined by ASLAN President Marc Lamson as we unpack the three main ingredients to…
54 – There is a bright light at the end of the tunnel for sellers
May 1 • 32 min
We have had so much bad news lately that it is time to look at the bright side of what is happening in the market. There is a reality that never gets talked about. The reality is sellers are having more success getting buyers on the phone lately. Today on…
53 – How to sell in a pandemic? Be Human
Apr 24 • 35 min
We have had many discussions on #sALESwithASLAN with regard to “should you sell “right now and we know that motive is transparent. If you can solve something on your prospects whiteboard then you should help them. Is that selling? This week, I am joined…
52 – From Sympathy to Empathy, Remember these 4 things.
Apr 17 • 26 min
Sympathy means you are sorry for someone else’s misfortune. Empathy is ability to understand and share someone’s feelings. You see the difference? One can come across different than the other. Sympathy is easy, and almost patronizing but Empathy makes a…
51 – The Changing Landscape of Selling In A Pandemic.
Apr 10 • 28 min
This week on #sALESwithASLAN, I am joined by a small business owner David Piacitelli of https://toplinegrowth.com/, an outbound sales company. Dave offers great perspective on the difference between his company is handling the crisis vs an in house…
50 – How to Sell like Dr. Fauci
Apr 3 • 30 min
Dr. Fauci, Director of National Institute of Allergy and Infectious Disease in the United States has been in the news constantly for the past month. His role is to help America flatten the curve on the spread of the Coronavirus and to do that, he must…
49– How to Coach Remotely While Quarantined by Coronavirus
Mar 27 • 36 min
The world has changed for #salesmanagers as well. This week on #sALESwithASLAN, we help those who help those who sell for a living. ASLAN founders Tom Stanfill and Tab Norris join me to discuss everything from helping #salesreps find that motivation while…
48 – How to Sell Remotely while Quarantined by Coronavirus
Mar 20 • 34 min
The world has changed in the past few weeks and #salesreps who are used to “pressing the flesh” with their customers are now forced to sell remotely. ASLAN founders Tom Stanfill and Tab Norris join me on #sALESwithASLAN to discuss everything from…
47 – Do These 6 Things To Become The Best Sales Coach
Mar 13 • 23 min
This week on #sALESwithASLAN, we turn our attention from the #salesreps to the #salesmanager. ASLAN Co-Founder Tab Norris joins me to discuss the one of the three phases of coaching Align. In this episode, both coaches and reps can hear some helpful ways…
46 – How to Prepare For The Business Impact of Coronavirus (COVID-19)
Mar 6 • 24 min
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…
44 - Tension In Sales Is Bad, Right?
Mar 5 • 27 min
Not necessarily. Tension in the buyer-seller relationship is definitely bad but there is a kind of tension that can be healthy. This week on #sALESwithASLAN, our President Marc Lamson and I unpack the two main types of tension that exist with our clients.…
45 – You Hate Process But It Will Save You
Feb 28 • 34 min
Ep. 44 – You Hate Process But It Will Save You This week on #sALESwithASLAN we talk process, sales process. As a selling free spirit, you might think I got this, I don’t need not stinking process. Well you do and we discuss why and the consequences of…
43 – Other-Centered® Selling: A True Sales Tale
Feb 14 • 25 min
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…
42 – How bad are your prospecting emails?
Feb 7 • 33 min
This week on #sALESwithASLAN, we take a look at some of the best and worst emails we get from sales people. By laughing and crying and exploring what we see, we hope to give you some ideas for improving your own #prospecting email approach. This can be…
41 – Forecast So You Know How Much Money You Can Make
Jan 10 • 23 min
Most people think of forecasting as a necessary evil of a selling career. What if that were a false premise? What if forecasting your selling year was really all about you? This week on #sALESwithASLAN, our President Marc Lamson and I unpack a multistep…
40 – Sales Is All About Managing The Highs And Lows
Dec 20, 2019 • 22 min
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…
39 – Is Inbound Selling Different? Let Me Count The Ways!
Dec 13, 2019 • 25 min
We switch gears this week on #sALESwithASLAN as we turn our attention to those to answer the phone in order to sell. As always, we share ideas and stories about how to better #MasterYourCraft as a sales person or #SalesManager. Marc Lamson, President of…
38 – Learn How To Manage End Of Year Stress!
Dec 6, 2019 • 34 min
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…
37 – Happy Thanksgiving – Be Excellent at Anything
Nov 28, 2019 • 3 min
Brief show this week and more of a Thanksgiving Day blessing to all those who follow us here in #sALESwithASLAN. Take time to recharge and rejuvenate with friends, family and maybe a good Ale. Go get the book Be Excelelent at Anything by Tony Schwartz…
36 – Learn How To Identify Political Structure In Your Prospects
Nov 22, 2019 • 26 min
This week on #sALESwithASLAN, we welcome back ASLAN®’s CEO Tom Stanfill to discuss how to identify political structure. What do we mean by Political? Formal org chart? The reality is that there’s an Informal power structure – rank doesn’t equal influence.…
35 – Prospecting Made Easy: 5 Things Learned Over 25 Years.
Nov 8, 2019 • 28 min
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,…
34 – How To Get A Prospect Off Of Email And Into A Conversation?
Nov 1, 2019 • 23 min
Do you ever get an email from a customer that simply says, please provide me with a description of what you do and how much it costs? They ask you to send your elevator pitch and price book right over, right? Well, this week on #sALESwithASLAN, we take a…
33 – You Want to Win A Negotiation? Drop the Rope®
Oct 25, 2019 • 27 min
#sALESwithASLAN is back with another fascinating topic this week. Everyone in sales and sales management is forced to negotiate from time to time. The common reputation of sales negotiations is that there is a winner and a loser. The first one to throw…
32 – You Don’t Have Unlimited Time So Prioritize Your Opportunities
Oct 18, 2019 • 34 min
#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…
31 – Four Things To Prepare For A Successful 2020
Oct 11, 2019 • 25 min
#sALESwithASLAN welcomes back Marc Lamson to discus the top four ways to set yourself up for a tremendous 2020 selling year. We delve into things like helping your accounts establish their budgets, to building your own forecast to collaborating with but…
30 – What Motivates Sales Reps Most is Their Own Motivision!
Oct 4, 2019 • 20 min
#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…
29 – What One Customer Got From ASLAN Sales Training!
Sep 20, 2019 • 20 min
#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…
28 – What 3 Things Are Keeping You From Hitting Quota In Q4?
Sep 13, 2019 • 22 min
#sALESwithASLAN welcomes Tom Stanfill back to the podcast to discuss 3 key ingredients that ensures a successful sales person. First we must connect our goal to our own person motivation and then we must ensure we break the goals down into daily and…
27 – Top Things You Must Do To Prepare For The Big Presentation
Sep 6, 2019 • 26 min
#sALESwithASLAN welcomes Tom Stanfill back to the podcast to discuss how we must over prepare for that big presentation. Whether we are selling hardware, software or even services, we have to do these key things to make sure we put our best foot forward.…
26 – How We Sabotage Change by the Way We Coach
Aug 30, 2019 • 23 min
#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…
25 – What Are The Biggest Mistake That Sales Reps Make During Discovery?
Aug 23, 2019 • 17 min
#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…
24 – What is The Right Blend of Sales Training to Ensure Sustained Development?
Aug 9, 2019 • 21 min
#sALESwithASLAN welcomes Blake Beus who is the Vice President of Business Development at AllenComm to discuss what it’s like to be a client of ASLAN Training and Development, but a key partner as well. We’ll discuss the need for ignition type workshops as…
23 – How Do I Know If I Need Tools or Training?
Aug 2, 2019 • 26 min
This week on #sALESwithASLAN we visit the ongoing conversation on “what helps sellers improve more?” sales tools or training. The answer won’t surprise you. Joining me this week is Jeremey Donovan, SVP Sales Strategy at SalesLoft. We discuss things like…
22 – Selling is Easier When You and Your Company are Connected by Purpose
Jul 26, 2019 • 22 min
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…
21 – The Number 1 Mistake Sales Reps Make When Prospecting
Jul 19, 2019 • 22 min
This week on #sALESwithASLAN we discuss the mistake all #salesreps make when prospecting. We are born self centered and as sales people we continue to think about ourselves first. What if we could learn to learn about the person we are trying to “sell”…
20 – The Best Sales Managers All Do This
Jul 12, 2019 • 22 min
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…
Happy Independence Day
Jul 5, 2019 • 1 min
Just a message from us to you to enjoy the long weekend. Happy Fourth of July to all of you and please drink responsibly ;-)
19 - How To Sell Into Heavily Regulated Industries
Jun 28, 2019 • 22 min
We take questions from our audience on #sALESwithASLAN and we were recently asked “how selling into regulated industries where you cannot take notes, cannot send customized materials, etc can be overcome?” Marc Lamson joins me this week to discuss some…
18 – How to Sell The Technical Solution
Jun 21, 2019 • 24 min
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…
17 – How to Manage The Stress of Selling
Jun 14, 2019 • 26 min
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…
16 – 3 Simple Ways Salespeople Can Self-evaluate
Jun 7, 2019 • 21 min
This week on sALES with ASLAN, we are joined by long time sales expert, Susan Simon who has mastered a 3-part process for self-evaluation. In this episode we discuss ways to build “muscle memory” in our selling process how to define what good, great and…
15 – Conversational Discovery
May 31, 2019 • 22 min
Today we dive deep into the concept of conversational discovery vs. the interrogation tactics that so many of us use in our discovery meetings with clients. John Cerqueira who has close to 20 years of client facing experience helps us define what it means…
14 – Handling Objections Is A Blessing and A Curse!
May 24, 2019 • 26 min
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…
13 – Cross Selling Within Your Accounts
May 17, 2019 • 27 min
This week on sALES with ASLAN, one of our listeners, Matt, asked us to help him #LandandExpand within his accounts. Our president Marc Lamson and I discuss the aspects of cross selling in two main parts: selling additional products and services within our…
12 - Lessons Learned From 80 Floors Up On 9/11
May 10, 2019 • 22 min
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…
11 - The One Thing That All Successful Sales Reps Do
May 3, 2019 • 29 min
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…
10 – Investing in Front Line Managers and Reps
Apr 26, 2019 • 21 min
This week on sALES with ASLAN®, we discuss investing in the front lines with business owner, consultant, and sales leader, Randy Riemersma of Span the Chasm. Those of us who have been at this awhile have war stories and we hope there’s a few pointers you…
9 – Overcoming Obstacles in Sales and in Life
Apr 19, 2019 • 19 min
Author and Sales Leadership Coach Bobbi Kahler joins me this week on sALES with ASLAN to discuss what she overcame early in her life when she was diagnosed with a catastrophic speech disability. Bobbi talks about the need for mentors and coaches to get…
8 – Simplify The Complicated for Your Customers
Apr 12, 2019 • 21 min
Tom Stanfill joins us this week to discuss how to make it easier for our customers to understand our solutions and methodology. We can do this through the use of references, word pictures, and by telling stories. If what you are selling sounds too…
7 - Sell More in 2019
Apr 5, 2019 • 23 min
This week we dive headlong into sales resolutions for the new year. We discuss practicing your sales craft, choosing your prospects and customers wisely and how to outwork our competition. This particular podcast is a great compliment to our blog called 7…
6 - What March Madness Teaches Us About Sales Coaching
Mar 29, 2019 • 25 min
In the spirit of March Madness, this week we look at the obvious and not so obvious examples of NCAA coaches who focus on key areas of players (or rep) development and how this ties into sales coaching. We will also discuss how to help our sales reps and…
5 - Coaching for Results
Mar 22, 2019 • 26 min
As we continue our deep dive into sales leadership on sALES with ASLAN, we focus our attention on one of the 3 hats that leadership wears: coaching. The first question we ponder is who do you coach since you cannot coach everyone, there just isn’t enough…
4 - Leadership is 1 to 1
Mar 15, 2019 • 28 min
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…
3 - Why Sales Reps Are Not Hitting Quota Pt. 2
Mar 8, 2019 • 29 min
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…
2 - Why Sales Reps Are Not Hitting Quota Pt. 1
Mar 1, 2019 • 28 min
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…
1 - Genesis of ASLAN®
Feb 22, 2019 • 27 min
Welcome to the inaugural episode of our sALES with ASLAN podcast series where each week, we start by highlighting our favorite Ales and Beers and then move into current trends and topics that keep sales professionals up at night. In this episode, we start…
Intro- sALES with ASLAN®
Feb 13, 2019 • 2 min
The sALES with ASLAN Podcast Series is intended to be a light and fun way to talk about a serious subject: selling. Buyer behavior has changed dramatically over the last several years, and salespeople have failed to change with the times. Our commitment…