sALES with ASLAN®

sALES with ASLAN®

anchor.fm/sales-with-aslan
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.


20 – The Best Sales Managers All Do This
Jul 12 • 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 • 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 • 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 • 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 • 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 • 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 • 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 • 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 • 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 • 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 • 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 • 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 • 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 • 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 • 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 • 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 • 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 • 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 • 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 • 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 • 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 • 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…