Claim OwnershipSALES with ASLAN
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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.
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.
239 Episodes
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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 process for forecasting that will not only help you accurately predict your revenue but how you will achieve that goal as well. We discuss forecasting current accounts or recurring revenue plus know opportunities. Then we determine Best/Worst case scenarios. Next, we play “pick your income” and end with figuring out how to fill the gap with new prospects. We wrap up with your production plan to make it. This is a great way to start the new selling year on a high note. #salestips #salesstrategy #salesforecasting
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
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 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.
The main issue is that the percentage of decision makers who are receptive to a meeting or embracing a new solution is small. And if the customer is emotionally unreceptive, your value prop, your insights, and your solution won’t matter. Therefore, we start by teaching a radical approach to converting the disinterested: Stop selling and focus on enhancing receptivity.
This podcast series will delve into fine beers and remove fears in the hearts and minds of those who sell for a living. Join us weekly for sALES with ASLAN.
Only a day after training, most teams forget half of what they learned. By the end of the week, nearly all of it is gone. Not because the content was bad, but because the human brain is wired to forget.That is the Forgetting Curve, and it exposes a deeper issue in sales enablement. Too many organizations measure success by recall instead of change. Memory is easy to test. Behavior is harder. But behavior is the only thing that drives results.At ATD Sell 2025, ASLAN VP of Training Jesse Rome tackled this challenge head on. He explored why traditional training metrics fall short, why the gap between enablement efforts and real capability keeps widening, and how AI can either add noise or accelerate what actually works.This episode reframes the goal of sales training, from helping reps remember more, to helping them become different in the moments that matter.
In this episode, Tom, John, and Tab explore how an abundance mindset shapes performance, relationships, and results, especially under pressure. They unpack the difference between scarcity and abundance, why fear quietly sabotages peak performance, and how gratitude creates the psychological safety needed to operate in a state of flow.John explains how survival instincts and outcome attachment limit connection, whether in leadership, sales, or life. The conversation connects abundance to service, highlighting why focusing on others rather than controlling outcomes leads to stronger relationships and better results. From mindset shifts to practical self-regulation habits, this episode offers a grounded, real-world look at how abundance, gratitude, and intentional focus unlock growth.
Year-end pressure, big presentations, quota conversations, it all amplifies one thing: fear.In our latest Sales with ASLAN, long-time friend and team member of ASLAN, John Cequeria, unpacks how survival instincts hijack performance, and how gratitude, service, and abundance can bring you back to your best self. After his life-altering experience in the Twin Towers on 9/11 and 15 years in sales transformation, John became a student of unlocking barriers to change and performance, and of developing a mindset that brings us fulfillment.If you want your team to sell with emotional intelligence, stay present under pressure, and get back into flow, this one is worth sharing.
Welcome to another episode of Sales with ASLAN! Today, weare back in our spotlight series called ASLAN at home, where we talk about maintaining influence in the relationships that matter most. Our CEO Tom Stanfill is joined by his daughter and ASLANS podcast producer, Tindell Baldwin, as theytalk about one way we might not realize we are losing influence, our anger. Tom and Tindell always bring in a story from Tindell’s home as she parents four kids from elementary to teens. This week, we are talking about how to identifyyour anger triggers, how to stop yourself from losing your temper, and why anger is a flawed strategy for influence.
In part four of our series, Moving from Sales Manager to Sales Catalyst, we dive into the pivotal role of coaching in transforming teams and organizations. Tom and Tab break down why coaching is more than just a conversation; it’s about developing capabilities, driving performance, and creating lasting change.From structured frameworks and observation techniques to the power of practice and the growing role of AI coaches, this episode covers:Why coaching is the hardest (and most important) part of leadershipThe three elements of effective coaching: Diagnose, Align, and DevelopHow structured coaching builds engagement, productivity, and capabilitiesThe mindset shift needed for reps to embrace coachingReal-world examples of how observation uncovers blind spotsThe difference between coaching and managed sessionsHow AI is revolutionizing skill developmentWhether you’re a frontline leader or an executive looking to elevate your team, this episode equips you with practical strategies to coach for real transformation.
In this episode of Sales with ASLAN, Tom Stanfill and Tab Norris explore one of the most misunderstood concepts in sales leadership: productivity. While many managers believe that tracking activity, including calls made, emails sent, and meetings logged, equals productivity, Tom and Tab reveal why this mindset often backfires. True productivity, they argue, is about outputs: meaningful customer events that create opportunities, move deals forward, or deepen loyalty. Tune in to part three to hear how to truly define productivity and set your team up for success. Discover how to focus on outputs that actually drive results, why reps must own their plans, and how frontline managers can become catalysts for change.
In this episode of Sales with ASLAN, Tom Stanfill and Tab Norris dive into the first dial every sales leader must master: desire. Change doesn’t happen in workshops or dashboards; it happens one-on-one - when frontline managers know how to connect change to what reps truly want.From extrinsic vs. intrinsic motivation to tackling ego, relationships, and competing beliefs, Tom and Tab unpack why “action, not attitude, determines desire” and how leaders can spark lasting change.Tune into the full series for more wisdom that will change how you approach your role in sales.
As the sales landscape shifts under the pressure of AI, buyer behavior, and economic uncertainty, traditional sales roles are being redefined. But while most organizations focus on training reps to adapt, they often overlook the true agent of transformation: the sales manager.In our latest Sales with ASLAN podcast, Tom Stanfill and Tab Norris explore how frontline leaders can stop simply managing and start becoming catalysts for change.
In this episode, Tom and Tab sit down with Sheevaun Thatcher, VP of Enablement at Demandbase, to unpack her unconventional career path and the bold strategies redefining sales enablement. From innovative demo techniques to a five-question framework that filters out noise, Sheevaun shares how she drives performance by aligning enablement with revenue impact.We explore:▪️ Why 100% executive buy-in is non-negotiable▪️ How just-in-time learning beats traditional onboarding▪️ A competitive enablement case study that led to a 27% pipeline boost▪️ How AI could kill the corporate deck and power personalized learningWhether you’re in enablement, sales leadership, or looking to scale performance with less friction, this conversation delivers a fresh perspective on what great enablement looks like today.
Welcome to our spotlight series, ASLAN@Home where we take the principles we teach in workshops and apply them to the relationships that matter most. On our second episode, Tom and his daughter, Tindell, discuss what overwhelms so many parents, how do we navigate the wide world of media? From TV shows, movies, and YouTubers that are all the rage, Tom and Tindell do a great job breaking down exactly what matters and what is worth letting go. We are in the middle of summer, and most parents are being plagued with the daily question of when can I have screen time, and can I watch this? While TV has changed quite a bit since Tom was parenting, this candid discussion takes something very overwhelming and helps parents think through core values when saying yes or no to media. We hope you enjoy the second episode in this spotlight series! We are not experts, but we are encouragers to anyone lucky enough to be influencing the next generation.
It’s the middle of the year. Goals feel distant. Progress is slower than expected. The initial excitement is gone, and all that’s left is the hard part. If you’re feeling stuck or unmotivated, you’re not alone. In this episode of Sales with ASLAN, Tom and Tab break down how to stay motivated when the work gets hard, especially in sales. You’ll learn why most people don’t have a discipline problem; they have a motivation problem.Tune n hear what they’ve learned from decades of helping people and organizations achieve hard things.
In this episode of Sales with ASLAN, Tom and Tab revisit one of the most critical and often overlooked parts of sales, overcoming barriers.From treating objections like debates (mistake!) to skipping proper discovery (another mistake!), they break down where most sellers go wrong and introduce a simple, powerful framework: Isolate. Validate. Communicate.You’ll learn:Why objections often signal gaps in discoveryHow to reframe pushback as an opportunity for collaborationA 3-step framework that lowers resistance and builds trustThe right way to “drop the rope” and reduce pressure in conversations
Welcome to this brand new spotlight series on Sales with ASLAN, ASLAN @ Home. In it, we will explore how the truths we teach in training, workshops, and courses can be taken home and used in the relationships that matter most. In today's kickoff episode, Tom and his daughter Tindell discuss what it means to have conversations about a lasting and meaningful identity with their kids. They each share personal stories of moments when they have been tempted to define themselves by what they do. Tom explains how you can see the world in one of two ways. One, you are in a pyramid just climbing to the top, or two, you are a piece of a puzzle with purpose and a unique opportunity because of who you are. Join them in this insightful and fun conversation, which we hope will benefit anyone with the title of parent, mentor, or friend!
In the latest episode of Sales with ASLAN, Tom, Tab, and ASLAN president Marc explore one of the most important (yet often overlooked) dynamics in modern B2B sales: the rise of the non-seller. Engineers, consultants, lawyers, and other technical experts are now more involved than ever in influencing buying decisions. But here’s the problem, they don’t see themselves as “salespeople.”And that’s exactly where the opportunity lies. Tune into to learn how to equip and motivate "non-sellers". In this episode we cover how to...Ask for permission to explore the problem together.Focus on the client’s desired outcomes, not just the features of your product or service.Avoid information overload- simplify, clarify, and guide.Reframe objections as opportunities to understand deeper resistance.
In this episode of Sales with ASLAN, Tom and Tab sit down with global sales enablement leader Tommy Kiernan (TK) to unpack what truly drives results in modern enablement strategies. From his experience leading global enablement at companies like Visible Alpha and post-acquisition by S&P Global, Tommy K shares battle-tested insights for aligning enablement with leadership, measuring the right outcomes, and using AI to drive performance.You’ll learn:Why enablement must start with leadership (CRO, sales, and client success)How to move from measuring competencies to business outcomesThe power of conversation intelligence tools in building better scorecardsHow to manage change and assess team readiness through objective benchmarksWhether you're a sales leader or enablement pro, this episode offers tactical wisdom for building a program that actually drives growth.
Congratulations! You’ve made it to the finals. The client has narrowed down their choices, and you’re officially in the running. But this is not the time to sit back and hope your proposal speaks for itself; this is where the real work begins.In Part 3 of our RFP Series on the SALES with ASLAN podcast, Tom Stanfill and Tab Norris discuss the critical transition from a reactive approach to a proactive post-RFP strategy. This episode lays out a game plan for what happens after your proposal makes it through the initial round and how to position your team to win.
In the latest episode of Sales with ASLAN, Tom Stanfill and Tab Norris continue the essential conversation around one of the most complex and often misunderstood aspects of enterprise selling: responding to cold RFPs. While responding to a Request for Proposal (RFP) might seem like a straightforward process, submit your best price, wait, and hope, the reality is far more nuanced.In Part 2 of ASLAN’s RFP series, the team dives into how to strategically evaluate and respond to RFPs when you don’t have an existing relationship with the organization. These “cold RFPs” present unique challenges, but with the right approach, they can still become opportunities for meaningful wins
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