SALES with ASLAN

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.

Today Tom and Scott talk about how our world is more isolated than ever, people are more entrenched in their own opinions, making traditional sales tactics fall flat.  The harder you push, the more resistance you face. Listen as Tom helps you discover the 3 P's to convert even the most disinterested leads: Priority: It's not about you, it's about your customer. Learn how to put their needs first and build trust through genuine service. Pressure: Ditch the aggressive pitch! People crave freedom, so we'll show you how to frame your approach as solving problems, not making sales. Point of View: Stop talking and start listening! We'll teach you to uncover your prospect's true concerns and tailor your solutions to their unique perspective. Ready to stop pushing and start influencing? Subscribe to our podcast and discover how to connect with even the toughest customers!

In this episode of Sales With ASLAN, Tom and Tab talk with Professor Frank Cespedes, a sales expert from Harvard Business School. Frank joins us to discuss his groundbreaking new book, "Sales Management That Works: How to Sell in a World That Never Stops Changing," which dives deep into how the selling landscape has been transformed by the modern customer and their access to data. Whether you’re a seasoned sales veteran or just starting out, this episode is packed with insights to help you excel in this new era of selling. Join us! #SalesTips #NewEraOfSelling #ASLANPodcast

At ASLAN we know change is hard so, how do you handle the stumbling blocks along the road to change? On today’s episode Tom talks with Scott about how we can keep growing personally and professionally no matter your age. They dive into the often-overlooked importance of failure. They also explore why failure is part of the process, how it unlocks valuable lessons, and why growth, even the good kind, can be uncomfortable. They give great insight on how to address the negative narratives holding you back. They'll challenge the idea that positive change should be easy. The truth is, it's not easy to change. But fear not! They will also equip you with tools to reframe setbacks, build resilience, and ultimately, learn and grow from your experiences.

Tune in as Tom and Tab welcome author and sales leader Scott Edinger to the podcast. In this episode, we dive into Scott’s latest book, Growth Leader, designed to help seasoned pros and hungry novices unlock sustainable sales growth.Discover:- What it takes to become a growth leader who inspires meaningful change- How to create a sales experience that will increase your close rate- Tips to foster a collaborative and innovative culture-Strategies to empower and engage your team long-termYou won’t want to miss this opportunity to learn from one of the best in the business!This episode is created by ASLAN Training. ASLAN equips sales teams with the skills and knowledge they need to consistently win in today's competitive market. Visit ⁠https://aslantraining.com/⁠ to learn more about their sales training programs and resources.

In this episode, Tom and Tab talk about what it takes to actually get your emails read and not just seen then deleted. They emphasize the importance of answering these four questions: Who are you (are you a real person)? Can you solve my problem? What's next? How do I learn more? They also discuss the significance of subject lines and the need for a process in crafting compelling emails. This episode provides valuable insight for any business leader looking to break through the email noise. 

In honor of Valentine's day we wanted to talk about a relational need we all have… to be valued. We pulled this episode from the vault just for today because ASLAN partner Marc Lamson does such a great job explaining why meeting this need matters, from your customers to your spouse. We have a great discussion about why valuing others and paying attention can not only land you more business but, leave a lasting impact on everyone in your world. At ASLAN, we have a three part serve model - care more, learn more, and do more. This model positions you to stand out not simply because of how well you sell, but because of how much you care.

Today, Tom and Tab have the pleasure of talking to Dr. Randy Ross, bestselling author, communicator, and business culture expert. On this episode, they dive into Randy's book, Remarkable and what exactly a remarkable person does and why this makes such an impact where you work and where you live. Randy gave practical advice for anyone from business leaders to parents of how to create a culture where people care about each other and want the best for each other.  His principles aligned perfectly with the Other-Centered® Selling model we teach at ASLAN. You might want to grab a pen cause this one is worth taking notes!

Welcome to a new year! On today's episode Tom and Tab dive into what changes we can all make to ensure that 2024 is our best year yet and it's not what you think! Tom and Tab each share four practices that they have put into place in their own lives to help them be successful at the office and outside of it. From creating space or margin in their week so that busy doesn't turn into constantly distracted to seeking feedback so blind spots don't undermine your success, this episode has something for everyone who is looking to start their new year off right.

Today Tom and Tab dive into one of the main complaints among sales leaders, how do we help our account managers become trusted partners? If account managers are golden retrievers who thrive off the relationships with their customers can we help them be more like tigers prowling for their next sale?  Tom and Tab give great insight on how leaders can coach them to become trusted partners. At ASLAN we believe as trusted partners our account managers can stay in their lane of meeting their customers needs while earning a seat at the table. With a seat at the table these managers can do what they love, which is serve the needs of their clients at a higher capacity.  

In this episode Tom talks with our partner from down under, Charlie Pidcock. Charlie is an ASLAN Partner in Sydney, Australia who shares his insight on leading with conviction and how he strives to have a mindset of always being in service. Charlie and Tom talk candidly about how to see blind spots through coaching and constantly asking questions. We loved the reminder that we are never too far in our career to be a student.

Today Tom and Tab are in part two with John Cerqueira where we dive into how fear sabotages our ability to sell. John guides us through having the right headspace so that we can have clarity to serve, connect well to others, and be present with clients. His approach gives us great insight on not linking our outcomes to our identity no matter how the meeting goes.

In this episode, Tom and Tab meet with former ASLAN employee, John Cerqueira. John is now pursuing his passion for coaching leaders to be more peaceful and purposeful. Together we spend two episodes talking about how important our emotional state is to our performance at work. John talks about the keys to effective change in a company of any size and gives us an insightful tip that works both at the office and at home. 

Today we get the pleasure of talking to Jeffrey Gitomer, bestselling author of over fifteen books on sales including our favorite and his most popular The Little Red book of selling. Jeffrey is a sales expert who got his start in New York City, not a place known for an easy sale. Jeffrey runs a family-owned business who is known for his straight talk approach. We loved getting to align with Jeff about how to serve your customers well and learn what they love. 

After a brief summer hiatus, Tom and Tab are back with another episode of SALES with ASLAN! They discuss the frustrations of having a deal stall and five things that we as sellers can do (things that are in our control) to keep the deal from stalling. Whether you're selling a thousand-dollar product or a million-dollar solution, how do you keep the deal moving forward?

In this episode of #SALESwithASLAN, Tom and Tab continue their conversation on buyer resistance in this age of information overload, and give additional strategies for sellers to navigate this challenge.  

In this episode of #SALESwithASLAN, Tom and Tab discuss how to navigate buyer resistance in this age of information and technology overload, giving sellers some strategies and techniques to do so. 

In this episode of SALES with ASLAN, Tom and Tab continue their discussion on what habits make leaders successful, effective, and able to ignite and drive change in their organizations.