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SALES with ASLAN

ASLAN Training and Development

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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 ...
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show series
 
In this episode, we apply ASLAN's core principles to one of our most important relationships: parenting. Tom and Tab explore shifting our focus from the illusion of control to the power of influence. We'll discuss how loosening our grip on outcomes allows us to walk alongside our children, fostering deeper connections and building a foundation for …
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Are you tired of pitching to the wrong people? Feeling like your deals stall because you haven't identified the key decision maker? Join the ASLAN founders Tom and Tab as they unveil the secrets to unmasking the power players in every sales meeting. In this episode, you'll learn: The Role of Discovery: Go beyond titles and uncover the true function…
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In this episode Tom sits down with top-performing sales rep and account manager from Cisco, Drew Armitage, to discuss how he's leveraging AI to skyrocket his sales. Drew dives deep into his daily routine, revealing how AI tools help him: Uncover valuable insights about clients and their needs beforehand so he can tailor his approach and maximize hi…
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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 yo…
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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 c…
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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 v…
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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 experienc…
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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 …
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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 att…
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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…
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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 w…
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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 …
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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. …
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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 th…
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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 a…
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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 ta…
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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…
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In this episode of SALES with ASLAN, Tom and Tab are joined by special guest, Jesse Rome, our new VP of Training here at ASLAN. In what our hosts claim to be "the best episode ever," the guys share their perspectives on selling in a post-COVID world. They unpack how we've had to shift our approach to selling, how to be effective sellers in a hybrid…
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In this episode of SALES with ASLAN, Tom and Tab discuss how to effectively deliver a message. Most of the time, sellers (especially OtherCentered sellers), are focused on creating receptivity, eliminating buyer resistance, getting through the door, uncovering the truth, etc. etc. etc. But what do you do once you've created that fertile soil? You p…
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In this episode of SALES with ASLAN, Tom and Tab are re-joined by behavioral expert, keynote speaker and author, Dan Silvert. (If you missed Dan's first appearance on the pod, check out Episode 171 - The Birds.) During his previous feature, Dan introduced us to the 4 Behavioral Styles, illustrated by four characters: the Eagle, Parrot, Dove, and Ow…
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In this episode of SALES with ASLAN, Tom and Tab talk with the #1 rep at a growing tech company called Jitterbit, Calder Justice. Tune in to hear them discuss the best question to begin every meeting, Calder's #1 key to success, and the keys to being strategic and focused. Calder also shares how NOT identifying as a seller led him to the #1 spot in…
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In this episode of SALES with ASLAN, Tom and Tab talk to the man who literally wrote the book on Social Selling: Tim Hughes. They explore the three drives to getting more leads on LinkedIn – building a buyer centric profile, building your network, and how content that elevates you to influencer status and builds a following.…
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In this episode of SALES with ASLAN, Tom and Tab are joined by Dan Silvert to discuss the importance if building relationships in sales. Specifically, they unpack the four primary behavioral styles that determine how people relate to one another and form relationships. This is key for sellers to understand because our relationships determine our in…
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In this episode of SALES with ASLAN, Tom and Tab continue with their "back to the basics" theme. Effectively delivering your recommendation and winning an opportunity starts with, of course, a strategy. Tab and Tom talk us through the four types of strategy and what top sellers do to effectively position their solution.…
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In this episode of SALES with ASLAN, Tom and Tab continue their conversation about how effective discovery starts with building a Discovery Roadmap. They take us through a simple framework to ensure you're prepared, how to keep the decision maker engaged in the process and create a competitive advantage by asking the right questions.…
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In this episode of SALES with ASLAN, you will learn how effective discovery starts with building a Discovery Roadmap. Tom and Tab take us through a simple framework to ensure you are prepared, how to keep the decision maker engaged in the process and create a competitive advantage by asking the right questions.…
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In this episode of SALES with ASLAN, Tom and Tab continue this three part series with a discussion on how to plan for the year ahead. What do we need to do to crush our number in 2023? The guys take on this topic by tackling the foundational and fundamental questions that all sellers should be considering.…
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In this episode of SALES with ASLAN, Tom and Tab kick off the new year by taking it "back to basics" with Part 1 of this three part series. The start of the new year is always a good time to refresh, reset, and plan for the year ahead. So with their first episode of 2023, Tom and Tab discuss mindset, opportunity, and a "plan to crush" the year ahea…
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In this episode of SALES with ASLAN (the final one of the year), Tom and Tab share their favorite "principles, quotes, and truths" - ones that they've heard, collected, and taken to heart over the past year. This feel-good episode is a great way to wrap up the year and put a bow on it. And speaking of wrapping and bows, we'd like to wish everyone a…
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In this week's episode of SALES with ASLAN, Tom and Tab share two simple yet counterintuitive strategies geared at overcoming the two biggest problems that sellers face: engagement and converting unreceptive customers. They are the same strategies that leaders leverage to engage their team members and drive results. Their conversation is guided by …
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In this episode of SALES with ASLAN, Tom and Tab are joined by sales expert, leader, and former client turned partner of ASLAN, John Ferguson. John, Tom and Tab unpack the importance of Discovery, the big mistakes most sellers make, how to do it right, and why it matters. The goal of these interviews is to equip, encourage, and elevate our listener…
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In this week's episode, Tom and Tab are joined by a true SALES with ASLAN alumni: our former host and founding father, Mr. Scott Cassidy. Scott joins the podcast (mainly to deliver his famous intro once again), but also to help Tom and Tab address a specific group of sellers: those in channel sales. Scott also brought along a guest of his own, Drew…
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This week on SALES with ASLAN, Tom and Tab continue their discussion from last episode with Andy Paul - sales expert, author, and host of his own podcast, Sales Enablement with Andy Paul. The next part of their discussion moves on to tackle: the four pillars that drive success, the value of curiosity, intellectual humility, and the nitty gritty tac…
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This week on SALES with ASLAN, Tom and Tab are joined by special guest Andy Paul - sales expert, author, and host of his own podcast, Sales Enablement with Andy Paul. They discuss how we see our role as a seller, the challenges of selling, how the traditional approach to selling and the "predictable revenue playbook" is failing us... basically, why…
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In this episode of SALES with ASLAN, Tom and Tab are joined by Randy Riemersma, Senior AVP of the Enterprise Business Unit at Mulesoft and one of the most elite sellers and leaders out there. Their conversation covers a range of sales topics, including, but not limited to: the drivers of success for the one percenters, situational fluency, access t…
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In this episode of SALES with ASLAN, Tom and Tab continue their discussion from last week's episode on how to nail your next sales presentation. What can we do to set ourselves up for success? What can we do to minimize failure? Our hosts unpack items 3, 4, and 5 on their pre-presentation checklist, continuing to offer up tangible tactics for how t…
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In this week's episode of SALES with ASLAN, Tom and Tab discuss a tried but true topic amongst sellers: how to nail a presentation. What can we do to set ourselves up for success? What can we do to minimize failure? Our hosts unpack a very specific set of questions to ask yourself before any important sales meeting or presentation. With the help of…
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In the latest episode of SALES with ASLAN, Tom and Tab sit down with Chris White, sales expert, speaker, and best-selling author of The Six Habits of Highly Effective Sales Engineers. With a potential recession on the horizon, Tom, Tab and Chris get into the current economic conditions of the market we live and work in, how to navigate the uncertai…
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In this week's episode of SALES with ASLAN, Tom and Tab are joined by Neil Kutzen, Memory Trainer and Founder of MemorizeBest, a breakthrough method in memory training that helps you become more productive and successful in both your personal and professional life by helping you remember and recall more easily. This topic is relevant for anyone, bu…
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In the latest episode of SALES with ASLAN, Tom and Tab get into the nitty gritty aspects of the "four levels of selling." As sellers, we're not just "in sales" - like musicians or athletes, there are different degrees of success, experience, and expertise that elevate salespeople into another league. They discuss what those levels are and what diff…
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In the latest episode of SALES with ASLAN, Tom and Tab take on a topic that may hit close to home for many of us out there: the similarities between parenting and sales. Both require the ability to influence (those of us who have raised or are raising teenagers definitely understand this). In fact, many of the concepts and principles in Tom's book,…
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This week on SALES with ASLAN, Tom and Tab are joined by guest Ben Ortlip, CEO and Founder of The Culture MRI, a tool that helps businesses quantify and measure the health of their culture. How does one measure that and also measure the impact of it? The Culture MRI has identified 15 drivers of culture and can "report that state of culture and enga…
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In the latest episode of SALES with ASLAN, Tom and Tab are joined by special guest, Marc Lamson, to continue their discussion from last week's episode about relationships and why they matter in sales. They unpack how relationships determine our level of influence (whether in our personal lives, with customers, or as sales leaders), and how emotions…
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In this episode of SALES with ASLAN, Tom and Tab discuss a subject that they believe is "the most important topic we will ever talk about." What subject could possibly deserve this superlative? Drum roll please... relationships. Specifically, how to have successful and fulfilling relationships - not only with our customers, but with the people we c…
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