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sALES with ASLAN®
17 minutes | 7 days ago
Ep. 87 – 5 Steps To Eliminating Coaching Frustration
This week on #sALESwithASAN, we welcome back the coach whisperer #BobbiKahler, host of her own podcast UnYielded, to discuss coaching frustration. Bobbi walks a through a 5-step process that will help coaches eliminate the frustration they feel when reps backslide into old habits or when they have to have the same conversation over and over. Enjoy the topic and please drop a comment on LinkedIn or email me at email@example.com with your topic for us to cover.
29 minutes | 14 days ago
Ep. 86 – How to Identify the Political Structure within Your Accounts
This week on #sALESwithASAN, we begin the new year with a special suggestion from one of our listeners. The topic of political structure within our accounts. We all know there are several roles in the decision process whether we are talking about the coach, gatekeeper, influencer, evaluator, or ultimate decision maker. What we talk about with @tomStanfill, CEO and Co-Founder of ASLAN, is why we need to identify the actual structure, how to do it and a tool to make it easy on yourself. Enjoy the topic and please follow the lead and drop a comment on LinkedIn or email me a firstname.lastname@example.org with your favorite topic for us to cover.
29 minutes | 23 days ago
Ep. 85 - The Many Ways Sales People Have Adapted to Selling in a Post COVID World
This week on #sALESwithASAN, we bring some real life sellers on the pod to discuss the may ways life has changed since COVID but more importantly, how they have adapted. There is a lot of good to go with all this bad this year. @jermainedonaldson and @JohnCerqueria join to break down the good, bad and ugly of 2020 as a seller. #saleskills #salestips
28 minutes | a month ago
Ep. 84 – End of Year Advice: Reflect and Give Thanks
This week on #sALESwithASAN, @marclamson joins to conclude the year with some ideas on how to leverage your holiday downtime for self-reflection and self-improvement. Merry Christmas to all and to all enjoy the close of a 2020 of chaos in favor of a 2021 of hope and joy. #salesrep #salestips #virtualselling
28 minutes | a month ago
Ep. 83 – Quadrant Coaching Recommendations for Those with Desire and Those Without.
This week on #sALESwithASAN, we revisit the coaching quadrant. CEO and co-founder @tomstanfill breaks down his 4 recommendations for helping those reps with low desire. He also tells us how to work with those Achievers and Strivers. Enjoy the second of a two-part series on quadrant coaching. #salescoacing, #salestips #virtualselling
28 minutes | a month ago
Ep. 82 – Quadrant Coaching Barriers: Time and Motivation
This week on #sALESwithASAN, we turn our attention those who coach for a living and those who may want to become a sales manager one day. CEO and co-founder @tomstanfill un-packs the two biggest barriers to coaching, motivation and you guessed it, time. Learn about both in this, the first of a two-part series on quadrant coaching. #salesrep #salestips #virtualselling
36 minutes | 2 months ago
Ep. 81 – 4 Challenges Prospects Have with the New Virtual Buying Process
This week on #sALESwithASAN, we flip the script and look at life through our prospect’s eyes. What has changed for prospects as it relates to the Virtual Buying Process and how do we adapt our approach to serve them. @MarcLamson helps unpack 4 different challenges that are new in 2020. First, prospects are more distracted than ever. Second, they are using a different decision process and what we call a “mass audit” in a shorter timeline criterion. Finally, when prospects are in the meeting, they are having trouble paying attention. So, what do we do about all this? Find out. #salesrep #salestips #virtualselling
32 minutes | 2 months ago
Ep. 80 – Virtual Selling Vulnerability compared to Face to Face
Why is that we feel more vulnerable when selling virtually than we did when we could be face to face? Maybe we aren’t comfortable with the technology? Maybe we are just afraid of looking foolish. Maybe it’s just different. This week on #sALESwithASLAN, I welcome back ASLAN CEO @TomStanfill to the pod to discuss being Other-Centered® in a crazy world and how to resist that urge to retreat to self. #salesrep #salestips #virtualselling
31 minutes | 2 months ago
Ep. 79 – Need help prospecting? Learn the Big 3 Reasons to become an elite Social Seller!
This week on #sALESwithASLAN, I welcome back ASLAN President @MarcLamson to the pod to discuss the pivotal role that social selling now plays in our selling lives. With more time on our hands since COVID hit, we need use tools like Linkedin to Research and find potential contacts and companies. Then we need to find meaningful ways to connect with them. Finally, we should learn to be a thought leader with what we post. We have a contest this week as well. Go to https://business.linkedin.com/sales-solutions/social-selling/the-social-selling-index-ssiand click “Get your score free” to see your Social Selling Index and share it with us on Linkedin as a comment below this post. We will find a winner and have you on an upcoming show. #salesrep #salestips #socialselling
32 minutes | 3 months ago
Ep. 78 – The Sales Rep of the Future Must Be Organized and Other-Centered®
This week on #sALESwithASLAN, I welcome a newcomer to the show in @JeroenCorthout from SalesFlare to discuss how sales reps can be more organized with the right tools and therefore focus on what is their most important role: to be an other-centered trusted advisor. #salescoaching #salesmanager
27 minutes | 3 months ago
Ep. 77 – Strategic Sales Planning is as simple as the 3 F Approach
This week on #sALESwithASLAN, we talk about the lost art of strategic sales planning. There are three main ways or approaches to selling into your accounts, Frontal, Flank and Fragment. @MarcLamson describes each and gives examples to cement the knowledge. Whether you are a #salesep or #salesmanager, you are sure to learn something. #salescoaching #salesmanager
34 minutes | 3 months ago
Ep. 76 – 3 Steps to the ABCs of selling. Hint: It’s not “Always be Closing” anymore.
#salesreps seem to get a little shy when it comes to advancing the sale to the next logical Other-Centered® stage. This week on #sALESwithASLAN, @marclamson and I unpack the 3 step process to ensuring you are always moving your sale cycle along at the pace appropriate to the prospect. #salescoaching #salesmanager
26 minutes | 3 months ago
Ep. 75 – Learn to ADAPT when your Prospecting Call Stalls
In episode 74, #sALESwithASLAN and @MarcLamson, President of @ASLANTraining opened up the discussion around cold calling and we learned about the 10-30-3 which simply means, 10 seconds to clear the noise, 30 seconds to get to a 3 minute discovery. So, this week, we pick back up and teach you how to ADAPT to any situation that might arise when trying to get that meeting. Enjoy the content and the beer. #salescoaching #salesmanager
20 minutes | 4 months ago
Ep. 73 – Therapy Session for Sales Reps and Sales Managers – Patient Privilege be damned!
Every week on #sALESwithASLAN, we try to help build up the relationship between reps and managers and this week we hope to improve that communication by telling each what the other is saying: what they like and don’t like about the other. There are 3 main reasons #salesmanagers are not coaching #salesreps as much as they should (or as often as reps would like): No Time, No Change and No Tools to measure. Well we address all three this week with @MarcLamson, President of @ASLANTraining. #salescoaching #salesmanager
38 minutes | 4 months ago
Ep. 72 – Sanity Check: 6 Months into Virtual Selling
We are just about 6 months into the “new normal” and the transition for those field #salesreps to #insidesalesreps continues. There are many positives and some challenges that we have discovered in 2020 and @marclamson and I dig into both plus some solutions and advice, this week on #saleswithaslan. Additional Resources included: https://www.aslantraining.com/category/downloads/
40 minutes | 4 months ago
Ep. 71 – 6 Steps to Personal Motivation (as a rep or a leader)
#sALESwithASLAN welcomes back @tomStanfill to discuss personal motivation and how we can achieve anything with these 6 easy steps. Tom and I discuss how our own diet, our own health was motivation for a life changing habit that took (desire) self-motivation, a plan and support to get through. We can apply much of what we learned to selling and leading as well. Enjoy! #salestips #salescoaching
32 minutes | 4 months ago
Ep. 70 – 3 Steps to Differentiating Yourself Virtually
#sALESwithASLAN welcomes back President @MarcLamson to discuss the subject of how we rise above this whole virtual world we live in now. Everyone in sales is now calling (or zooming) prospects. Months ago, you would put on a nice suit and your best watch. Now you may be in shorts. So how do you differentiate? By using the technology to your advantage and to that of your client. By going the extra mile to learning what is possible and delivering something memorable. There are 3 easy steps to make this happen and we enjoy them over an ale today. #salestips #salescoaching
29 minutes | 5 months ago
Ep. 69 –The Keys to Effective Virtual Discovery.
#sALESwithASLAN welcomes back President Marc Lamson to discuss the subject that he is most passionate about, Discovery. We recognize the difficulty of not being face to face but there are great advantages like the fact that you can record the meeting. Marc takes us through the key points about Asking and Responding in a way that optimizes the chance that the customer or prospect feels receptive and open to sharing vital information that will help you help them solve problems. #salestips #salescoaching
30 minutes | 5 months ago
Ep. 68 –Lessons from the Front Line! How to apply what we have learned.
Every once in a while, #sALESwithASLAN welcomes in a rep with the practical application of ASLAN key concepts. This week, we invite @ChrisWhite back to the program to provide insight from his unique perspective as a partner and sales rep for ASLAN. We discuss the “Decision to be Other-Centered®” before each engagement, Lead with your customers Whiteboard and fan favorites like Take the Trip® and Drop the Rope®. Real life examples to help #salereps and #salesmanagers. #salestips #salescoaching
26 minutes | 6 months ago
Ep. 67 – 3 Challenges of Team Selling
We under utilize our team to sell because for several reasons, and that hurts our win rate. The truth is that nobody is best at everything, but someone is best at something. This week on #sALESwithASLAN, @MarcLamson and I discuss when to engage in team selling and the 3 main reasons people fail to use this valuable resource. #salestips #salescoaching
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