The customer may know what they want, but not always what they need. Despite the incredible effort companies make to provide all the answers on their websites, along with a number of self-help tools, customers will still make a phone call. Maybe they don’t have a computer. Maybe they tried the website but didn’t have…

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What is a sales process and why do we need one? Why is the topic of “sales processes” worth discussing? Why does it matter? Why am I much more likely to succeed if I use one? If you’re looking for the answers to any of those questions, keep reading.  Or, if you prefer to listen…

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  The problem that we’re going to solve for today is prospecting for B2B sales reps: how to prospect the account, not just the individual.  Even with inbound leads coming into their pipeline, sales reps often still struggle to make contact with the individual in that account.  When continuously pursuing the individual proves fruitless, what…

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Tis the season! Or rather the end of the basketball season… and we’re excited to facilitate a collision of worlds with a discussion about two of our favorite things: selling and basketball.  Obviously we love our sports analogies here at ASLAN, and with the Final Four tournament concluding, we wanted to unpack the many parallels between…

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The topic of team selling is a great one, and very relevant for most of our audience. Within our own business here at ASLAN, we frequently sell across teams. But there are certainly challenges for sales reps, sales leaders, system engineers, and account managers. What are those challenges and how can salespeople overcome them to…

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Whether you’re an account manager or a sales rep in B2B sales or B2C sales, making sure your customers are heard, understood, and validated, throughout the sales process is crucial. The lack of in-person, face-to-face interaction in a virtual sales environment can make it more challenging to make our customers feel that empathy and connection. …

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Let’s have you “lay on the couch” and talk about your feelings. You have a relationship problem and we’re here to help. Building and strengthening the relationship between B2B sales reps/ account managers and their sales leaders is absolutely vital to a productive and happy sales organization. We hope to improve that communication by sharing…

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What is social selling? We’re going to unpack that today, as well as how that plays into prospecting in this virtual world of B2B selling. Essentially, there are 3 components we’ve identified and fleshed out, that go into doing this well. If you prefer to take this on the go and listen to our conversation…

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Stress management – not a new concept to any sales professional… but still one worth talking about, especially as the new year brings about new business and new challenges.  “Stress is a feeling of emotional or physical tension. It can come from any event or thought that makes you feel frustrated, angry or nervous. Stress…

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