Prospecting and pipelines are a common challenge for B2B sales reps, with a host of strategies, techniques and best practices on how to do it well.  I sat down with Kevin McCann of the Executive Strategy Group to discuss how to cultivate good leads, show up in an OtherCentered® way for your prospects, and ensure…

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It’s been almost a year since we, along with the rest of the world, were plunged into the Work From Home (WFH), all-virtual business environment. Whether in B2B or B2C sales, we’ve all had to grow and evolve continuously, re-learning to serve our customers and adapt to their changing needs. Salespeople, prospectors/hunters and account managers…

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Today we’re going to dive into the integration of sales and marketing, and how they really are a team. I sat down with Sean Duffy and Kevin McCaughey to discuss this topic and the impact of “brand” on sellers. This is an extremely important relationship, because marketing can enhance the receptivity in our prospects. Therefore,…

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There is no time more fitting than the start of the new year to reflect on the wins and losses of the past year and set new goals for the upcoming one.  I sat down with ASLAN CEO, Tom Stanfill, to review his top tips for ratcheting up those closing numbers for all salespeople out…

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How are salespeople typically described? You typically hear words like “self-centered,” “pushy,” and even “untrustworthy.” While we may not hear these words when face-to-face with an actual prospect, we can probably all agree that prospects are initially guarded, untrusting or more simply put, unreceptive to one degree or another. In other words, there is a…

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This article is a continuation of one we discussed last week. In the past, we’ve referred to it as “strategic coaching” or “OtherCentered® leadership,” but the idea we’re exploring here, called “Quadrant Coaching” is the same.  Quadrant coaching is based on the two biggest barriers that stand in the way of sales coaching:  motivating reps…

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The beginning of a new year is always a great time to sit back, reflect and reevaluate. It’s a time to check in with ourselves and our peers, to set new goals and reconnect to what drives us.  For sellers, this can mean reconnecting back to our personal mission as salespeople and the mission of…

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Each week here at ASLAN, we put out content to help sales reps adjust to this new world of virtual selling. I asked myself, what’s the best way to help reps achieve their sales goals? Who is their “best friend” as they navigate this age of selling? It’s really their sales manager. It’s their coach,…

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