Posts by Tom Stanfill

Evaluating a Training Company

training company

So, what is the best way to evaluate a training company? Is it a slick brochure on the programs offered? Probably helpful but it’s hard to condense a two or three-day program down to 500 words. What about the results our programs have produced over the last 20 years? Absolutely, and we have tons of…

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Genesis of ASLAN

“Where did the name ASLAN come from?” It’s a common question I hear when meeting a prospective client. “Is it a combination of the founders’ initials or an acronym of our sales methodology?” No, it’s much more than that. The name reveals the deeper purpose of our company. In December of 1995, I was reading…

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Fabio: The Poolside Sales Prophet

Fabio came to my house a few weeks ago. If you’re familiar with the Italian stud who regularly appeared on the cover of romance novels in the 80’s, you’ll know why I was home when he showed up at our door at 11:00 a.m. Fabio was there to provide a quote on renovating our pool,…

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Are You Really a Consultant?

I wonder if the lady at the tanning salon really knew the meaning of her title embossed on her name tag in bold letters: Tanning Consultant. But I’m getting ahead of myself. I’m kind of pasty white. You know the person you worry about when you see them at the beach. I have three skin…

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Anatomy Of A Bad Sales Manager

It seems to me that every sales VP attended a secret meeting in Vegas a few years ago and they all came to a consensus as to what was the most important focus area for hitting quotas – the front line sales manager. Overnight, it appears, everyone now agrees that the best way to impact…

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