Posts by Tom Stanfill

John Calipari’s Secret Selling Tactics

sales tactics

What are Calipari’s Top Selling Tactics? It’s March Madness. For some, that phrase is just a reminder of the time of year when the rising pollen count pushes you to the brink of insanity. For basketball fans, it’s your favorite time of year, when 68 teams compete for the title of the best basketball team…

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The One Thing Missing from Every Sales Process

Sales process

Every sales process is missing one step When I’m passionately trying to make a point, I’ve been known to overstate reality to boost my argument. I use words like “millions” or “never” or “always,” especially with my wife, to win the argument or sell an idea. This isn’t one of those times. I have reviewed…

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7 Questions & 7 Resolutions to Sell More in 2019

sales skills

Based on research, most sellers didn’t hit their numbers in 2018. If you fall into that category or you just want to sell more in the coming year, here are seven questions and some New Year’s resolutions to consider as you start 2019. I promise if you thoughtfully consider the questions — and follow through…

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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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Assessing a Large Sales Organization

Sales Organization

YOU’VE BEEN ASSIGNED A DAUNTING TASK: ASSESS A LARGE SALES ORGANIZATION.   Getting an accurate pulse on a large sales organization is like getting input from 500 people about an upcoming dinner party — it’s not easy. And if you miss the mark, the most vocal people in the company have no problem communicating how…

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7 Barriers to Sales Prospecting

Sales Prospecting

THE KEY IS TO ADDRESS THE UNIQUE CHALLENGES OF SELLING OVER THE PHONE.   There are two immediate challenges: Inside sales is different and selling over the phone is difficult. If you manage an inside sales or telesales team, you realize these as the unique hurdles to selling and managing customers over the phone. The…

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Medical Supplies Manufacturer

telesales team

LEARN HOW THIS MEDICAL SUPPLY MANUFACTURER WAS ABLE TO BOOST REVENUE.    In an effort to boost revenues within accounts too small to be supported by the field organization and the distribution channel, the manufacturer decided to create a telesales team to sell their products direct.   By reading this case study, you will learn how:…

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