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A Letter to My Fellow CEOs, Sales & Learning Leaders
To my fellow CEO, Owners, Sales & Learning Leaders, I’ve been at helm of my own enterprise since 1996 and this is my 4th economic shut down: Y2K, 9/11, the financial crisis in 2008, and now COVID-19. A catastrophic event occurs that’s never happened before, and everyone panics. We think, “No, this is different.” And…
Read MoreProspecting in Sales Requires Relationship Building. Does Your Team Know How?
Managing a sales team has its own unique set of challenges when it comes to selling and building customer relationships — especially when prospecting over the phone. Even the most well-meaning sales reps might be unsuccessful when encountering certain obstacles in the prospecting process. So, how do you handle the challenges that arise when prospecting…
Read MoreIs Your Sales Training Strategy Trying Too Hard? Here’s Why It Doesn’t Need ‘Everything But the Kitchen Sink’
Previously, we discussed Why Sales Training Programs Aren’t Exclusively A Front-Line Responsibility and the importance of involving top-level leadership in your sales training strategy. In this blog post, we’re highlighting another leading problem with sales training programs: cramming everything into one program and applying the training to every possible service. Pitfall #5: Throwing everything but…
Read MoreWhat’s More Important in Top Sales Training Courses: Measuring Behaviors or Outcomes?
In our last post, 2 Ways Sales Training Courses Can Develop Your Sales Management & Reps in 2019, we talked about a serious problem in top sales training courses: Investing more in what happens in the workshop than after. In this post, we’re focusing on another leading problem with sales training courses: measuring behaviors instead…
Read More2 Ways Sales Training Courses Can Develop Your Sales Management & Reps in 2019
In our last post, 4 Things You Should Consider Before Committing to A Sales Training Program, we recognized a severe pitfall of training initiatives: Focusing on the WHAT vs. the WHY. In this post, we’re uncovering the next pitfall of sales training: what happens after sales training courses. Pitfall 2: Investing more in what happens…
Read More4 Things You Should Consider Before Committing to a Sales Training Program
Here’s an uncomfortable truth: Most sales training initiatives fail to deliver. At a minimum, the ROI is fuzzy, bolstered by only a few anecdotal stories strategically captured to make everyone FEEL a bit better about making the investment. But that doesn’t really help, and what’s worse, it doesn’t give any insight on how to make…
Read MoreThe Only Prospecting Sales Strategy You’ll Need This Year
Warning: This article might just help sales leaders and sales reps work together to figure out the value that your company can bring to your customers. Proceed this prospecting sales strategy blog with caution! Working as a marketing executive for the last ten years, I have literally seen thousands of attempts from sales reps to…
Read MoreSo, How Do I Know If I Need Sales Tools or Sales Training? We Got the Scoop from SalesLoft.
There’s a distinct difference between sales tools and sales training, but because they often overlap, it can be difficult to know which one is best for your organization. In this episode of sALES with ASLAN®, Scott Cassidy talks with Jeremey Donovan, SVP Sales Strategy and GM NYC at SalesLoft, about where to draw the line…
Read MoreHow Do You Attract People’s Attention with Your Presentation Skills?
Dream with me for a second: What if every time you made a crucial point in a presentation or recommended your solution or even spoke up in a meeting, that everybody hung on every single word that you said? Wouldn’t that be the greatest sales strategy of all time? Actually, we’ve studied the greatest communicators,…
Read MoreHere’s How to Hack Your Professional Development in Direct Sales: Cast Your Personal Moti-Vision
We all know the truth: Selling is hard work. It demands a paradoxical blend of goal clarity, motivation, and talent to consistently prospect for, pursue, and secure new revenue. After observing, training, and coaching thousands of talented direct sales professionals across all industries and size companies for the past 24 years, ASLAN understands the need…
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