Field Sales
Corporate Sales Prospecting: How to Do it Right
How can you train your enterprise sales reps to more effectively prospect for new clients? Prospecting is tough. Targets receive countless new sales messages every week. Among the noise of our digitized world, it’s becoming more and more difficult for sales reps to earn even a moment of attention. No matter how tough it is,…
Read MoreSample Sales Prospecting Process
Sales prospecting is one of the areas of sales that reps should continuously refine. For newbs, the sales prospecting process is one of fresh approaches, requiring strategy, bravery, and tenacity. For experienced reps, sales prospecting training can mean unwiring and rewiring, upgrading them from old-school methods to new-school approaches. In both contexts, examples are helpful.…
Read MoreSales Prospecting Tools to Use Today
The rolodex has taken its place in the archives of history as an old-school way to collect and organize contact information. Physical business cards are being steadily replaced with a phone tap which sends data straight from device to device. When reps pick up a phone, it’s a pretty sure bet that they pulled that…
Read MoreBenefits of Field Sales Management Training
Thanks to Tab Norris for his input on this article! When has a field sales manager succeeded? Is it when their salespeople have met their quotas? At ASLAN we think that sales managers play a much more critical and complex role. Effective sales management is about much more than just helping your team hit their…
Read MoreWhat’s at the Core of Effective Sales Training
All sales training looks alike. Right? On the surface, there are a lot of apples next to apples — similar steps, similar scenario-based practice, similar evaluation. But under the hood, there are some key differences. In most sales training, two huge components are missing. When these are overlooked or unaddressed, companies like yours spend all…
Read More3 Components of a Great Pharmaceutical Sales Training Program
The days of walking into a physician’s office, getting a meeting, and selling a product (as an easy wham-bam) are long gone. Due to regulatory shifts, the days of golf outings, wining and dining, and other sales nurturing efforts are also gone. There has been a monumental shift in what it takes to sell pharmaceuticals.…
Read MoreVirtual Sales Training vs. In-Person Sales Training
Life in the glowing box: it’s our new normal. We’ve grown accustomed to remote work, virtual team building, and digital-first culture. Most sales organization leaders have accepted the fact that some training will be virtual. But should it all be? Now is a good time for leaders to step back and consider: Does virtual sales…
Read MoreThe Best Way to Establish a Relationship with a Prospect
There are 5 things I have learned in 25 years of prospecting. (I know, that’s only one thing every five years), but hear me out… I’ve learned more, but these five seem not as obvious as others, like “know your customers,” which I did not when I made my first prospecting call in September 1993. …
Read MoreThe Secret of the One Percenters
Have you ever witnessed greatness? I’ve been fortunate enough to be able to personally watch some of the greatest athletes of all time. I’ve experienced the unrivaled performance of Michael Jordan, Nolan Ryan, Dale Earnhardt Sr., Peyton Manning, Tiger Woods, and even Trevor Brazile (every blog needs a rodeo reference). I can testify to some of the…
Read MoreA Surprising Tip for the Toughest Presentations
Think about your most difficult presentation, your toughest audience, or the time where you had little to no shot at changing the minds of the decision-making team. Despite the odds, you showed up anyway. Got it? You remember the day? I promise you it doesn’t come close to the audience Erin Gruwell faced in the early…
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