Field Sales
The 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 to Overcome Obstacles in Sales and in Life
Every rep at one time or another has struggled with obstacles in sales, and when it comes to sales motivation and sales strategy, there’s a lot of white noise out there trying to solve the problem with a series of tips. But here’s what we want to ask: Is any of it actually helpful? Recently,…
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 MoreSales Strategy: Here’s the one thing that all successful sales reps do when prospecting.
Ready to improve your sales strategy and start successfully prospecting? But not exactly sure where to start? Pop open a cold one and join Scott Cassidy as he talks with Tom Stanfill and Marc Lamson on how to “read your sign.” Listen here: Scott Cassidy: Welcome back to another episode of sALES with ASLAN. I…
Read MoreSo, how do you get a decision maker interested in your solution?
It’s one of the oldest questions in the book: How do you make people care about what you have to say? It’s not just about your sales tactics; it’s more about how you’re delivering your prop. Here’s the hard truth: Most sellers lead with their solution, and that’s why they fail 97% of the time.…
Read MoreHow Can You Measure the Success of Sales Training?
So, how can you measure the success of sales training? You have to ensure your internal presentation on measuring sales training is successful. There are few things that have a more direct impact on the execution of your existing sales team than sales training. Despite this, sales training can get a bad rap for reasons…
Read MoreHow to Quickly Establish a Relationship with a Prospect
How do you quickly establish a relationship with a prospect? So you got the meeting. You’re in the door, but you quickly realize as you go through discovery that the decision maker has a completely polarized point of view. You believe that they need to think completely differently about how to solve their problem and…
Read MoreWhat’s The Best Way to Establish a Relationship with a Prospect?
There are 5 things I have learned in 25 years of prospecting. Wait, I know, that’s only one thing every five years. Hear me out. I’ve learned more, but these seem not as obvious as others, like know your customers, which I did not when I made my first prospecting call in September 1993. Me:…
Read MoreAssessing the Sales Strategy of a Large Organization: Step 1: Redefine Capabilities
Step 1: Redefine Capabilities When you’re ready to assess the sales strategy of a large organization, here’s the first step: Simplify and quantify what you want to measure. An easy way to start? Think about how you would assess a golfer. Golf has four basic capabilities: Driving the ball off the tee Hitting irons Chipping…
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