Staying organized and up to date with sales reporting and CRM software can be a chore for many B2B sales reps. Sales leaders appreciate the value of this kind of data, but it can be difficult to help sales reps see the value of spending their valuable time inputting this information.  With the explosion of…

Read More

  The problem that we’re going to solve for today is prospecting for B2B sales reps: how to prospect the account, not just the individual.  Even with inbound leads coming into their pipeline, sales reps often still struggle to make contact with the individual in that account.  When continuously pursuing the individual proves fruitless, what…

Read More

Tis the season! Or rather the end of the basketball season… and we’re excited to facilitate a collision of worlds with a discussion about two of our favorite things: selling and basketball.  Obviously we love our sports analogies here at ASLAN, and with the Final Four tournament concluding, we wanted to unpack the many parallels between…

Read More

We spend a lot of time sharing our thoughts about what it means to be truly Other-Centered® in the world of sales. But it’s always good to hear it from another source. I sat down with my former colleague and true disciple of the Other-Centered philosophy, Matt Caldwell. Matt was exposed to ASLAN early in…

Read More

Using success stories to illustrate the benefits of your product or solution, in any conversation or presentation, is something that we teach every sales rep and sales manager we work with. Those stories help your audience emotionally experience the payoff and connect to your message.  We’ve decided to practice what we preach, by sharing stories…

Read More

The topic of team selling is a great one, and very relevant for most of our audience. Within our own business here at ASLAN, we frequently sell across teams. But there are certainly challenges for sales reps, sales leaders, system engineers, and account managers. What are those challenges and how can salespeople overcome them to…

Read More

What is it that makes some salespeople outperform others? What is it that sets them apart? Whether you’re in B2B or B2C sales, account management, inside sales or field sales, there are governing principles that guide a meaningful sales process. How can we take selling philosophy and turn it into tangible sales success and increased…

Read More

Over the years, so many of us have used ROI, Return On Investment, as a sales strategy. But we rarely go back and get that endorphin rush of proving that ROI to our clients. It’s a strategic decision we make, at some point during the selling cycle, to measure and go after.  It’s like that…

Read More

I still wonder if the lady at the tanning salon really understood the meaning of the title embossed on her name tag in bold letters: Tanning Consultant.  But I’m getting ahead of myself.  Stay with me here as I really am going to connect this for you B2B sales people, inside sales and account managers. …

Read More

Prospecting and pipelines are a common challenge for B2B sales reps, with a host of strategies, techniques and best practices on how to do it well.  I sat down with Kevin McCann of the Executive Strategy Group to discuss how to cultivate good leads, show up in an OtherCentered® way for your prospects, and ensure…

Read More