Inside Sales

Why Do People Stand In Line To Win Nothing?

That’s the question I asked myself last March. One of the top stories from every news outlet was the biggest lottery jackpot in history – $600+ million dollars. I agree it’s an incredibly large number but why would I or anyone else care? You don’t have to take my word for it – the lottery people…

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Who Said “No”?

I hate the phrase, “Never take no for an answer.” It’s a sales philosophy that confirms the decision-maker’s preconceived notion that sales reps are pushy, arrogant, and self-centered. But here’s what I do agree with: never accept no from someone who can’t say yes. That’s not original with me but I like the sentiment. I…

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The Element Of Surprise

I enjoy comedy. Of course, I have my own preferences when it comes to “good comedy.” For late night, I’m a Jimmy Kimmel guy with Conan and Fallon close seconds. Sitcoms – it will be hard to ever top Seinfeld. That said – last week’s end to The Office was a special moment for this…

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Drop The Rope To Make The Sale

I have a couple of calls on my calendar today – they couldn’t be more different. In one of the calls I am in the role of the seller. I have a solution that I truly believe would be extremely beneficial to the “buyer.” I’ve reached out to him a couple of times and he…

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What I Learned From A Talk Radio Show

Last week I challenged the typical definition of the decision-maker and shared some thoughts on who we need to approach if we are to succeed in our role of challenging the decision process and changing beliefs. Now let’s talk about a key principle that will guide our approach when attempting to reach the person who…

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What’s A Sales Person Supposed To Sell?

There is a lot of buzz right now in the industry about redefining a sales person’s role. Candidly, I agree with where the current research is heading. I think for far too long, sales has been too simply defined by activity, pipeline, and quotas. Yes, those are all extremely important, but I think we need better…

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Happy Martin Luther King Day

ASLAN’s corporate office is located in Atlanta, GA. Many of our team members grew up here – a few of us are even old enough to have a faint memory of the city in the days before the civil rights movement of the 1960s. And while we are not so naïve as to think that…

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The Power of a Well-Timed Cheeseburger

Between youth baseball and youth basketball and youth football – games and practices – our two sons kept us running from park to gym to field for years.  There were very few weeks when we weren’t in the middle of some youth sports season.  The day they were finally able to drive themselves was an…

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