Leadership
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 MoreSales Coaching Tips: Stop Sabotaging Sales Rep Improvement With These 2 Strategies
Over my eleven year career with ASLAN®, I’ve coached hundreds of managers, and I’ve learned a couple of things. First, these managers have been hard-working, dedicated, good people. Second, there are two coaching habits that many of them have that are sabotaging the improvement of their sales team. Did they mean to bring these pesky…
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 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 MoreWhy is every rep struggling with sales prospecting?
Why is every rep struggling with sales prospecting? Here’s why. Most everything we’ve learned about selling sabotages our chances of converting the disinterested. In sales prospecting, we are taught to make plausible arguments for why our solution benefits the customer. You’ve heard these maxims a thousand times: Don’t sell products or services, sell solutions. Use…
Read MoreSales Coaching & Assessment Part 2: How To Assess Sales Rep Performance & Become a Strategic Coach
In our last post, Is What You Learned About Sales Coaching and Performance Assessment Wrong?, we asked a tough question: Are you developing the wrong people with your sales training? With this post, we’re going to explore another big mistake in sales coaching and performance assessment: Measuring behaviors instead of results. Four Sales Coaching…
Read MoreIs What You Learned About Sales Coaching and Performance Assessment Wrong?
For much of the sales world, the notion that sales coaching is an essential ingredient in improving sales organizations is not up for debate. But while the debate about the necessity of sales coaching may be over, most sales leaders – if they’re honest – will tell you that they barely have time to manage…
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 MoreLeadership – The #1 Driver to Sales Performance Part IV
Myth #4: When coaching, focus on skills. The last few blogs have focused on the #1 characteristic of high-performers: desire, including how to create it, how to measure it, and how it affects coaching. Now I want to attack a myth about evaluating performance. Instead of starting with sales strategy skills, you should start with…
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