I think I found the secret to building a teachable team. You know that imaginary world where everyone on your team is open and receptive to feedback, where defensiveness dies, and the goal shifts from self-image preservation to a hunger for constructive input? How do we get to that dream world? The answer might surprise…

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Each week here at ASLAN, we put out content to help sales reps adjust to this new world of virtual selling. I asked myself, what’s the best way to help reps achieve their sales goals? Who is their “best friend” as they navigate this age of selling? It’s really their sales manager. It’s their coach,…

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The times they are a-changin’ in the world of sales. Your reps may be struggling to connect with their customers virtually and may be feeling disheartened. The pressure is on you to keep coaching your reps and supporting them, while ensuring that you’re being efficient with your time and energy.  With all of that in…

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This may sound familiar… You’re attempting to vet a few training providers, and as you navigate the process, you realize that choosing the right firm is far from easy.    Way too often, learning leaders fail to get what they want because there are a lot of intangibles. And honestly, the training providers are better…

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In this article, we are going to explore why much of the coaching provided in the workplace today is less effective than it could be, even now with the added pressure of most sales professionals needing to work remotely.  There are many potential pitfalls along the road to a successful and effective coaching strategy, especially…

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This is not the time for a big story.  We have big problems. It cannot continue and something needs to change.     We have a level of racism and discrimination and violence that is unacceptable and inexcusable.  This cannot continue.   We are in the middle of the worst pandemic almost anyone alive has ever…

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Start Filling Your Pipeline with This Simple Yet Effective 3-Minute Prospecting Tactic

If you’ve been following me on this step-by-step approach to filling your pipeline, you already know how to capture the prospect’s attention and the best answer to the question: “Why meet?” Next, we need to move this total stranger from “this looks interesting” to giving up their most precious resource: time.  The best way to…

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Facing Obstacles to Prospecting? Triple Your Success Rate with This Step-by-Step Approach

If you understand and implement the principles offered in Step One, you will get the prospect’s attention. As the suit guy says, “I guarantee it.” Like unexpectedly jumping out from behind a door, there are some predictable things you can do to control eyeballs when facing obstacles to prospecting. The next step is a bit…

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