Leadership
Your Lack of Authenticity is Showing, and it is Killing Your Sales
Have you ever told a lie? Was that a lie? You might be lying to your customers, simply by accident. As salespeople, we can be brainwashed that we have the best solution available, and even if we don’t tell the customer directly, we try to lead them to believe the same. Regardless if it’s right…
Read MoreThe 7 Trends I See Happening in Sales Right Now
There are always ebbs and flows in the world of sales. As I reflected on trends happening right now in sales, seven things stood out. Three trends relate more to how businesses are handling customers or clients and four relate more to reps and sales leaders. All are important as we wrap up 2022 and…
Read More6 Sales Manager Training Ideas to Try Today
The workforce is changing, the market is in flux, and sales approaches that worked last year may not be effective anymore. Many sales leaders are being asked to lead sales reps who are up against challenges like global market shifts and increasing unreceptivity. So how do you motivate and equip sales managers for success in…
Read MoreHow Sales is Like Parenting
Listen & Learn Successful sales relationships are built on trust, acceptance, and understanding. It’s a lot like a parenting relationship: You set a boundary — that boundary gets challenged You try to clearly communicate what’s expected — that can get ignored, misconstrued, or convoluted somehow Everyone can get heated or emotional At the end of…
Read MoreBefore & After: Essential Components of the Sales Training Process
The effectiveness of sales training is determined far before it begins, and continues long after everyone has exited the conference room or logged off the video call. From my experience, I have found that the “before and after” is what many companies miss, and it makes all of the difference. At ASLAN, we’ve honed the…
Read MoreBest Resources for Sales Leadership Training
Sales leaders are MVPs. They’re on the frontlines, equipping sales reps in the field. They need to receive ongoing sales leadership training to be adequately prepared for the challenges of leading their teams. You may be a sales leader who’s looking to advance your professional development, or a company looking to make your sales leaders…
Read MoreSales Training: the Guide to Selecting the Right Sales Training Program for Your Company
Table of Contents I. Market & Buyer Dynamics That Impact Sales 1. B2B Sales Research and Trends 2. B2C Sales Research and Trends II. How Do Customers Perceive Salespeople These Days? III. The Sales Training That Sales Professionals Need Now Sales Training Programs: Then & Now New Types of Sales Jobs…
Read MoreSales Manager Training Ideas
Sales managers play an important role. They manage the plan and productivity. They support sales reps in their efforts to hit numbers. It can be a hard role to do well, and requires an advanced set of skills. If your sales managers are ineffective, frustrated, at a loss; or if you are a sales manager…
Read MoreASLAN vs. Challenger Sales Training
The marketplace is changing. Due to the glut of information, customers are less dependent on reps when evaluating solutions. And most sales reps are still struggling to sell virtually. Customers have autonomy, and they want to keep it. In fact, the number of customers willing to talk with a sales rep when evaluating a solution…
Read More3 Problems With Sales Training Content
All sales training is not created equal. You, as a leader in a company, may want your people to be armed for battle, negotiate their way through anything, or build deep relationships. Sales training can equip them to do those things, so why doesn’t it always work? In fact, there are three major problems with…
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