Learning & Development
ASLAN’s Top Resources: What’s on Our Bookshelf
You are what you read. While it sounds like a quippy little tagline that belongs on magnets and coffee mugs, it’s absolutely true, and you pick up much more through reading than you realize. From teaching you how to organize your knowledge to building subconscious models and connections in your mind, reading shapes our experiences…
Read MoreThe Truth About Learning
Insights from the recent LinkedIn 2017 Workplace Learning Report
Read MoreASLAN Training CEO Tom Stanfill interview on JF Interview Series
ASLAN Training CEO and Founder Tom Stanfill was recently highlighted on the JF Interview Series and discussed the impact of the changes within the selling process.
Read MoreSales Coaching – Reduce the Excuse
All the experts and data say the same thing about sales coaching – it works. Initially, I thought I would start this article off with a series of data-driven statistics to substantiate the case I’m about to make, but if you are in sales, you already know it is true. Sales organizations that effectively coach…
Read More‘The Trash Can Challenge’ for Sales Professionals – Part One: The Breakdown
WHAT YOUR EMAIL TRASH FILE CAN TEACH YOU ABOUT GAINING ACCESS TO DECISION-MAKERS Warning: This may sting a little, but like a vaccination, it may be the difference between life and death as a sales rep. Would you be willing to take 10 minutes and go dumpster diving in your email’s Trash folder if it could…
Read MoreAre you using Sales Coaching as a Synonym for Sales Spanking?
“Marc, get your rear end over here.” Yep, I knew what that meant, and he usually said something other than ‘rear end.’ It meant that I messed up big time. In all honesty, I knew that I had messed up before he even said something. But now I knew that he knew. He, being Dad,…
Read MoreYour Customers Aren’t Turkeys (but they have something in common)
It’s turkey time. You recently had Thanksgiving dinner and may have a similar menu planned for Christmas. So how do you know when your turkey is done? That’s easy. It’s when the turkey thermometer pops-up. It’s the foolproof way to make sure the turkey is done just right, safe to eat, but still juicy and…
Read MoreThe Go-Around And How We Communicate With our Customers
“This is the Captain; everything is OK. The aircraft ahead was going too slow, so we’re doing a go-around. Should have you on the ground in about 10 minutes.” This is what our pilot said to us while landing a couple of months ago in Atlanta. Have you ever been on a flight that did…
Read MoreMore Sales By Creating More Receptive Prospects
The following article by ASLAN Training Senior Sales Consultant JD Clockadale was written for and recently published in NAFA Annuity Outlook. More Sales By Creating More Receptive Prospects If you were to take a David Letterman-style “Man on the Street” poll about how the public would describe sales people, chances are you would hear things like…
Read MoreWhat if Dean Smith Didn’t Have Time to Coach?
Where would countless basketball players (and coaches) be today if one of the winningest coaches in college basketball history hadn’t found time to coach? You don’t have to love basketball, or any other sport, to appreciate the value and influence of a great coach. They all have one thing in common: They made the…
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