Learning & Development
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 MoreWhy Most Sales Coaching Fails
All the experts and data say the same thing about sales coaching – it works. Initially, I wanted to 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 their…
Read MoreSo, How Do I Know If I Need Sales Tools or Sales Training? We Got the Scoop from SalesLoft.
There’s a distinct difference between sales tools and sales training, but because they often overlap, it can be difficult to know which one is best for your organization. In this episode of sALES with ASLAN®, Scott Cassidy talks with Jeremey Donovan, SVP Sales Strategy and GM NYC at SalesLoft, about where to draw the line…
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 MoreHow Do You Attract People’s Attention with Your Presentation Skills?
Dream with me for a second: What if every time you made a crucial point in a presentation or recommended your solution or even spoke up in a meeting, that everybody hung on every single word that you said? Wouldn’t that be the greatest sales strategy of all time? Actually, we’ve studied the greatest communicators,…
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…
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