Do You Need a Jumpstart?

Today we thought it might be interesting and fun for our readers if we discussed an amazing book that Tab Norris, Co-founder of ASLAN has been reading, called Win the Day. “In Win the Day, Mark Batterson, the New York Times bestselling author shares practical yet life-changing habits that will set you on a path…

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How Can You Measure Sales Training Success?

Starting a new training initiative for your sales organization can be daunting. How will you know if it was successful? Should you look at revenue? Team morale? ROI? Something else?   So, how can you measure the success of sales training? You have to ensure your internal presentation on measuring sales training is successful. Few…

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Defeating Your #1 Enemy: Fear

  Fear. It’s the foe I battle every day. I believe fear is the biggest villain in all of our stories. We know that if we put ourselves out there, stand on the stage, write the post, try the new thing, we become targets. This was my biggest fear in writing my book: that I…

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How to Write Sales Emails that Actually Get (and Deserve!) a Response

Statistically, emails from people we know are read more than emails from strangers. An article published by Fast Company details the findings of one thousand sales emails sent to the most difficult audience: executives. What drove the highest response rate? Familiarity. The sender knew something about the recipient, or they leveraged an existing relationship. Another important revelation was that the less generic the message, the higher the response rate.

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Why and How to Determine the ROI of Your Sales Training Program

Sales training programs are just one of many ways to spend company resources to grow sales. A finite number of dollars is available for a seemingly infinite number of priorities, including product improvement and development, marketing, hiring quality employees, and more. When companies choose to invest in sales training programs, they should have clear and…

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What Are You Really Selling?

When asked the question, “What do you sell?” most sellers think about a product or a service with some sort of tangible benefit or ROI. They think about a “thing” they offer as a solution and the business or financial benefit attached to it. But that’s not what reps are actually selling – what you…

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Every Employee is a Salesperson

This pandemic has leveled the playing field in sales. The way we previously operated no longer works. What used to set us apart as the top player in our space has changed. Demands and needs have shifted. The way we approach and engage our customers has been altered, perhaps permanently.  In talking with sales organizations…

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Tales from the Frontlines of Selling with Chris White

Every so often, we like to highlight stories from front-line sellers and sales trainers to discuss the practical applications of ASLAN’s philosophy and methodology. I recently sat down with Chris White, speaker, sales expert, Founder of Tech Sales Advisors, and bestselling author of The Six Habits of Highly Effective Sales Engineers, to unpack his own…

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