Learning & Development
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…
Read MoreHow 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…
Read MoreDefeating 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…
Read MoreThe Top 10% of Sales Leaders Do These 4 Things to Consistently Hit Their Number
The role of a sales leader is complex and nuanced. Sales leadership is really about having the ability to motivate your people to accomplish set goals by empowering each individual. It requires you to focus on their professional growth, as well as their personal growth. Being an effective leader is about seeing the big picture,…
Read MoreHow 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.
Read MoreWhy 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…
Read MoreWhat 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…
Read MoreLessons in Selling with Art Shamsky of the ‘69 Mets World Series Team
There are many similarities between selling and sports – many overlaps and common lessons shared, particularly between baseball and sales. As anyone familiar with ASLAN knows, we are big fans of sports analogies and references. I was fortunate enough to sit down last week with Art Shamsky, former Major League Baseball player and member of…
Read MoreEvery 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…
Read MoreTales 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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