Learning & Development
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…
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…
Read MoreIncrease Your Sales Force Staff Without Adding People
Every company needs sales. As Mark Cuban from Shark Tank once concisely put it, “No sales, no company.” That’s why you have an expert team of sales professionals, ready to close the big deals. It is important to keep in mind, however, that selling does not end with your sales team. If you want your…
Read MoreTales from the Frontlines of Selling with Matt Caldwell
We spend a lot of time sharing our thoughts about what it means to be truly Other-Centered® in the world of sales. But it’s always good to hear it from another source. I sat down with my former colleague and true disciple of the Other-Centered philosophy, Matt Caldwell. Matt was exposed to ASLAN early in…
Read MorePersonal & Professional Growth Comes With Pain. Is It Worth It?
As a sales training company, we spend a lot of time focusing our content on the technical side of selling. But we do also like to take a step back and examine the human elements of being a sales rep or sales leader, or a professional of any sort. Like everyone out there in the…
Read MoreTales from the Frontlines of Selling with Penny Honea
Using success stories to illustrate the benefits of your product or solution, in any conversation or presentation, is something that we teach every sales rep and sales manager we work with. Those stories help your audience emotionally experience the payoff and connect to your message. We’ve decided to practice what we preach, by sharing stories…
Read MoreTales from the Frontlines of Selling
What is it that makes some salespeople outperform others? What is it that sets them apart? Whether you’re in B2B or B2C sales, account management, inside sales or field sales, there are governing principles that guide a meaningful sales process. How can we take selling philosophy and turn it into tangible sales success and increased…
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