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…

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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…

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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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Today we’re going to dive into the integration of sales and marketing, and how they really are a team. I sat down with Sean Duffy and Kevin McCaughey to discuss this topic and the impact of “brand” on sellers. This is an extremely important relationship, because marketing can enhance the receptivity in our prospects. Therefore,…

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Stress management – not a new concept to any sales professional… but still one worth talking about, especially as the new year brings about new business and new challenges.  “Stress is a feeling of emotional or physical tension. It can come from any event or thought that makes you feel frustrated, angry or nervous. Stress…

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How are salespeople typically described? You typically hear words like “self-centered,” “pushy,” and even “untrustworthy.” While we may not hear these words when face-to-face with an actual prospect, we can probably all agree that prospects are initially guarded, untrusting or more simply put, unreceptive to one degree or another. In other words, there is a…

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The beginning of a new year is always a great time to sit back, reflect and reevaluate. It’s a time to check in with ourselves and our peers, to set new goals and reconnect to what drives us.  For sellers, this can mean reconnecting back to our personal mission as salespeople and the mission of…

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Even if learning about sales training statistics doesn’t get your toes tapping, it is still something you should know about if you’re concerned with the performance of your sales team. Maybe you had not considered outsourcing your sales training, whether in person or virtual. Or perhaps you are just looking to gather some information about…

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As we navigate the seasonal shift from summer to fall, it’s becoming evident to many of us that this virtual way of conducting business will accompany us into the winter months ahead. Still dealing with the COVID-19 pandemic and all it entails, in both our personal and professional lives, may be leading some of us…

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