Sales Tools
Inbound Selling – Part 1: A 15 Second Solution to Selling More in a Call Center
If you run an inbound sales organization, or if you make a living selling on the phone, you know the biggest obstacle to upselling happens in the first 15 seconds of the call. Although all “genres” of sales share common themes and techniques across the board, there are some key differences to selling in an inbound,…
Read MoreProspect Your Way to Selling Success – Step 5: Persistence
I love Cinderella stories – when someone overcomes impossible odds to do something great. It doesn’t matter if it’s an athlete, teacher, rockstar, mom, politician, or accountant, the story always moves me. This weekend I heard a new one. As Josh Allen, the quarterback for the Buffalo Bills, was about to take his first snap…
Read MoreSales Discovery Questions: Aim at Nothing & You Will Hit It Every Time
You are sitting in a coffee shop, or maybe at your cubicle, prepping for your first prospect meeting with sales discovery questions. (At least I hope you’re prepping). You know you need to learn more about their needs, so you begin thinking about ….what? What do you typically focus on? If you are like most…
Read MoreWhy Sales Training Programs Aren’t Exclusively A Front-Line Responsibility
In our previous post, What’s More Important in Top Sales Training Courses: Measuring Behaviors or Outcomes? we discussed the importance of measuring the effectiveness of sales training courses by behaviors rather than outcomes. In this blog post, we’re highlighting another leading problem with sales training programs: focusing the initiative exclusively on front-line employees rather than…
Read MoreDrop The Rope® to Make the Sale (If You Want Effective Sales Management in 2019)
Over the past two decades, I’ve learned that there is a critical concept in understanding how to close more deals. And it’s perfectly illustrated by what’s on my calendar today: Two calls that couldn’t be more different. Call Number 1: I’m going to be the seller. And I have a solution that I…
Read MoreWhat Is the Best Way to Train Salespeople? ABC’s Shark Tank Has 3 Ways to Get More Sales Meetings
“Welcome to the Shark Tank.” The name itself just screams inviting, cozy, and domesticated, right? Here’s the show slug: “Budding entrepreneurs get the chance to bring their dreams to fruition in this reality show from executive producer Mark Burnett. They present their ideas to the sharks in the tank — titans of industry who made…
Read MoreCustomer Referrals: What Appliances, Lobster Ravioli, and Referred Customers All Have in Common
Earlier this spring, we remodeled our kitchen. As we were wrapping up the project, some friends came over to visit. They took one look at our shiny, new appliances and asked: “Where did you get those?” Ecstatic that our remodel was turning heads, we were happy to share the information of our appliance provider along…
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 Can You Measure the Success of Sales Training?
So, how can you measure the success of sales training? You have to ensure your internal presentation on measuring sales training is successful. There are few things that have a more direct impact on the execution of your existing sales team than sales training. Despite this, sales training can get a bad rap for reasons…
Read MoreASLAN’s Top Resources: What’s on Our Bookshelf
You are what you read. While it sounds like a quippy little tagline that belongs on magnets and coffee mugs, it’s absolutely true, and you pick up much more through reading than you realize. From teaching you how to organize your knowledge to building subconscious models and connections in your mind, reading shapes our experiences…
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