Asking effective, thought-provoking, and open-ended questions is one of the traits that distinguishes high-performing sales reps from the rest of the pack. It’s one of those key sales skills that helps salespeople uncover needs and reveal decision drivers to help their customers make the best choice for their business.  But there’s another side of the…

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Tis the season! Or rather the end of the basketball season… and we’re excited to facilitate a collision of worlds with a discussion about two of our favorite things: selling and basketball.  Obviously we love our sports analogies here at ASLAN, and with the Final Four tournament concluding, we wanted to unpack the many parallels between…

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What is social selling? We’re going to unpack that today, as well as how that plays into prospecting in this virtual world of B2B selling. Essentially, there are 3 components we’ve identified and fleshed out, that go into doing this well. If you prefer to take this on the go and listen to our conversation…

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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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There is no time more fitting than the start of the new year to reflect on the wins and losses of the past year and set new goals for the upcoming one.  I sat down with ASLAN CEO, Tom Stanfill, to review his top tips for ratcheting up those closing numbers for all salespeople out…

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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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Technology moves very quickly.   This is true of any field, sales especially. And given the current state of the world, virtual ways of conducting life and business are evolving quicker than ever.    If you don’t keep up, it will pass you by. If you don’t know how to use the latest tools and…

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