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What is a Sales Person’s Role in 2020?
There is a lot of buzz right now in the industry about redefining a sales person’s role. Candidly, I agree with where the current research is heading. For far too long, sales has been too simply defined by activity, pipeline, and quotas. While those are all extremely important, I think we need better clarity on…
Read More2 Tips to Help Coach Your Sales Team: What Cross-Country Skiing Can Teach Us
I’m a die-hard cross-country skier. I’ve been out 93 times so far this season. When I first started trying to conquer hills and sharp turns, I fell – a lot! It was discouraging. Then, my husband, who has been a skier since he was four and is now a skilled coach, said to me, “If…
Read MoreExpand Your Mind, Read With Your Free Time: 9 Book Recommendations from the ASLAN team
“You are what you read.” It sounds cliché, but it is so true. I took an informal poll of what the people of ASLAN are reading during the quarantine and wanted to share with you all. It will come as no surprise that many of us are reading self-improvement books. It is times like this…
Read MoreA Letter to My Fellow CEOs, Sales & Learning Leaders
To my fellow CEO, Owners, Sales & Learning Leaders, I’ve been at helm of my own enterprise since 1996 and this is my 4th economic shut down: Y2K, 9/11, the financial crisis in 2008, and now COVID-19. A catastrophic event occurs that’s never happened before, and everyone panics. We think, “No, this is different.” And…
Read MoreInbound Selling – Part 2: Create and SLA with Your Prospect: Smile, Listen, Advance
In Part 2 of Call Center Sales, we’ll pick up where we left off in Part 1. You’re leading the call, driving the conversation by asking questions, keeping it conversational, and making sure your customer is with you as you navigate a solution and resolution to their questions. To listen to the full episode,…
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…
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