Other-Centered® Selling

Inside Sales Account Management

Customer service or inside sales? Sometimes it’s hard to tell the difference.

Other-Centered Selling for Inside Sales will equip your ISR’s with a new approach to account management.

Other-Centered® Selling for Inside Account Managers

Inside sales reps were hired to manage more than customer service questions, they were hired to sell a holistic solution to the right people. This requires a change in philosophy, a change in skills and a change in management.

The phone is different and managing and growing customers over the phone requires a unique set of skills. With our program, ISRs will learn to:

  • Eliminate customer resistance, lessening the fear of moving beyond their comfort zone.
  • Shift roles from relationship manager to business partner.
  • Build a Relational Map and leverage existing relationships to gain access to business leaders.
  • Discover three levels of needs: product needs, project needs, and account/business needs.
  • Stop selling the favorite products/services and allow the customer’s needs to define a unique solution.
  • Demonstrate the business impact of a holistic solution without the luxury of an onsite presentation.
  • Transition from reactively “running a route” to following a strategic process to growing accounts and managing their account base.
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Unique is standard.

Your organization is unique. The challenges your reps face are unique. Your solution is unique. Therefore, you need a custom program. It’s part of our standard process to ensure every program is 100% relevant to every participant.


Within a year of implementing ASLAN’s complete account development process, we grew revenue 5% while customer demand was declining. And we saw incremental revenue growth of 46% within existing accounts.

Director of Learning
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Take a look at who we've trained.

Ready to get started?

Contact us to discuss a no-cost sales assessment for business development training or to learn more about our programs designed for inside sales organizations.