Master your craft with sALES with ASLAN
Most people think of forecasting as a necessary evil of a selling career. What if that were a false premise? What if forecasting your selling year was really all about you? This week on #sALESwithASLAN, our President Marc Lamson and I unpack a multistep process for forecasting that will not only help you accurately predict your revenue but how you will achieve that goal as well. We discuss forecasting current accounts or recurring revenue plus know opportunities. Then we determine Best/Worst case scenarios. Next, we play “pick your income” and end with figuring out how to fill the gap with new prospects. We wrap up with your production plan to make it. This is a great way to start the new selling year on a high note.
As we close the year, #sALESwithASLAN delves into the peaks and valleys of a career in selling (along with some ale and bourbon). We know the holiday season can be stressful as we discussed in episode 38 but it can be exhilarating as well. The key to long term success in selling is to keep it even keel. Never let your success or more importantly, your failure, define you. Never get depressed about work. So, if you had a great year, an ok year or a bad year, let’s raise a glass to the end of the selling year and cheers to the optimism that comes with each new year.
We switch gears this week on #sALESwithASLAN as we turn our attention to those to answer the phone in order to sell. As always, we share ideas and stories about how to better #MasterYourCraft as a sales person or #SalesManager. Marc Lamson, President of ASLAN Training and Development offers a couple of key differences to selling in a reactive phone based environment. Of course he brings the knowledge on how to overcome these challenges as well. Enjoy the beer!
Joining me on this week with #sALESwithASLAN is long time seller and sales leader Dan Howington. We unpack the concept of stress as it relates to our personal and professional lives. We all feel it but how we deal with it is important. Listen as we discuss some important ideas on how we can take back control of our reaction to this detractor of joy we know as stress.
TBrief show this week and more of a Thanksgiving Day blessing to all those who follow us here in #sALESwithASLAN. Take time to recharge and rejuvenate with friends, family and maybe a good Ale. Go get the book Be Excellent at Anything by Tony Schwartz with Jean Gomes. This is a great read for over the holidays as you will investigate the four changes to get more out of work and life. #HappyThanksgiving from ASLAN Training and Development.
This week on #sALESwithASLAN, we welcome back ASLAN®'s CEO Tom Stanfill to discuss how to identify political structure. What do we mean by Political? Formal org chart? The reality is that there’s an Informal power structure – rank doesn’t equal influence. So the real decision maker, the one that determines what happens, may have more power and lower rank. Why is that important to know? Because you may focus on the wrong person or you may have identified the decision maker, but a key person changes the decision drivers, and if you miss this you could be in jeopardy.
Salespeople hate prospecting. Period. It has traditionally not been a fun part of the game. However, most of us that sell for a living, know that we cannot have a robust pipeline if we don’t #prospect on a regular basis. So this week on #sALESwithASLAN, we unpack the 5 things that ASLAN President Marc Lamson has learned over the last 25 years. Some of this stuff you know, some might be new. Bottom line is that common sense does not always mean common practice. Enjoy the topic and the beer.
Do you ever get an email from a customer that simply says, please provide me with a description of what you do and how much it costs? They ask you to send your elevator pitch and price book right over, right? Well, this week on #sALESwithASLAN, we take a real-life example and look at how you can give your customers what they want while building your relationship up into #trustedadvisor status. Join me this week and listen to how our CEO Tom Stanfill and his two and a half decades of successful selling handles this scenario.
#sALESwithASLAN is back with another fascinating topic this week. Everyone in sales and sales management is forced to negotiate from time to time. The common reputation of sales negotiations is that there is a winner and a loser. The first one to throw out a number loses. Well, maybe what you have learned over the years is just plain wrong. Listen as we look at this differently. When you feel like you are in a win-lose negotiation, simply drop the rope® and you and the customer will both win.
#sALESwithASLAN welcomes back Marc Lamson and ASLAN CEO Tom Stanfill to discuss something most sales reps know, but forget all the time. You do not have unlimited time. In fact it is your most precious resource so maximize your selling time by choosing who you serve. We dive deep into some tried and true methods for choosing the best opportunities and accounts for that matter. Hint: it's not always the biggest dollar accounts that are the best use of our time.
#sALESwithASLAN welcomes back Marc Lamson to discus the top four ways to set yourself up for a tremendous 2020 selling year. We delve into things like helping your accounts establish their budgets, to building your own forecast to collaborating with but not relying on marketing for you’re growth ambitions. Enjoy the knowledge along with the beer.
#sALESwithASLAN welcomes one or our ASLAN Certified Resellers, Joe Colavito from Corevu in Raleigh NC. Joe has been one of our partners for several years and he specializes in what he calls the reps “Can Do and Will Do” which ties perfectly to our ASLAN Catalyst program dials that lead to results. Listen this week as Joe tells two amazing personal stories of coaching to the rep's personal motivation. You can read more about one of them in Joe’s recent blog.
#sALESwithASLAN welcomes back Chris White, author of The Six Habits of Highly Effective Sales Engineers, and current VP of Sales Engineering at ETI Software to the podcast to discuss the impact of the ASLAN workshop we did together this week. We talk about why they saw the need for sales training, why ASLAN, what they learned and most importantly, how they plan to take the new knowledge to leverage this common language and principles, along with the frameworks, to transform their sales force and their company. There is no better way to learn how to get better at our craft than sharing stories of success. Enjoy Chris’s story and enjoy the beer.
#sALESwithASLAN welcomes Tom Stanfill back to the podcast to discuss 3 key ingredients that ensures a successful sales person. First we must connect our goal to our own person motivation and then we must ensure we break the goals down into daily and weekly chunks. Finally, we have to invest in the development of our skills and knowledge to improve every day. It's not too late to impact your Q4 so listen up and enjoy a beer.
#sALESwithASLAN welcomes Tom Stanfill back to the podcast to discuss how we must over prepare for that big presentation. Whether we are selling hardware, software or even services, we have to do these key things to make sure we put our best foot forward. Hint: the biggest opportunity to success or failure comes in our preparation in the weeks prior to the big show. Learn how to ensure you are ready to make the most of the opportunity.
#sALESwithASLAN is here each week to help sales reps and sales coaches work better together. This week author and professional coach to the coaches, Bobbi Kahler joins me as we focus our attention on the two main ways that coaches can sabotage their own goals to drive real change into a selling organization. Learn about these two main saboteurs along with how to recognize how you do it and how to prevent it. Also, what are the impacts of getting this wrong. Enjoy the beer.
#sALESwithASLAN welcomes Tab Norris back to the show to dive deeper into a topic we have hit before: conversational and effective discovery. Today we focus on identifying the 5 Mistakes we make when trying to uncover our customer’s stated and unstated needs. Tab walks us through the challenges of overcoming each of these mistakes and we will come back for another episode in the near future to address each of these. Whether you are a #salesrep or a #salesmanager, you cannot afford to miss out on identifying these areas of development. Enjoy the beer.
#sALESwithASLAN welcomes Blake Beus who is the Vice President of Business Development at AllenComm to discuss what it's like to be a client of ASLAN Training and Development, but a key partner as well. We'll discuss the need for ignition type workshops as well as “training in the flow of work”, micro and macro learning and the importance of “effortlessly available” content and sales tools, and the increasing importance of digital (always on) learning as a pre-enforcement, re-enforcement and in some cases a low cost replacement for event or workshop based learning. Lots to learn with regard to on-going learning.
This week on #sALESwithASLAN we visit the ongoing conversation on "what helps sellers improve more?" sales tools or training. The answer won’t surprise you. Joining me this week is Jeremey Donovan, SVP Sales Strategy at SalesLoft. We discuss things like what is sales enablement, sales engagement and sales training. What helps reps bridge any gaps in sales execution and we continue discussing the lost art of sales #prospecting. Enjoy our podcast and check out Jeremey and his own podcast called Hey Salespeople!
This week on #sALESwithASLAN we discuss how companies and therefore sales reps struggle with connecting to their original purpose for being. Sales reps are more successful when they are connected to the purpose of the company that they call home. Learn how selling with purpose for a purpose from author Matt Carcieri whose book Bleed a Creed helps companies return to their origin, can allow you to ignite your personal motivation to serve your customers. It might be the best #salesstrategy you can employ.
This week on #sALESwithASLAN we discuss the mistake all #salesreps make when prospecting. We are born self centered and as sales people we continue to think about ourselves first. What if we could learn to learn about the person we are trying to “sell” and actually deliver value on the opening call by focusing our solution to a perceived gap in their understanding or a perceived need. Learn how many fail at this with real life examples as Tom Stanfill uses his years of experience to guide us through this challenging topic.
Former EVP of Sales, John Ferguson and current Adjunct Professor at DePaul University is an industry expert on sales management and sales coaching. John brings his 30+ years of selling and managing experience to #sALESwithASLAN to unpack the 6 steps of sales management and the 3 key functions of sales management: 1. Lead 2. Manage 3.Coach
We take questions from our audience on #sALESwithASLAN and we were recently asked "how selling into regulated industries where you cannot take notes, cannot send customized materials, etc can be overcome?" Marc Lamson joins me this week to discuss some tips that we have learned over the years that will prove helpful for those in those highly regulated industries such as pharma and financial. But don’t turn that dial if you don’t sell into regulated industries, these tips can help us all.
This week on #sALESwithASLAN, I am joined by author and technical sales expert Chris White whose website www.demodoctor.com is a great resource for sales engineers and those that lead and work with them. Chris’ new book The Six Habits of Highly Effective Sales Engineers promotes team selling, better discovery, practicing your craft and many other habits that blend well in to any selling professionals repertoire. If you sell in a team or sell a technical solution, don’t miss this episode.
As we approach the close of the first half of 2019, many sales leaders and sales reps are beginning to feel the stress of the 2nd quarter coming to a close. This week on sALES with ASLAN, we are joined by Marc Lamson who helps us unpack the difference between good and bad stress, how to manage the stress we do feel and how to leverage the #serenityprayer which simply states that you have the wisdom to know what you can control. We even talk about a couple of books that might help you as well How to Stop Worrying and Start Living by Dale Carnegie and Eat That Frog!: 21 Great Ways to Stop Procrastinating and Get More Done in Less Time by Brian Tracy
This week on sALES with ASLAN, we are joined by long time sales expert, Susan Simon who has mastered a 3-part process for self-evaluation. In this episode we discuss ways to build “muscle memory” in our selling process how to define what good, great and even terrible might look like, and how to prepare step by step. Any sales rep listening knows that there is always room for improvement and Susan describes how we can all benefit from being more “intentional” in our preparation.
Today we dive deep into the concept of conversational discovery vs. the interrogation tactics that so many of us use in our discovery meetings with clients. John Cerqueira who has close to 20 years of client facing experience helps us define what it means to humanize the selling process by focusing on what is important to the client. First focus on the problem they are trying to solve and only talk about solutions once you have a complete understanding of that problem. John has great stories of both success and failure that will help any sales rep reflect on their approach to conversational discovery.
Tom Stanfill, CEO at ASLAN Training and Development joins me today to uncover the good, the bad and the ugly of objection handling. First, we define what it means to help customers answer their questions of "Are objections good or bad?" Well we believe it is both. With hundreds of accounts and thousands of meetings under his belt, Tom has observed many of pitfalls and thus has a lot of experience of how to handle them - Learn to not overcome objections but rather help customers find their answers.
This week on sALES with ASLAN, one of our listeners, Matt, asked us to help him #LandandExpand within his accounts. Our president Marc Lamson and I discuss the aspects of cross selling in two main parts: selling additional products and services within our accounts and also asking for referrals with our accounts. Don't miss out on learning about these key ways to expand our presence in our accounts. You can learn more about this concept in Marc's blog: Referrals: Appliances, Lobster Ravioli and Your Sales Pipeline.
If you've listened to sALES with ASLAN before, you know al about our Other-Centered® Selling approach. This week, we really personalize this concept with the incredible story of John Cerqueira who was 80 floors up when the planes hit the twin towers. How did John react at that moment when chaos rained down around him? John, who is the author of "Hero Sandwich: A True Story"/ talks about the life skills he learned in those intense moments and hours after impact- "when we serve others, we are most fulfilled". In this episode, you'll learn what John took away and how he has applied these lessons every day since.
It's the age-old question: If you could do one thing to create the most likelihood of sucess, what would it be (and would you, could you do it)? This week we look at the 2004 study entitled Flawed Self-Assessment: Implications for Health, Education, and the Workplace by David Dunning, Chip Heath and Jerry M. Suls and try to decipher the one thing that successful sales people do: Seek feedback. Tom Stanfill, Marc Lamson and I talk about the fact that most people have this self-perception that they are above average and are blind to their flaws. We wear a "sign" on our forehead taht all others can see but we cannot. So how do identify, deal with and apply changes to your challenge areas? Listen and find out.
This week on sALES with ASLAN®, we discuss investing in the front lines with business owner, consultant, and sales leader, Randy Riemersma of Span the Chasm. Those of us who have been at this awhile have war stories and we hope there's a few pointers you can take away from our conversation. Make sure you comment down below or email firstname.lastname@example.org with ideas for future episodes. Also make sure to subscribe and like us on your favorite podcast platform.
Author and Sales Leadership Coach Bobbi Kahler joins me this week on sALES with ASLAN to discuss what she overcame early in her life when she was diagnosed with a catastrophic speech disability. Bobbi talks about the need for mentors and coaches to get through the tough speed bumps in life. She also tells us why she never has said she couldn't do something. You can also learn more in Bobbi's book Travels of the Heart.
Tom Stanfill joins us this week to discuss how to make it easier for our customers to understand our solutions and methodology. We can do this through the use of references, word pictures, and by telling stories. If what you are selling sounds too complicated, your customer is less likely to buy. If you would like to learn more on this topic read our blog by Tom called The Art of Simplicity: What Does It Take to Sell a Complex Idea?
This week we dive headlong into sales resolutions for the new year. We discuss practicing your sales craft, choosing your prospects and customers wisely and how to outwork our competition. This particular podcast is a great compliment to our blog called 7 Questions and 7 Resolutions to Sell more in 2019.
In the spirit of March Madness, this week we look at the obvious and not so obvious examples of NCAA coaches who focus on key areas of players (or rep) development and how this ties into sales coaching. We will also discuss how to help our sales reps and sales leaders communicate more effectively. This week's topics include joint accountability, taking time to coach, leaders connecting with players one to one and finally, managing to what motivates each individual.
As we continue our deep dive into sales leadership on sALES with ASLAN, we focus our attention on one of the 3 hats that leadership wears: coaching. The first question we ponder is who do you coach wince you cannot coach everyone, there just isn't enough time. Coach those with a desire to be coached. The best coaches or catalysts avoid the two main problems. They give the appropriate amount of feedback and not 15 things to work on at once.
In our latest learning opportunity here on sALES with ASLAN, we turn our attention away from the sales reps and focus on the leaders that help them succeed. Leadership is accomplished on a 1 to 1 basis as we seek to motivate at the individual level. We as leaders need to measure in 4 dimensions vs the standard 2. Most leaders measure revenue and activity. But we need to measure results plus rep desire, productivity, and capability. Lastly, we look at the 3 hats that a sales leader wears: Lead, manage and coach.
This week we continue our deep dive into the alarming trend that is taking place in the marketplace. Why are 53% of reps are missing quota during an economic upturn? And why has this trend been a problem for five straight years? In this episode, we take a look at how reps can shift the mindset of "what’s in it for me" to "what’s in it for my customer." Stop and ask yourself: Does your customer feel that they are the priority, or do they feel pressure?
It dropped again. Not the stock market or consumer confidence. No, the number of reps hitting their quota declined...for the fifth year in a row. It's unprecedented. It's now at an all-time low of 53% while the stock markets hit record highs.
The bottom line is that half of all sellers are failing, and it's getting worse. Something's amiss. Why is this happening? This week on the sALES with ASLAN® podcast, we dig into not only why this is happening, but how to turn this trend around. Spoiler alert: It has something to do with your customers' receptivity to your message.
Welcome to the inaugural episode of our sALES with ASLAN® podcast series, where each week we start by highlighting our favorite ales and beers and then move into current trends and topics that keep sales professionals up at night. In this episode, we start at the beginning with how ASLAN came to be a successful sales training company. Our two founders tell stories about the beginning of the company, including the long days and nights spent in Tab's basement trying to figure out how to tell the world about our innovative yet common sense approach to selling. In a nutshell, this episode explains why (and how) we want to reframe the way you sell.
Buyer behavior has changed dramatically over the last several years, and salespeople have failed to change with the times. Our commitment is to help organizations "bridge the gap" in their sales force execution. To do that, we focus on the improvement of sales and service organizations by creating and delivering competency and skill development programs and processes.
The main issue is that the percentage of decision makers who are receptive to a meeting or embracing a new solution is small. And if the customer is emotionally unreceptive, your value prop, your insights, and your solution won't matter. Therefore, we start by teaching a radical approach to converting the disinterested: Stop selling and focus on enhancing receptivity.
ASLAN’s new podcast series is intended to be a light and fun way to talk about a serious subject: selling.
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