Master your craft with SALES with ASLAN

Tom and Tab talk to the man who literally wrote the book on Social Selling: Tim Hughes. They explore the three drives to getting more leads on LinkedIn – building a buyer centric profile, building your network, and how content that elevates you to influencer status and builds a following.

Find the show notes for this episode, including the full transcript, here.

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In this episode of SALES with ASLAN, Tom and Tab continue their conversation about how effective discovery starts with building a Discovery Roadmap. They take us through a simple framework to ensure you’re prepared, how to keep the decision maker engaged in the process and create a competitive advantage by asking the right questions.

Find the show notes for this episode, including the full transcript, here.

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In this episode of SALES with ASLAN, you will learn how effective discovery starts with building a Discovery Roadmap. Tom and Tab take us through a simple framework to ensure you are prepared, how to keep the decision maker engaged in the process and create a competitive advantage by asking the right questions.

Find the show notes for this episode, including the full transcript, here.

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In this episode of SALES with ASLAN, Tom and Tab continue this series by discussing the three most important and surprising things you need to know in order to succeed in 2023 – including one of the greatest barriers to success in sales: how to “break through the noise.”

Find the show notes for this episode, including the full transcript, here.

In this episode of SALES with ASLAN, Tom and Tab tackle another segment of this three part series.

They wrap it up by discussing the specifics of how to develop a plan, define your numbers, and the key elements of actually implementing that plan in order to crush your goals in 2023.

Find the show notes for this episode, including the full transcript, here.

In this episode of SALES with ASLAN, Tom and Tab continue their conversation from last week, discussing how to plan for the year ahead. What do we need to do to crush our number in 2023?

The guys take on this topic by tackling the foundational and fundamental questions that all sellers should be considering.

Find the full show notes for this episode, including the full transcript, here.

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In this episode of SALES with ASLAN, Tom and Tab kick off the new year by taking it “back to basics.” The start of a new year is a good time to refresh, reset, and plan for the year ahead. So with their first episode of 2023, Tom and Tab discuss mindset, opportunity, and a “plan to crush” the year ahead.

Find the show notes, including the full transcript, here.

In this episode of SALES with ASLAN, Tom and Tab are joined by sales expert, leader, and former client turned partner of ASLAN, John Ferguson.

John, Tom and Tab unpack the importance of Discovery, the big mistakes most sellers make, how to do it right, and why it matters. The goal of these interviews is to equip, encourage, and elevate our listeners – and that’s exactly what our guest does this week.

Find the show notes for this episode, including the full transcript, here.

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This week on SALES with ASLAN, Tom and Tab continue their discussion from last episode with Andy Paul – sales expert, author, and host of his own podcast, Sales Enablement with Andy Paul.

The next part of their discussion moves on to tackle: the four pillars that drive success, the value of curiosity, intellectual humility, and the nitty gritty tactics of what it takes to really be successful. Very few sellers can do what Andy is encouraging our listeners to do – but if you do, you will be different, you will make more money, you will be more successful, and you will enjoy your role as a seller even more.

Find the show notes for this episode, including the full transcript, here.

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This week on SALES with ASLAN, Tom and Tab are joined by special guest Andy Paul – sales expert, author, and host of his own podcast, Sales Enablement with Andy Paul.

They discuss how we see our role as a seller, the challenges of selling, how the traditional approach to selling and the “predictable revenue playbook” is failing us… basically,  why we need to change the way we sell. And the kicker is, when you understand and embrace these ideas, not only will you enjoy selling more, you’ll be more successful.

Find the show notes for this episode, including the full transcript, here.

Tune into the first part of this action-packed episode with Andy Paul:

In this episode of SALES with ASLAN, Tom and Tab continue their discussion from last week’s episode on how to nail your next sales presentation. What can we do to set ourselves up for success? What can we do to minimize failure?

Our hosts unpack items 3, 4, and 5 on their pre-presentation checklist, continuing to offer up tangible tactics for how to master your presentation, manage your time, and advance the opportunity that’s on the line.

Find the show notes for this episode, including the full transcript, here.

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In this week’s episode of SALES with ASLAN, Tom and Tab discuss a tried but true topic amongst sellers: how to nail a presentation. What can we do to set ourselves up for success? What can we do to minimize failure?

Our hosts unpack a very specific set of questions to ask yourself before any important sales meeting or presentation. With the help of this trusty checklist, Tom and Tab offer up tangible tactics for how to master your presentation, manage your time, and advance the opportunity that’s on the line.

Find the show notes for this episode, including the full transcript, here.

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In the latest episode of SALES with ASLAN, Tom and Tab sit down with Chris White, sales expert, speaker, and best-selling author of The Six Habits of Highly Effective Sales Engineers.

With a potential recession on the horizon, Tom, Tab and Chris get into the current economic conditions of the market we live and work in, how to navigate the uncertainty we’re all facing, and how to remain focused on our true goal as sales professionals: to serve our customers and keep their best interests at heart.

Find the show notes for this episode, including the full transcript, here.

In this week’s episode of SALES with ASLAN, Tom and Tab are joined by Neil Kutzen, Memory Trainer and Founder of MemorizeBest, a breakthrough method in memory training that helps you become more productive and successful in both your personal and professional life by helping you remember and recall more easily.

This topic is relevant for anyone, but especially for those of us in sales who are building relationships daily. We form connections with our customers, friends, and family because of how we treat them, and a critical element of how we treat them relies on what we remember about them.

Find the show notes for this episode, including the full transcript, here.

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In the latest episode of SALES with ASLAN, Tom and Tab take on a topic that may hit close to home for many of us out there: the similarities between parenting and sales. Both require the ability to influence (those of us who have raised or are raising teenagers definitely understand this).

In fact, many of the concepts and principles in Tom’s book, UnReceptive, were born in the “lab” of raising four teenagers.

Everything they discuss really applies to any personal relationship we have, not just as a parent. And if you can learn to apply these principles at home, you’ll have no trouble applying them in a professional setting.

Find the show notes for this episode, including the full transcript, here.

Tune in to hear Tom and Tab, both fathers, take on this fun-filled topic:

This week on SALES with ASLAN, Tom and Tab are joined by guest Ben Ortlip, CEO and Founder of The Culture MRI, a tool that helps businesses quantify and measure the health of their culture. How does one measure that and also measure the impact of it?

The Culture MRI has identified 15 drivers of culture and can “report that state of culture and engagement in terms of dollars saved or lost by your company.”

Tune in now to hear Ben share what we need to know about driving vibrant culture within organizations.

Find the show notes for this episode, including the full transcript, here.

In the latest episode of SALES with ASLAN, Tom and Tab are joined by special guest, Marc Lamson, to continue their discussion from last week’s episode about relationships and why they matter in sales.

They unpack how relationships determine our level of influence (whether in our personal lives, with customers, or as sales leaders), and how emotions play into decision-making, even in a business setting. Because at the end of the day, everyone simply wants to feel uniquely valued and understood.

Find the show notes for this episode, including the full transcript, here.

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In this episode of SALES with ASLAN, Tom and Tab discuss a subject that they believe is “the most important topic we will ever talk about.” What subject could possibly deserve this superlative? Drum roll please… relationships.

Specifically, how to have successful and fulfilling relationships – not only with our customers, but with the people we care about the most. While this topic isn’t the most flashy, exciting, or measurable – it is the foundation of everything that we do in sales. Relationships matter.

Find the show notes for this episode, including the full transcript, here.

Tune in now to hear Tom and Tab’s insights: