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Master your craft with SALES with ASLAN

Ep. 181 – 5 Reasons Why Deals Stall

After a brief summer hiatus, Tom and Tab are back with another episode of SALES with ASLAN! They discuss the frustrations of having a deal stall and five things that we as sellers can do (things that are in our control) to keep the deal from stalling.
Whether you’re selling a thousand-dollar product or a million-dollar solution, how do you keep the deal moving forward?
Find the show notes for this episode, including the full transcript, here.
Tune in now, wherever you get your podcasts:

Ep. 180 – Solutions to Buyer Resistance – Part 2

In this episode of #SALESwithASLAN, Tom and Tab continue their conversation on buyer resistance in this age of information overload, and give additional strategies for sellers to navigate this challenge.

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

Tune in now, wherever you get your podcasts:

Ep. 179 – Solutions to Buyer Resistance – Part 1

In this episode of #SALESwithASLAN, Tom and Tab discuss how to navigate buyer resistance in this age of information and technology overload, giving sellers some strategies and techniques to do so.

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

Tune in now, wherever you get your podcasts:

Ep. 178 – 4 Habits of Successful Leaders – Part 2

In this episode of SALES with ASLAN, Tom and Tab continue their discussion on what habits make leaders successful, effective, and able to ignite and drive change in their organizations.

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

Tune in now, wherever you get your podcasts:

Ep. 177 – 4 Habits of Successful Leaders – Part 1

In this episode of SALES with ASLAN, Tom and Tab discuss what habits make leaders successful, effective, and able to ignite and drive change in their organizations. What are these superstars doing to motivate and develop their sales teams?

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

Ep. 176 – The New Realities of Selling

In this episode of SALES with ASLAN, Tom and Tab are joined by special guest, Jesse Rome, our new VP of Training here at ASLAN. In what our hosts claim to be “the best episode ever,” the guys share their perspectives on selling in a post-COVID world. They unpack how we’ve had to shift our approach to selling, how to be effective sellers in a hybrid work environment, and some best practices for what seems to have taken hold as our “new normal.”

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

Tune in now:

Ep. 175 – The 3 C’s of Building Value

In this episode of SALES with ASLAN, Tom and Tab discuss how to effectively deliver a message. Most of the time, sellers (especially OtherCentered sellers), are focused on creating receptivity, eliminating buyer resistance, getting through the door, uncovering the truth, etc. etc. etc. But what do you do once you’ve created that fertile soil?
You plant the seed. Deliver your recommendation. Today, Tom and Tab unpack a helpful framework for delivering your recommendation, which centers around the three main questions a customer usually has at this stage: How can you help me? (Connect). Why should I pick you? (Contrast). Will this really work? (Convince).
Find the show notes for this episode, including the full transcript, here.

Tune in now, wherever you get your podcasts:

Ep. 174 – The Birds – Part 2

In this episode of SALES with ASLAN, Tom and Tab are re-joined by behavioral expert, keynote speaker and author, Dan Silvert. (If you missed Dan’s first appearance on the pod, check out Episode 171 – The Birds.)

During his previous feature, Dan introduced us to the 4 Behavioral Styles, illustrated by four characters: the Eagle, Parrot, Dove, and Owl. He used these characters to discuss how sellers can adapt to the four different behavior styles as they apply to customers. Today, Dan focuses on how this knowledge can also help sales leaders better understand their team members and more effectively lead, manage, and coach.

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

Tune in now, wherever you get your podcasts:

Ep. 173 – How to Become a #1 Rep with Calder Justice

In this episode of SALES with ASLAN, Tom and Tab talk with the #1 rep at a growing tech company called Jitterbit, Calder Justice. Tune in to hear them discuss the best question to begin every meeting, Calder’s #1 key to success, and the keys to being strategic and focused. Calder also shares how NOT identifying as a seller led him to the #1 spot in his organization, as well as his passion for being a ministry entrepreneur.

Find the show notes for this episode, including the full transcript, here.
Tune in now, wherever you get your podcasts:

Ep. 172 – How LinkedIn can Build Your Pipeline

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.

Ep. 171 – The Birds

In this episode of SALES with ASLAN, Tom and Tab are joined by Dan Silvert, to discuss the importance if building relationships in sales.
Specifically, they unpack the four primary behavioral styles that determine how people relate to one another and form relationships. This is key for sellers to understand because our relationships determine our influence, create receptivity, and ultimately allow us to serve our customers.

Tune in now, wherever you get your podcasts:

Ep. 170 – Creating a “Win” Strategy

In this episode of SALES with ASLAN, Tom and Tab continue with their “back to the basics” theme.
Effectively delivering your recommendation and winning an opportunity starts with, of course, a strategy. Tab and Tom talk us through the four types of strategy and what top sellers do to effectively position their solution.
Find the show notes for this episode, including the full transcript, here.

Ep. 169 – Influence Starts Here – Part 2

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 transcripthere.

Tune in now, wherever you get your podcasts:

Ep. 168 – Influence Starts Here – Part 1

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.

Tune in now, wherever you get your podcasts:

Ep. 167 – Plan to Crush 2023 – Part 4

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.

Ep. 166 – Plan to Crush 2023 – Part 3

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.

Ep. 165 – Plan to Crush 2023 – Part 2

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.

Tune in now, wherever you get your podcasts:

Ep. 164 – Plan to Crush 2023 – Part 1

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.

Ep. 163 – Life Changing Quotes from 2022

In this episode of SALES with ASLAN (the final one of the year), Tom and Tab share their favorite “principles, quotes, and truths” – ones that they’ve heard, collected, and taken to heart over the past year.

This feel-good episode is a great way to wrap up the year and put a bow on it. And speaking of wrapping and bows, we’d like to wish everyone a very happy and healthy holiday season!
Find the show notes for this episode, including the full transcript, here.
Tune in now:

Ep. 162 – 2 Counterintuitive Strategies for Salespeople

In this episode of SALES with ASLAN, Tom and Tab share two simple yet counterintuitive strategies geared at overcoming the two biggest problems that sellers face: engagement and converting unreceptive customers.
They are the same strategies that leaders leverage to engage their team members and drive results. Their conversation is guided by two questions:
How do you connect? How do you influence?
Find the show notes for this episode, including the full transcript, here.
Tune in now, wherever you get your podcasts:

Ep. 161 – Is Discovery All That Important?

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.

Tune in now, wherever you get your podcasts.

Ep. 160 – Influence Without Authority: How to Manage Your Channel Sales

In this week’s episode, Tom and Tab are joined by a true SALES with ASLAN alumni: our former host and founding father, Mr. Scott Cassidy.
Scott joins the podcast (mainly to deliver his famous intro once again), but also to help Tom and Tab address a specific group of sellers: those in channel sales.  Scott also brought along a guest of his own, Drew Henderson, an expert at selling to and through partners. Throughout their conversation, these four sales pros share a great deal of insight, but especially, how to “influence without authority.”
Find the show notes for this episode, including the full transcript, here.
Tune in now, wherever you get your podcasts:

Ep. 159 – “Sell Without Selling Out” featuring Andy Paul – Part 2

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.

Tune in now, wherever you get your podcasts:

Ep. 158 – “Sell Without Selling Out” featuring Special Guest Andy Paul – Part 1

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:

Ep. 157 – Pro Strategies from a Leader in Enterprise Sales – Randy Riemersma

In this episode of SALES with ASLAN, Tom and Tab are joined by Randy Riemersma, Senior AVP of the Enterprise Business Unit at Mulesoft and one of the most elite sellers and leaders out there.
Their conversation covers a range of sales topics, including, but not limited to: the drivers of success for the one percenters, situational fluency, access to power, how to stay motivated, personal brand, the six emotions that drive decision-making, Randy’s top book recommendations, and much more.
Find the shownotes for this episode, including the full transcript, here.
You won’t want to miss this one, so tune in now, wherever you get your podcasts:

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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