SalesPodcast

Master your craft with sALES with ASLAN

Ep. 45 – You Hate Process But It Will Save You

This week on #sALESwithASLAN we talk process, sales process.  As a selling free spirit, you might think I got this, I don’t need not stinking process.  Well you do and we discuss why and the consequences of what happens if you don’t follow a roadmap to solving your customers problems.  We address what is it and what’s the purpose of a sales process as well as what most people miss and finally how we can convince our customers that we are indeed the expert and that it is in their best interest to guide the engagement.  Our CEO and C-co-founder Tom Stanfill joins our president Marc Lamson and me to uncover the nuance of this important topic.  Enjoy the beer.  #salestips #salestraining

Ep. 44 – Tension In Sales Is Bad, Right?

Not necessarily.  Tension in the buyer-seller relationship is definitely bad but there is a kind of tension that can be healthy.  This week on #sALESwithASLAN, ASLAN President Marc Lamson and I unpack the two main types of tension that exist with our clients.  This topic actually comes from a client of ASLAN’s and because they also recommended our Ale choices today, we send a proud shout out to Utah and our podcast loyalists out there.  Enjoy the topic and enjoy the beer.  #salestips #salescoaching

Ep. 43 – Other-Centered® Selling: A True Sales Tale

On #sALESwithASLAN we talk a lot about truly being other-centered® not just trying to fake it. Well this week, I am joined by a true disciple of this philosophy, Matt Caldwell. Matt and I have known one another for nearly 20 years since we collaborated at APC in the early 2000s. Matt was exposed to ASLAN early in his career and has carried the foundations through a selling journey that has included transactional, complex and even executive relationship selling. Matt tells stories of how has applied these core principles in each of those stops along the way. IT is always great to hear how our content is helping real life sales reps in the real world. Enjoy the conversation and enjoy the beer.

Ep. 42 – How bad are your prospecting emails?

This week on #sALESwithASLAN, we take a look at some of the best and worst emails we get from sales people. By laughing and crying and exploring what we see, we hope to give you some ideas for improving your own #prospecting email approach. This can be such a useful tool for you to hunt and find new business but when done poorly, it can really backfire. You too could wind up on a podcast ???? Enjoy the episode with our President Marc Lamson and enjoy the beer.

Ep. 41 – Forecast So You Know How Much Money You Can Make

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.

Ep. 40 – Sales Is All About Managing The Highs And Lows

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.

Ep. 39 – Is Inbound Selling Different? Let Me Count The Ways!

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!

Ep. 38 – Learn How To Manage End Of Year Stress!

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.

Ep. 37 – Happy Thanksgiving – Be Excellent at Anything

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.

Ep. 36 – Learn How To Identify Political Structure In Your Prospects

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.

Ep. 35 – Prospecting Made Easy: 5 Things Learned Over 25 Years.

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.

Ep. 34 – How To Get A Prospect Off Of Email And Into A Conversation?

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.

Ep. 33 – You Want to Win A Negotiation? Drop the Rope®

#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.

Ep. 32 – You Don’t Have Unlimited Time So Prioritize Your Opportunities

#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.

Ep. 31 – Four Things To Prepare For A Successful 2020

#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.

Ep. 30 – What Motivates Sales Reps Most is Their Own Motivision!

#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.

Ep. 29 – What One Customer Got From ASLAN Sales Training!

#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.

Ep. 28 – What 3 Things Are Keeping You From Hitting Quota In Q4?

#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.

Ep. 27 – Top Things You Must Do To Prepare For The Big Presentation

#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.

Ep. 26 – How We Sabotage Change by the Way We Coach

#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.

Ep. 25 – What Are The Biggest Mistake That Sales Reps Make During Discovery?

#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.

Ep. 24 – What is The Right Blend of Sales Training to Ensure Sustained Development?

#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.

Ep. 23 – How Do I Know If I Need Tools or Training?

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!

Ep. 22 – Selling is Easier When You and Your Company are Connected by Purpose

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.

Ep. 21 – The Number 1 Mistake Sales Reps Make When Prospecting

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.

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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Scott Cassidy, VP of Marketing

SALES THOUGHT LEADERSHIP & PROGRAM DEVELOPMENT

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A communications broadcasting major from Villanova University, Scott Cassidy was supposed to be the next Chris Berman on ESPN. That all changed when he learned to sell and market products. Today, Scott runs marketing and the certified reseller channel for ASLAN Training & Development.

Prior to joining ASLAN in October 2018, Scott worked for F500 companies including Eastman Kodak Company, Parametric Technology Corporation, and Schneider Electric. He has over 30 years of experience in sales, service, marketing and management through leading various sales and marketing organizations. He joined ASLAN to look after marketing, but is most fulfilled when in front of a room.

What would you like to hear in our next episode? Please comment below.