SALES with ASLAN

Are you tired of pitching to the wrong people? Feeling like your deals stall because you haven't identified the key decision maker? Join the ASLAN founders Tom and Tab as they unveil the secrets to unmasking the power players in every sales meeting. In this episode, you'll learn: The Role of Discovery : Go beyond titles and uncover the true function of everyone at the table. Identifying Po...

In this episode Tom sits down with top-performing sales rep and account manager from Cisco, Drew Armitage, to discuss how he's leveraging AI to skyrocket his sales. Drew dives deep into his daily routine, revealing how AI tools help him: Uncover valuable insights about clients and their needs beforehand so he can tailor his approach and maximize his chances of success. Gain a deeper understand...

Today Tom and Scott talk about how our world is more isolated than ever, people are more entrenched in their own opinions, making traditional sales tactics fall flat.  The harder you push, the more resistance you face. Listen as Tom helps you discover the 3 P's to convert even the most disinterested leads: Priority: It's not about you, it's about your customer. Learn how to put their n...

In this episode of Sales With ASLAN, Tom and Tab talk with Professor Frank Cespedes, a sales expert from Harvard Business School. Frank joins us to discuss his groundbreaking new book, "Sales Management That Works: How to Sell in a World That Never Stops Changing," which dives deep into how the selling landscape has been transformed by the modern customer and their access to data. Whethe...

At ASLAN we know change is hard so, how do you handle the stumbling blocks along the road to change? On today’s episode Tom talks with Scott about how we can keep growing personally and professionally no matter your age. They dive into the often-overlooked importance of failure. They also explore why failure is part of the process, how it unlocks valuable lessons, and why growth, even the good kin...

Tune in as Tom and Tab welcome author and sales leader Scott Edinger to the podcast. In this episode, we dive into Scott’s latest book, Growth Leader, designed to help seasoned pros and hungry novices unlock sustainable sales growth. Discover: - What it takes to become a growth leader who inspires meaningful change - How to create a sales experience that will increase your close rate - Tips to fos...

In this episode, Tom and Tab talk about what it takes to actually get your emails read and not just seen then deleted. They emphasize the importance of answering these four questions: Who are you (are you a real person)? Can you solve my problem? What's next? How do I learn more? They also discuss the significance of subject lines and the need for a process in crafting compelling emails. This...

In honor of Valentine's day we wanted to talk about a relational need we all have… to be valued. We pulled this episode from the vault just for today because ASLAN partner Marc Lamson does such a great job explaining why meeting this need matters, from your customers to your spouse. We have a great discussion about why valuing others and paying attention can not only land you more business but...

Today, Tom and Tab have the pleasure of talking to Dr. Randy Ross, bestselling author, communicator, and business culture expert. On this episode, they dive into Randy's book,  Remarkable  and what exactly a remarkable person does and why this makes such an impact where you work and where you live. Randy gave practical advice for anyone from business leaders to parents of how to create a cultu...

Welcome to a new year! On today's episode Tom and Tab dive into what changes we can all make to ensure that 2024 is our best year yet and it's not what you think! Tom and Tab each share four practices that they have put into place in their own lives to help them be successful at the office and outside of it. From creating space or margin in their week so that busy doesn't turn into con...

Today Tom and Tab dive into one of the main complaints among sales leaders, how do we help our account managers become trusted partners? If account managers are golden retrievers who thrive off the relationships with their customers can we help them be more like tigers prowling for their next sale?  Tom and Tab give great insight on how leaders can coach them to become trusted partners. At ASLAN w...

In this episode Tom talks with our partner from down under, Charlie Pidcock. Charlie is an ASLAN Partner in Sydney, Australia who shares his insight on leading with conviction and how he strives to have a mindset of always being in service. Charlie and Tom talk candidly about how to see blind spots through coaching and constantly asking questions. We loved the reminder that we are never too far in...

Today Tom and Tab are in part two with John Cerqueira where we dive into how fear sabotages our ability to sell. John guides us through having the right headspace so that we can have clarity to serve, connect well to others, and be present with clients. His approach gives us great insight on not linking our outcomes to our identity no matter how the meeting goes.

In this episode, Tom and Tab meet with former ASLAN employee, John Cerqueira. John is now pursuing his passion for coaching leaders to be more peaceful and purposeful. Together we spend two episodes talking about how important our emotional state is to our performance at work. John talks about the keys to effective change in a company of any size and gives us an insightful tip that works both at t...

Today we get the pleasure of talking to Jeffrey Gitomer, bestselling author of over fifteen books on sales including our favorite and his most popular  The Little Red book of selling.  Jeffrey is a sales expert who got his start in New York City, not a place known for an easy sale. Jeffrey runs a family-owned business who is known for his straight talk approach. We loved getting to align with Jeff...

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?

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.  

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. 

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. 

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? 

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 p...

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. To...

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...

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...

In this episode of 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.