SALES with ASLAN

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 a...

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.

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.

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.

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."

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.

In this episode of SALES with ASLAN, Tom and Tab continue this three part series with a discussion on 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.

In this episode of SALES with ASLAN, Tom and Tab kick off the new year by taking it "back to basics" with Part 1 of this three part series. The start of the new year is always 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. 

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!

In this week's 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...

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 t...

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...

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. Ve...

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...

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, t...

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,...

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 tangi...

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...

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 bu...

In the latest episode of SALES with ASLAN, Tom and Tab get into the nitty gritty aspects of the "four levels of selling." As sellers, we're not just "in sales" - like musicians or athletes, there are different degrees of success, experience, and expertise that elevate salespeople into another league. They discuss what those levels are and what differentiates each one from the next, as well as the...

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 fo...

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...

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 busines...

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...

In this week's episode of SALES with ASLAN, Tom and Tab are joined by Jeb Blount , Founder & CEO of Sales Gravy. With over 29 million downloads on his podcast and a host of best-selling books under his belt, Jeb Blount is making a name for himself as one of the most notable thought leaders of our time. In this packed conversation, they discuss Jeb's journey to becoming one of the most wel...