SALES with ASLAN
Selling is serving. Let us serve you with tips, stories and experts on topics you care about. Buyer behavior has changed dramatically. Customers have more information available to them, and therefore are unreceptive, or closed, to sellers. And the harder we sell, the more closed customers become. Traditional selling approaches are working against sellers. ASLAN helps sellers make that shift, from 'typical' selling to a different approach that makes us more influential because we embrace the truth that the customer's receptivity is more important than your value prop or message.
Episodes
It’s the middle of the year. Goals feel distant. Progress is slower than expected. The initial excitement is gone, and all that’s left is the hard part.
If you’re feeling stuck or unmotivated, you’re not alone. In this episode of Sales with ASLAN, Tom and Tab break down how to stay motivated when the work gets hard, especially in sales. You’ll learn why most people don’t have a discipline problem; they have a motivation problem.
Tun...
In this episode of Sales with ASLAN, Tom and Tab revisit one of the most critical and often overlooked parts of sales, overcoming barriers.
From treating objections like debates (mistake!) to skipping proper discovery (another mistake!), they break down where most sellers go wrong and introduce a simple, powerful framework: Isolate. Validate. Communicate.
You’ll learn:
Why objections often signal gaps in discovery
How to reframe pu...
Welcome to this brand new spotlight series on Sales with ASLAN, ASLAN @ Home. In it, we will explore how the truths we teach in training, workshops, and courses can be taken home and used in the relationships that matter most.
In today's kickoff episode, Tom and his daughter Tindell discuss what it means to have conversations about a lasting and meaningful identity with their kids. They each share personal stories of moments when t...
In the latest episode of Sales with ASLAN, Tom, Tab, and ASLAN president Marc explore one of the most important (yet often overlooked) dynamics in modern B2B sales: the rise of the non-seller. Engineers, consultants, lawyers, and other technical experts are now more involved than ever in influencing buying decisions. But here’s the problem, they don’t see themselves as “salespeople.”
And that’s exactly where the opportunity lies. Tu...
In this episode of Sales with ASLAN, Tom and Tab sit down with global sales enablement leader Tommy Kiernan (TK) to unpack what truly drives results in modern enablement strategies. From his experience leading global enablement at companies like Visible Alpha and post-acquisition by S&P Global, Tommy K shares battle-tested insights for aligning enablement with leadership, measuring the right outcomes, and using AI to drive perf...
Congratulations! You’ve made it to the finals. The client has narrowed down their choices, and you’re officially in the running. But this is not the time to sit back and hope your proposal speaks for itself; this is where the real work begins.
In Part 3 of our RFP Series on the SALES with ASLAN podcast, Tom Stanfill and Tab Norris discuss the critical transition from a reactive approach to a proactive post-RFP strategy. This episode...
In the latest episode of Sales with ASLAN, Tom Stanfill and Tab Norris continue the essential conversation around one of the most complex and often misunderstood aspects of enterprise selling: responding to cold RFPs. While responding to a Request for Proposal (RFP) might seem like a straightforward process, submit your best price, wait, and hope, the reality is far more nuanced.
In Part 2 of ASLAN’s RFP series, the team dives into ...
Todays special episode is our latest webinar! Tom, Tab, and Randy talk in depth about the rapidly evolving landscape of B2B sales and uncover the critical shifts sales professionals need to navigate for continued success. We'll discuss how decision fatigue affects buyers overwhelmed by options, the rise and challenges of virtual selling, and the complexities introduced by multi-stakeholder decision-making processes.
Tom and Rand...
We just started a new series that we promise will have you taking notes. In Part 1 of our RFP Series, we dive deep into mastering the art of handling Requests for Proposals (RFPs). Discover how to shift from seller-centric tactics to customer-centered strategies, leverage the 'Big and Bold' approach to engage decision-makers early, and navigate the challenging "dark phases" of procurement.
Join Tom and Tab to gain powerful negotiat...
Sales with ASLAN hosts Tom and Tab just started a new series we promise you will want to take notes for. In Part 1 we dive deep into mastering the art of handling Requests for Proposals (RFPs). Discover how to shift from seller-centric tactics to customer-centered strategies, leverage the 'Big and Bold' approach to engage decision-makers early, and navigate the challenging "dark phases" of procurement.
Tom and Tab will give powerfu...
Finals presentations are high-stakes moments in sales. The best solution doesn’t always win—the best presentation does. In this episode of Sales with ASLAN, Tom and Tab dive into the critical strategies that separate top-performing sales professionals from the rest.
Learn how to own the stage, craft a compelling bridge slide, and engage decision-makers from the start. They break down:
- Why a strong positioning slide (or "bridge sl...
Finals presentations are high-stakes moments in sales—there’s no second place. Either you win the deal, or you walk away empty-handed. In this episode of Sales with ASLAN, Tom and Tab break down how to craft and deliver your best sales presentation.
They talk about why most sales reps fail in finals presentations. More importantly they share how to structure your opening for maximum impact, and the secret to using disruptive truths ...
Do you feel like you know how to make the perfect presentation when a deal is on the line?
In the latest Sales with ASLAN episode, Tom and Tab break down what it takes to craft and deliver a winning presentation—especially when the pressure is on. They cover the biggest mistakes sales professionals make, the pitfalls of hybrid presentations, and why understanding decision drivers is key to influencing your audience. Tom shares the c...
Its a new year time for a new mindset and new sales strategies.
In this episode, Tom and Tab talk about the power of optimism in sales, why mindset matters more than ever, and what our research reveals about the future of B2B sales leadership. Tom and Tab discuss the evolving role of frontline leaders, the impact of AI in coaching, and the critical need to address emotional needs in leadership.
This is a great episode for any leade...
In this episode of Sales with ASLAN, Tom and Tab dive into the evolving world of B2B sales, exploring how changing buyer behaviors and technological advancements are reshaping the role of the modern seller.
From the challenges faced by complacent veterans to the rise of AI-accelerated reps, this conversation is packed with actionable insights on how sellers can adapt, thrive, and stay relevant in a competitive market.
🔑 Key takeaw...
The B2B sales landscape is changing—fast! An alarming 67% of reps didn't think they would meet their quota this year. In this episode of Sales with ASLAN, Tom and Tab share the research they have done on the future of B2B sales, highlighting the profound impact of AI, shifting buyer behavior, and information overload on sales strategies.
The discuss how decision fatigue, self-service trends, and virtual selling are reshaping the wa...
In this episode of Sales with ASLAN, Tom and Tab sit down with Tom Couture, a seasoned sales leader with over 25 years of experience, to discuss the launch of Eagle—a new community dedicated to supporting sales professionals through mentorship, networking, and personal development.
Together, they explore how prioritizing people in leadership, cultivating curiosity in sales, and learning from top performers can drive career success...
Join Tom and Tab as they sit down with Jeff Henderson for a conversation packed with insights on leadership, customer service, and personal growth. Drawing from his books, Jeff dives into what it means to be genuinely for others in both business and life, and how that mindset fuels organizational success. Discover how aligning what you want to be known for with customer perceptions can elevate your impact. They explore the power of...
In this thought-provoking episode of Sales With Aslan, Dr. Randy Ross joins Tab Norris and Tom Stanfill to dive into his latest book, Make Life Good. They explore powerful themes like success vs. fulfillment, purpose-driven leadership, and why true satisfaction comes from serving others. Dr. Ross challenges us to go beyond self-interest and focus on making a positive impact, sharing insights on how small acts of kindness can transf...
In this episode of Sales with ASLAN, hosts Tom Stanfill and Tab Norris demystify business discovery meetings, offering practical insights to help you hit your numbers and better serve your customers. They explore the challenges of shifting from product-focused selling to offering total solutions and the difficulties of engaging with higher-level executives. Tom and Tab highlight the importance of aligning with business goals, showi...
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