EP. 208 Mastering Discovery: How To Align, Engage, And Sell With Impact SALES With ASLAN podcast

46:42

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 they have been tempted to define themselves by what they do. Tom explains how you can see the world in one of two ways. One, you are in a pyramid just climbing to the top, or two, you are a piece of a puzzle with purpose and a unique opportunity because of who you are. Join them in this insightful and fun conversation, which we hope will benefit anyone with the title of parent, mentor, or friend!…

1
EP. 223 Motivating and Equipping Non-Sellers to Sell 42:43

9 days ago42:43

42:43

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. Tune into to learn how to equip and motivate "non-sellers". In this episode we cover how to... Ask for permission to explore the problem together. Focus on the client’s desired outcomes , not just the features of your product or service. Avoid information overload- simplify, clarify, and guide. Reframe objections as opportunities to understand deeper resistance.…

1
EP. 222 Driving Sales Enablement That Delivers: A Conversation with Tom Kiernan 50:00

23 days ago50:00

50:00

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 performance. You’ll learn: Why enablement must start with leadership (CRO, sales, and client success) How to move from measuring competencies to business outcomes The power of conversation intelligence tools in building better scorecards How to manage change and assess team readiness through objective benchmarks Whether you're a sales leader or enablement pro, this episode offers tactical wisdom for building a program that actually drives growth.…

1
EP. 221 RFP Series Part 3: You Made the Final Cut, Now What? 34:07

4 weeks ago34:07

34:07

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 lays out a game plan for what happens after your proposal makes it through the initial round and how to position your team to win.…

1
EP. 220 What's The Deal with RFPs PT.2 37:03

6 weeks ago37:03

37:03

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 how to strategically evaluate and respond to RFPs when you don’t have an existing relationship with the organization. These “cold RFPs” present unique challenges, but with the right approach, they can still become opportunities for meaningful wins…

1
EP. 219 Navigating the New Realities of B2B Selling -Live Webinar 1:07:56

6 weeks ago1:07:56

1:07:56

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 Randy discuss how to effectively stand out amidst information overload by becoming a trusted advisor rather than just another salesperson. Learn why building long-term relationships based on trust and mutual benefit is essential in today’s market. Tune in for practical strategies and real-world advice on simplifying complex decisions, enhancing virtual engagement, and mastering the dynamics of modern B2B sales.…

1
EP. 218 Whats The Deal with RFPs Pt. 1 42:24

7 weeks ago42:24

42:24

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 negotiation insights to ensure your solutions are valued beyond price. Tune in to start winning more deals and prepare your team to confidently handle RFPs from day one.…

1
EP. 218 Whats The Deal with RFPs Pt. 1 42:24

7 weeks ago42:24

42:24

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 powerful negotiation insights to ensure your solutions are valued beyond price. Tune in to start winning more deals and prepare your team to confidently handle RFPs from day one!…

1
EP 217 The Perfect Presentation Part 3 34:19

11 weeks ago34:19

34:19

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 slide") sets the foundation for success How to simplify your presentation deck for maximum impact The power of collaborative discussions and validation in earning buy-in How to reduce buyer risk with success stories, pilots, and demos If you’re preparing for a high-stakes sales pitch, this episode is a must-listen. Tune in now to learn how to present with confidence, win over decision-makers, and close more deals. Listen now on Sales with ASLAN !…

1
EP 216 The Perfect Presentation Part 2 40:04

13 weeks ago40:04

40:04

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 to challenge buyer assumptions. Whether you're facing disengaged decision-makers, silent virtual audiences, or unexpected objections, this episode will help you own the stage and close more deals . If you're preparing for an upcoming sales pitch or finals presentation, don’t miss this episode. Listen now and master the art of winning sales presentations. For more expert insights and sales training resources, visit ASLAN Training .…

1
EP. 215 The Perfect Presentation Part 1 35:40

14 weeks ago35:40

35:40

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 critical mindset shift that sets top performers apart: “I will win this project if… [fill in the blank].” Listen now and let us help!…

1
EP. 214 The Future of B2B Sales Part 3 35:15

16 weeks ago35:15

35:15

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 leaders looking to make sure they leverage AI when necessary while also remaining invested in their reps.…

1
EP 213 The Future Of B2B Sales PT. 2 28:58

19 weeks ago28:58

28:58

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 takeaways: Why 67% of sales reps feel they won’t hit their quotas How to leverage AI to get better not just faster How to stand out as a trusted partner in a crowded landscape The role of technology in boosting focus, productivity, and earnings 📢 Tune in to learn how to navigate the future of sales and take your performance to the next level.…

1
EP. 212 The Future Of B2B Sales-Part 1 29:55

22 weeks ago29:55

29:55

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 way buyers engage with sellers. Tom emphasizes the increasing need for trusted partnerships and shares actionable insights for sales professionals to adapt, elevate their game , and thrive in an environment where buyers are more informed yet overwhelmed than ever before.…

1
EP. 211 Evolving in Sales: Trust, Mentorship, and Success with Tom Couture 57:35

25 weeks ago57:35