EP. 208 Mastering Discovery: How to Align, Engage, and Sell with Impact

SALES with ASLAN

#Business #ASLAN Training and Development #ASLAN Training

21:04

Step into the mysterious and visually stunning world of The Electric State as host Francesca Amiker takes you behind the scenes with the creative masterminds who brought Simon Stålenhag’s dystopian vision to life. In this premiere episode, directors Joe and Anthony Russo, stars Millie Bobby Brown and Chris Pratt, writers Christopher Markus and Stephen McFeely, and producers Angela Russo-Otstot and Chris Castaldi reveal how they transformed a haunting graphic novel into an epic cinematic experience. Watch The Electric State coming to Netflix on March 14th. Check out more from Netflix Podcasts . State Secrets: Inside the Making of The Electric State is produced by Netflix and Treefort Media.…

大约1年之前 35:00

M4A•单集首页

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, showing how effective questioning can demonstrate value to decision-makers. They emphasize the need for genuine curiosity and humility, fostering meaningful learning opportunities with executives.

218集单集

EP. 208 Mastering Discovery: How to Align, Engage, and Sell with Impact

SALES with ASLAN

published 大约1年之前

M4A•单集首页

218集单集

#Business #ASLAN Training and Development #ASLAN Training

All episodes

1
EP 216 The Perfect Presentation Part 2 40:04

19天之前40:04

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

25天之前35:40

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

大约1年之前35:15

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

大约1年之前28:58

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

大约1年之前29:55

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

大约1年之前57:35

57:35

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. Tom Couture shares insights on overcoming imposter syndrome and developing confidence. They all three agree that a service-first mindset creates long-term success in sales and leadership. Tune in to discover how mentorship, mindset, and meaningful connections can transform your sales career!…

1
EP. 210 Creating a Customer Culture That Leaves an Impact With Jeff Henderson 52:48

大约1年之前52:48

52:48

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 a positive team culture, the importance of relationships in sales, and how to navigate life’s transitions with purpose. Key Takeaways: Organizations thrive when they prioritize customer relationships A culture of gratitude builds loyalty and engagement Purpose-driven leaders create positive work environments Clarity and vision guide transitions and build resilient teams Tune in for actionable insights on leading with purpose and building lasting connections! #SalesPodcast #Leadership #CustomerSuccess #PurposeDriven #SalesWithASLAN…

1
EP. 209 More than Success: Selling and Leading With Purpose 51:31

大约1年之前51:31

51:31

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 transform both life and business. Tune in for a conversation that will inspire you to find your purpose, lead with impact, and make life truly meaningful. #PurposeDriven #Leadership #SalesWithASLAN #MakeLifeGood #ServeOthers…

1
EP. 208 Mastering Discovery: How to Align, Engage, and Sell with Impact 35:00

大约1年之前35:00

35:00

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, showing how effective questioning can demonstrate value to decision-makers. They emphasize the need for genuine curiosity and humility, fostering meaningful learning opportunities with executives.…

1
EP. 207 Mastering the Three C's in Sales: Connect, Contrast, and Convince 59:22

大约1年之前59:22

59:22

In this episode of Sales with ASLAN , hosts Tom Stanfill and Mark Lamson tackle the key strategies sellers need to succeed in today’s competitive market. They introduce the "Three C's"— Connect, Contrast, and Convince —as essential pillars for elevating your sales game and overcoming the challenges of distracted, overwhelmed buyers. Listeners will learn how to Connect their solutions to the buyer’s specific needs, tailoring their message to address what matters most. Discover how to Contrast your offering against the competition and highlight what makes it unique, ensuring your message cuts through the noise. Finally, master the art of influence by learning to Convince with emotional storytelling, success stories, and vivid analogies that resonate with buyers on a deeper level. Whether you're navigating virtual meetings, long sales cycles, or complex buyer behaviors, this episode offers actionable insights that will help you stand out, build trust, and close more deals. Tune in to gain practical tips and strategies to master the Three C's and elevate your role as a trusted partner in today’s fast-paced sales landscape.…

1
EP. 206 Virtual Sales Training: Tips From our Top Trainer 32:51

大约1年之前32:51

32:51

In todays episode, Tom and Tab dive into the world of virtual sales training with Terri Burkhart, one of our most experienced and successful trainers. Discover how to effectively engage and motivate your sales team in a virtual environment. Learn valuable insights on building rapport, delivering impactful presentations, and keeping your audience engaged from start to finish.…

1
EP. 205 Celebrating 200 Episodes and the Evolving Sales Landscape 1:01:33

大约1年之前1:01:33

1:01:33

Join us as we celebrate 200 episodes of Sales with Aslan! In this special episode, Tom Stanfill, Scott Cassidy, Marc Lamson, and Tab Norris reflect on the podcast's journey and discuss how the sales landscape has evolved. From AI and virtual selling to the impact of COVID-19, we'll explore the key trends shaping the industry. Discover the importance of Other-Centered® selling and how to adapt in this new era of selling.…

1
EP. 204 The Other Centered Challenge Wrap UP 26:55

大约1年之前26:55

26:55

In todays episode Tom and Tab, wrap up the #OtherCenteredChallenge by discussing what they have learned over the last 30 days. They talk about how prioritizing self-reflection, seeking feedback, and understanding their strengths and weaknesses helped them grow this month. Learn about their experiences leading workshops and the impact they've made on clients like Zillow who have embraced this way of selling. Tune in for practical advice on becoming a more effective leader and making a positive difference in the world.…

1
EP. 203 The Other Centered Challenge PT. 4 Seek Feedback 35:20

大约1年之前35:20

35:20

It's the final week of the #OtherCenteredChallenge! Tom and Tab dive into the power of seeking feedback to overcome blind spots. They reveal why many avoid feedback out of fear, but when we detach from the personal and focus on improvement, true growth begins. Discover why other-centered people prioritize feedback and how you can apply this practice in your personal and professional life. Get ready to embrace vulnerability and unlock your full potential!…

1
EP. 202 The Other Centered Challenge PT. 3 Serve 26:48

大约1年之前26:48