Ep. 172 - How LinkedIn Can Build Your Pipeline SALES With ASLAN podcast

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

לפני 1 day50:00

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.…

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

לפני 8 ימים34:07

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.…

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

לפני 17 ימים37:03

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…

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

לפני 22 ימים1:07:56

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.…

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

לפני 29 ימים42:24

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.…

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

לפני 29 ימים42:24

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!…

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EP 217 The Perfect Presentation Part 3 34:19

לפני 7 weeks34:19

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 !…

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EP 216 The Perfect Presentation Part 2 40:04

לפני 10 weeks40:04

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 .…

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EP. 215 The Perfect Presentation Part 1 35:40

לפני 11 weeks35:40

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!…

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

לפני 13 weeks35:15

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.…

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

לפני 16 weeks28:58

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.…

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

לפני 19 weeks29:55

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.…

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

לפני 21 weeks57:35

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!…

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

לפני 24 weeks52:48

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…

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

לפני 25 weeks51:31

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…

SALES with ASLAN

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

לפני 27 weeks35:00

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.…

SALES with ASLAN

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

לפני 30 weeks59:22

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.…

SALES with ASLAN

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

לפני 32 weeks32:51

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.…

SALES with ASLAN

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

לפני 34 weeks1:01:33

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.…

SALES with ASLAN

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

לפני 35 weeks26:55

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.…

SALES with ASLAN

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

לפני 36 weeks35:20

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!…

SALES with ASLAN

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

לפני 37 weeks26:48

26:48

We're now in week three of the #OtherCenteredChallenge, focusing on the Serve More3 principle: caring, learning, and doing more for others than expected. This week, we're diving deeper into our challenge and recognizing that putting yourself first, instead of others, can lead to success but not fulfillment. Tom and Tab are challenging everyone to observe before acting, then encourage others as a way to implement this principle in both your personal and professional life. Join us as we explore how prioritizing others can strengthen all our relationships. Let’s serve more together!…

SALES with ASLAN

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EP. 201 The Other Centered Challenge PT. 2 Choose 40:34

לפני 39 weeks40:34

40:34

We are in week two of the #OtherCenteredChallange and Tom and Tab dive deep into the transformative power of 'OC 30'. This weeks word is choose - how determining your priorities should determine where you choose to spend your time. Join us and discover how prioritizing others for 30 days can feel like a refreshing detox for your mind and soul. Tom and Tab share personal experiences from the first week, including how this shift in focus has helped navigate busy schedules and find new motivation. They discuss the importance of conscious prioritization, the art of saying no, and why self-care is essential to sustaining this challenge. We challenge you to create your own priority list and start aligning your actions with your goal!…

SALES with ASLAN

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EP. 200 The Other Centered Challenge PT. 1 Decide 40:34

לפני 40 weeks40:34

40:34

Tired of the "me me me" world? At ASLAN, we believe true success comes from putting others first. That's why we're launching the #OtherCenteredChallenge – a 30-day journey to become other-centered ! How? Tom and Tab walk you through following the #OtherCenteredChallenge motto: Decide, Choose, Serve, Seek. This week we are focusing on deciding who the priority is before every interaction! Tune in for the next four weeks and watch every area of your life transform.…

SALES with ASLAN

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EP. 199 Switching from Customer Led to Rep Lead Sales 44:20

לפני 42 weeks44:20

44:20

On today's episode Tom, Tab, and Marc discuss moving from customer lead sales to rep lead sales . They help you ditch the reactive approach and become a sales leader your customers crave. Uncover the 3 Salesperson Archetypes: Are you results-driven, relationship-driven, or driven by what you represent? We'll identify your strengths and weaknesses, then show you how to leverage them for a winning, proactive approach. Actionable Strategies: No fluff, just practical tips and techniques to transform your sales calls from reactive pitches to engaging conversations that lead customers towards your product or service. Whether you're a seasoned salesperson or just starting out, this podcast is your roadmap to mastering the art of leading the sale. Subscribe now and take control of your sales conversations!…

SALES with ASLAN

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EP. 198 Your Decisions Will Determine Your Destination 53:11

לפני 44 weeks53:11

53:11

On this episode Tom talks with decision expert, Jon Bircher, as he shares insights from him life's work at Salt and Light Coaching. This episode dives into the power of your decisions and how they shape not just your future, but who you are. Here's what you'll get: Uncover Your Decision-Making Style: Are you a gut feeling person or a data-driven analyzer? From Selling to Helping: Learn how sellers can create a competitive advantage by shifting their focus from closing deals to helping customers make the best decisions . The Four Key Questions: We'll unveil a powerful decision-making process that empowers you to "Decide How You Decide" .…

SALES with ASLAN

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EP. 197 Shifting From Control to Influence in Parenting and Beyond 39:34

לפני 46 weeks39:34

39:34

In this episode, we apply ASLAN's core principles to one of our most important relationships: parenting. Tom and Tab explore shifting our focus from the illusion of control to the power of influence. We'll discuss how loosening our grip on outcomes allows us to walk alongside our children, fostering deeper connections and building a foundation for healthy, long-lasting relationships. By focusing on influence through connection and invitation, we create an environment where core needs are met. This episode is for any parent looking to influence without sacrificing the relationship.…

SALES with ASLAN

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EP. 196 Decoding The Deal: Unveiling Key Decision Makers In Every Sales Meeting 37:14

לפני 51 weeks37:14

37:14

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 Potential Blockers : Learn how to spot deal saboteurs and navigate their influence. The Power of Healthy Pessimism : Discover how a little strategic skepticism can help you prepare for every obstacle and close more deals. Stop wasting time and energy on dead-end conversations. This podcast equips you with the skills to confidently navigate any sales environment, identify the real decision maker, and confidently close the deal. Hit subscribe and get ready to transform your sales game!…

SALES with ASLAN

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EP. 195 Leveraging AI To Skyrocket Your Sales Performance 49:44

לפני 52 weeks49:44

49:44

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 understanding of their pain points by analyzing data and past interactions, allowing him to craft more relevant and compelling pitches. Automate repetitive tasks like data entry and scheduling , freeing up valuable time for building relationships and closing deals. They also discuss essential tips for anyone just starting their sales journey. They praise the discipline of hard work while you are building your career in sales and how important it is to seek feedback regularly. This episode is a must-listen for anyone in sales, whether you're a seasoned pro or just starting your career. Discover how AI can be your secret weapon to assist in sales.…

SALES with ASLAN

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EP. 194 Influencing The Unreceptive Customer 29:36

לפני 1 year29:36

29:36

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 needs first and build trust through genuine service. Pressure: Ditch the aggressive pitch! People crave freedom, so we'll show you how to frame your approach as solving problems, not making sales. Point of View: Stop talking and start listening! We'll teach you to uncover your prospect's true concerns and tailor your solutions to their unique perspective. Ready to stop pushing and start influencing? Subscribe to our podcast and discover how to connect with even the toughest customers!…

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SALES with ASLAN « » Ep. 172 - How LinkedIn can Build Your Pipeline

Ep. 172 - How LinkedIn can Build Your Pipeline

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Ep. 172 - How LinkedIn can Build Your Pipeline