PODCAST · business
SALES with ASLAN
by ASLAN Training and Development
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. 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.Learn more about ASLAN: https://tinyurl.com/3wr6w555
Episodes
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EP. 256 Desire Determines Development- Truth 19
Should sales managers coach every rep who needs to improve? At ASLAN, we believe the answer is no. In Truth #19 of Sales with ASLAN’s 30 Truths for 30 Years series, Tom Stanfill and Tab Norris unpack one of ASLAN’s most distinctive sales coaching principles: desire determines development....
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EP. 255- To Serve the Customer, You Must Lead- Truth #18
What if being “helpful” is actually keeping your sales team from serving customers well? In this episode of Sales with ASLAN, Tom Stanfill and Tab Norris unpack Truth #18 from ASLAN’s 30 Truths for 30 Years series: To Serve the Customer, You Must Lead. This episode is especially relevant for...
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EP. 254 Influence Begins With Validation- Truth #17
Most sellers think influence starts when they make their case. It doesn’t. In this episode of Sales with ASLAN, Tom Stanfill and Tab Norris unpack Truth #17 from ASLAN’s 30 Truths for 30 Years series: Influence Begins With Validation. When a buyer strongly disagrees with your recommendation, the...
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EP. 253 You Can't Overcome False Objections- Truth #16
What if the objection you’re trying to handle isn’t actually an objection at all? In this episode of Sales with ASLAN, Tom Stanfill and Tab Norris break down the difference between a real objection and a false objection, and why treating them the same can create even more buyer resistance. A real...
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EP. 252 People Buy You Before They Buy Your Recommendation Truth #15
What makes a buyer trust one seller over another, even when the solutions look similar? In this episode of Sales with ASLAN, Tom Stanfill and Tab Norris unpack one of ASLAN’s foundational sales truths: people buy you before they buy your recommendation. They explore why trust, motive, expertise,...
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EP. 251 Emotions Plus Logic Drive Decision Making- Truth 14
Why do buyers agree with your business case but still hesitate to act? Understanding the benefits isn’t always enough. They also need to care about what the change will mean for them. In this episode of Sales with ASLAN, Tom Stanfill and Tab Norris explore Truth #14: Emotion + Logic = Action.…
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EP. 250 The Best Way to Respond to Objections is with Truth- Truth #13
In Truth #13 of Sales with ASLAN, Tom Stanfill and Tab Norris tackle one of the biggest challenges sellers face: handling tough objections. The answer isn’t a better rebuttal or a more polished script. It’s the truth. Tom and Tab explain why the best sellers validate the customer’s point of view,...
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EP. 249 Drop the Rope® - Truth #12
In Truth #12 of ASLAN’s 30 Truths for 30 Years series, Tom Stanfill and Tab Norris unpack one of ASLAN’s most practical and counterintuitive principles: Drop the Rope® When a customer, colleague, or family member becomes resistant, our instinct is often to push harder, defend our position, and...
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EP. 248 Your Metamessage is The Real Message- Truth #11
Your words are only part of what people hear. In Truth #11 of ASLAN’s 30 Truths for 30 Years series, Tom Stanfill and Tab Norris explore the power of the metamessage, the meaning communicated through your tone, expression, attention, body language, and motive. They discuss how a technically…
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EP. 247 You Can't Improve What You Can't See- Blind spots 101- Truth #10
We all have blind spots, habits, strengths, and limitations that other people can see more clearly than we can. In Truth #10 of ASLAN's 30 Truths for 30 Years series, Tom Stanfill and Tab Norris explore why feedback is one of the most important tools for growth in sales, coaching, and leadership....
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Ep. 246 Discipline is Greater Than Talent- Truth #9
Discipline beats talent in sales because talent may create early momentum, but discipline creates repeatable results. That is the simple truth behind the latest episode of Sales with ASLAN. Tom and Tab unpack an idea that isn't the flashiest idea in the series, and it is not new to most leaders....
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Ep. 245 Attention Follows Need or Novelty- Truth #8
In a crowded market, attention is harder to earn than ever. Buyers are overwhelmed by emails, messages, meetings, AI-generated outreach, and competing priorities, so generic sales messaging gets filtered out quickly. In this episode of Sales with ASLAN, Tom Stanfill and Tab Norris continue the…
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Ep. 244 Top Sellers Focus on Identifying Barriers, Not Closing- Truth # 7
Most salespeople stumble at the finish line because they focus too much on closing rather than uncovering the real barriers that prevent deals from closing. What if the secret to more sales isn’t about closing harder, but about understanding what’s genuinely stopping potential clients in their...
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Ep. 243 Customers Trust Partners, Not Reps- Truth #6
In the latest episode of Sales with ASLAN, Tom Stanfill and Tab Norris unpack new research from nearly 500 buyers and 500 sellers. New buyer-seller research shows buyers are less dependent on sales reps for information. Learn why sellers need to become trusted partners, not product…
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EP. 242 Clear Your Mental Cache- Truth #5
What if your expertise is actually making you less curious? In this episode of Sales with ASLAN, Tom Stanfill and Tab Norris are joined by bestselling author and sales engineering expert Chris White to unpack the idea of “clearing your cache.” They explore why sellers often rely on assumptions...
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Ep. 241 To Sell More, Focus on the Buyers Process, Not Your Commission- Truth #4
Many sellers believe the key to winning more deals is learning how to close better. But the real problem is not closing. It is failing to advance the opportunity. In this episode of Sales with ASLAN, Tom Stanfill and Tab Norris unpack one of the most practical truths from ASLAN’s 30 Truths for 30...
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EP. 240 You are the Best Person to Sell Your Solution- Truth #3
In complex B2B sales, deals rarely fall apart because the solution is weak. More often, they stall because sellers are working through the wrong people. In out latest episode of Sales with ASLAN, Tom Stanfill and Tab Norris unpack a critical truth from our 30 truths for 30 years series: rank does...
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Ep. 239 Motive is Ultimately Transparent- Truth #2
Motive is ultimately transparent, and it can make or break your influence in sales and in life. In Truth #2 of ASLAN’s “30 Truths” anniversary series, Tom Stanfill and Tab Norris unpack why people can sense your intent, even when your words sound right. From “commission breath” to the subtle…
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Ep. 238 Willingness > Message- Truth #1
This episode kicks off a special year for Sales with ASLAN as we celebrate 30 years in business by revisiting the most important truths we have learned along the way. Tom and Tab start with the most foundational and most counterintuitive insight of all: the customer’s willingness to listen…
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EP. 237 From Content to Capability: Leveraging AI to Accelerate Training Adoption
Only a day after training, most teams forget half of what they learned. By the end of the week, nearly all of it is gone. Not because the content was bad, but because the human brain is wired to forget. That is the Forgetting Curve, and it exposes a deeper issue in sales enablement. Too many...
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Ep. 236: Overcoming Fear and Leading with Gratitude Featuring John Cerqueira, Pt. 2
In this episode, Tom, John, and Tab explore how an abundance mindset shapes performance, relationships, and results, especially under pressure. They unpack the difference between scarcity and abundance, why fear quietly sabotages peak performance, and how gratitude creates the psychological…
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EP. 235 Overcoming Fear and Leading with Gratitude Featuring John Cerqueira PT. 1
Year-end pressure, big presentations, quota conversations, it all amplifies one thing: fear. In our latest Sales with ASLAN, long-time friend and team member of ASLAN, John Cequeria, unpacks how survival instincts hijack performance, and how gratitude, service, and abundance can bring you back to...
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EP. 233 ASLAN@ Home- Anger Management in Parenting
Welcome to another episode of Sales with ASLAN! Today, weare back in our spotlight series called ASLAN at home, where we talk about maintaining influence in the relationships that matter most. Our CEO Tom Stanfill is joined by his daughter and ASLANS podcast producer, Tindell Baldwin, as theytalk...
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EP. 232 Moving From Sales Manager to Sales Catalyst PT. 4 Coaching
In part four of our series, Moving from Sales Manager to Sales Catalyst, we dive into the pivotal role of coaching in transforming teams and organizations. Tom and Tab break down why coaching is more than just a conversation; it’s about developing capabilities, driving performance, and creating...
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EP 231 Moving From Sales Manager to Sales Catalyst PT. 3 Productivity
In this episode of Sales with ASLAN, Tom Stanfill and Tab Norris explore one of the most misunderstood concepts in sales leadership: productivity. While many managers believe that tracking activity, including calls made, emails sent, and meetings logged, equals productivity, Tom and Tab reveal…
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EP. 230 Moving From Sales Leader to Sales Catalyst PT. 2 Desire
In this episode of Sales with ASLAN, Tom Stanfill and Tab Norris dive into the first dial every sales leader must master: desire. Change doesn’t happen in workshops or dashboards; it happens one-on-one - when frontline managers know how to connect change to what reps truly want. From extrinsic…
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Ep. 229: Moving From Sales Manager to Sales Catalyst PT. 1
As the sales landscape shifts under the pressure of AI, buyer behavior, and economic uncertainty, traditional sales roles are being redefined. But while most organizations focus on training reps to adapt, they often overlook the true agent of transformation: the sales manager. In our latest Sales...
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EP. 228 Enablement That Works: Insights From an Expert
In this episode, Tom and Tab sit down with Sheevaun Thatcher, VP of Enablement at Demandbase, to unpack her unconventional career path and the bold strategies redefining sales enablement. From innovative demo techniques to a five-question framework that filters out noise, Sheevaun shares how she...
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EP. 227: ASLAN@Home- Navigating Media Without Losing Your Mind
Welcome to our spotlight series, ASLAN@Home where we take the principles we teach in workshops and apply them to the relationships that matter most. On our second episode, Tom and his daughter, Tindell, discuss what overwhelms so many parents, how do we navigate the wide world of media? From TV...
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Ep. 226 Secrets to Staying Motivated
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...
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EP. 225 Overcoming Barriers in Sales
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...
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EP. 224 ASLAN @ Home- Helping Your Kids Understand Identity
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…
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EP. 223 Motivating and Equipping Non-Sellers to Sell
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...
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EP. 222 Driving Sales Enablement That Delivers: A Conversation with Tom Kiernan
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,...
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EP. 221 RFP Series Part 3: You Made the Final Cut, Now What?
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...
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EP. 220 What's The Deal with RFPs PT.2
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...
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EP. 219 Navigating the New Realities of B2B Selling -Live Webinar
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…
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EP. 218 Whats The Deal with RFPs Pt. 1
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'...
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EP. 218 Whats The Deal with RFPs Pt. 1
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…
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EP 217 The Perfect Presentation Part 3
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,...
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EP 216 The Perfect Presentation Part 2
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...
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EP. 215 The Perfect Presentation Part 1
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…
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EP. 214 The Future of B2B Sales Part 3
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...
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EP 213 The Future Of B2B Sales PT. 2
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...
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EP. 212 The Future Of B2B Sales-Part 1
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...
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EP. 211 Evolving in Sales: Trust, Mentorship, and Success with Tom Couture
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...
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EP. 210 Creating a Customer Culture That Leaves an Impact With Jeff Henderson
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...
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EP. 209 More than Success: Selling and Leading With Purpose
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...
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EP. 208 Mastering Discovery: How to Align, Engage, and Sell with Impact
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...
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EP. 207 Mastering the Three C's in Sales: Connect, Contrast, and Convince
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…
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ABOUT THIS SHOW
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. 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.Learn more about ASLAN: https://tinyurl.com/3wr6w555
HOSTED BY
ASLAN Training and Development
CATEGORIES
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Frequently Asked Questions
How many episodes does SALES with ASLAN have?
SALES with ASLAN currently has 258 episodes available on PodParley. New episodes are automatically indexed when they're published to the podcast feed.
What is SALES with ASLAN about?
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....
How often does SALES with ASLAN release new episodes?
SALES with ASLAN publishes regularly with 258 episodes available. Check the episode list for the typical release schedule.
Where can I listen to SALES with ASLAN?
You can listen to SALES with ASLAN on PodParley by clicking any episode. We provide an embedded audio player for direct listening, and you can also subscribe via your preferred podcast app using the RSS feed.
Who hosts SALES with ASLAN?
SALES with ASLAN is created and hosted by ASLAN Training and Development.
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