Ep. 170 - Creating A "Win" Strategy SALES With ASLAN podcast

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Ep. 170 - Creating a "Win" Strategy

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Contenido proporcionado por ASLAN Training and Development and ASLAN Training. Todo el contenido del podcast, incluidos episodios, gráficos y descripciones de podcast, lo carga y proporciona directamente ASLAN Training and Development and ASLAN Training o su socio de plataforma de podcast. Si cree que alguien está utilizando su trabajo protegido por derechos de autor sin su permiso, puede seguir el proceso descrito aquí https://es.player.fm/legal.

In this episode of SALES with ASLAN, Tom and Tab continue with their "back to the basics" theme.

Effectively delivering your recommendation and winning an opportunity starts with, of course, a strategy. Tab and Tom talk us through the four types of strategy and what top sellers do to effectively position their solution.

… continue reading

224 episodios

#Business #ASLAN Training and Development #ASLAN Training

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Ep. 170 - Creating a "Win" Strategy

SALES with ASLAN

published hace 2 años

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M4A•Episodio en casa

Contenido proporcionado por ASLAN Training and Development and ASLAN Training. Todo el contenido del podcast, incluidos episodios, gráficos y descripciones de podcast, lo carga y proporciona directamente ASLAN Training and Development and ASLAN Training o su socio de plataforma de podcast. Si cree que alguien está utilizando su trabajo protegido por derechos de autor sin su permiso, puede seguir el proceso descrito aquí https://es.player.fm/legal.

In this episode of SALES with ASLAN, Tom and Tab continue with their "back to the basics" theme.

Effectively delivering your recommendation and winning an opportunity starts with, of course, a strategy. Tab and Tom talk us through the four types of strategy and what top sellers do to effectively position their solution.

… continue reading

224 episodios

#Business #ASLAN Training and Development #ASLAN Training

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

hace 4 días34:07

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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

hace 13 días37:03

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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

hace 17 días1:07:56

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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

hace 24 días42:24

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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

hace 25 días42:24

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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

hace 7 weeks34:19

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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

hace 10 weeks40:04

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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

hace 11 weeks35:40

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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

hace 13 weeks35:15

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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

hace 15 weeks28:58

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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

hace 19 weeks29:55

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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

hace 21 weeks57:35

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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

hace 24 weeks52:48

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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

hace 25 weeks51:31

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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…

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

hace 26 weeks35:00

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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.…

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