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 about one way we might not realize we are losing influence, our anger. Tom and Tindell always bring in a story from Tindell’s home as she parents four kids from elementary to teens. This week, we are talking about how to identifyyour anger triggers, how to stop yourself from losing your temper, and why anger is a flawed strategy for influence.
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 lasting change.
From structured frameworks and observation techniques to the power of practice and the growing role of AI coaches, this episode covers:
Why coaching is the hardest (and most important) part of leadership
The three elements of effective coaching: Diagnose, Align, and Develop
How structured coaching builds engagement, productivity, and capabilities
The mindset shift needed for reps to embrace coaching
Real-world examples of how observation uncovers blind spots
The difference between coaching and managed sessions
How AI is revolutionizing skill development
Whether you’re a frontline leader or an executive looking to elevate your team, this episode equips you with practical strategies to coach for real transformation.
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 why this mindset often backfires. True productivity, they argue, is about outputs: meaningful customer events that create opportunities, move deals forward, or deepen loyalty.
Tune in to part three to hear how to truly define productivity and set your team up for success. Discover how to focus on outputs that actually drive results, why reps must own their plans, and how frontline managers can become catalysts for change.
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 vs. intrinsic motivation to tackling ego, relationships, and competing beliefs, Tom and Tab unpack why “action, not attitude, determines desire” and how leaders can spark lasting change.
Tune into the full series for more wisdom that will change how you approach your role in sales.
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 with ASLAN podcast, Tom Stanfill and Tab Norris explore how frontline leaders can stop simply managing and start becoming catalysts for change.
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 drives performance by aligning enablement with revenue impact.
We explore:
▪️ Why 100% executive buy-in is non-negotiable▪️ How just-in-time learning beats traditional onboarding▪️ A competitive enablement case study that led to a 27% pipeline boost▪️ How AI could kill the corporate deck and power personalized learning
Whether you’re in enablement, sales leadership, or looking to scale performance with less friction, this conversation delivers a fresh perspective on what great enablement looks like today.
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 shows, movies, and YouTubers that are all the rage, Tom and Tindell do a great job breaking down exactly what matters and what is worth letting go.
We are in the middle of summer, and most parents are being plagued with the daily question of when can I have screen time, and can I watch this? While TV has changed quite a bit since Tom was parenting, this candid discussion takes something very overwhelming and helps parents think through core values when saying yes or no to media.
We hope you enjoy the second episode in this spotlight series! We are not experts, but we are encouragers to anyone lucky enough to be influencing the next generation.
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 the work gets hard, especially in sales. You’ll learn why most people don’t have a discipline problem; they have a motivation problem.
Tune n hear what they’ve learned from decades of helping people and organizations achieve hard things.
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 simple, powerful framework: Isolate. Validate. Communicate.
You’ll learn:
Why objections often signal gaps in discovery
How to reframe pushback as an opportunity for collaboration
A 3-step framework that lowers resistance and builds trust
The right way to “drop the rope” and reduce pressure in conversations
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!
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.
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.
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.
We are in part two of our series on RFPs and this week is all about responding. Tom and Tab help equip you with crucial strategies for effectively evaluating and responding to unsolicited Requests for Proposals. Learn how to determine if an RFP is worth your time (even without a prior relationship!), identify key indicators like competitor associations and process efficiency, and assess solution fit. Discover the power of engaging directly with problem owners and crafting tailored, high-quality responses that stand out from the price-driven crowd.
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.
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.
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!
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:
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!
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.
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!