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SALES with ASLAN

ASLAN Training and Development

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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. Traditional selling approaches are working against sellers. ASLAN helps sellers make that shift, from 'typical' selling to a different approach that makes us more influential because we embrace the ...
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Welcome to Flourishing Edge. This is the podcast dedicated to helping you unlock your full potential by mastering the art and science of happiness. We bring on the best leading experts on the topic of human flourishing to help you unlock your true potential and live with more joy, health, love, and meaning in your life. Your host is Ashish Kothari, the Founder and CEO of Happiness Squad, a company focused on helping individuals and organizations make flourishing their competitive edge and op ...
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What would it look like if organizations were intentionally designed for human flourishing instead of mere survival? Most workplaces today are leaking energy—burnout is rising, workers are underpaid, and leaders are still chasing profits at the expense of people. We’ve never had more knowledge about wellbeing, yet we remain starved for practice, wi…
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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 inf…
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Great leaders pour themselves into serving others, sometimes until they burn out. But if you want lasting impact, understand that it requires balance. When service comes without self-care, burnout follows. And when self-care comes without service, your leadership’s meaning fades. That’s why the key is learning to hold both, so you can thrive while …
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What truly drives people to thrive at work isn’t perks or programs, but the culture leaders create every single day. But when the day-to-day culture at work is marked by fear, unclear roles, and pressure from the top, people disengage no matter how many benefits you offer. Leaders often miss this because they’re chasing quarterly targets or process…
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Work doesn’t have to be a grind. In fact, the smallest acts of care, recognition, and empowerment can spark extraordinary transformation in how people show up and thrive. Yet too many leaders still chase big programs and sweeping changes, overlooking the everyday moments that actually matter most. What if the secret to flourishing at work has been …
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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 observa…
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Leaders often assume transformation comes from learning new skills or following the latest management trend. But real change begins when we confront our own beliefs, reflect deeply, and choose to step out of victimhood into agency. That inner work is what lays the foundation for lasting growth in how we lead and live. Only then can leaders create c…
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For years, companies have relied on credentials and rigid job structures that filter out talent instead of developing it. But in a world where roles are shifting fast, especially with AI, those old models are holding organizations back and leaving employees frustrated. It’s time for organizations to unlock human potential by rethinking talent devel…
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Most organizations aren't blind to the rising stress, burnout, and quiet quitting at work. They're just implementing workplace well-being programs that don't work. Leaders are left wondering why their people are disengaged despite offering meditation apps and mental health webinars. The real issue is that wellbeing isn't built into the business str…
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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, th…
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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…
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We’ve got more tools, more tech, and more opportunities than any generation before us. On paper, we should be thriving. So why is it that, despite all this progress, work still feels exhausting? Why have our workplaces become places of stress and burnout even though we've never been more prosperous? In this episode of the Happiness Squad Podcast, J…
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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 expl…
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On paper, everything looks right: your team is talented, your strategy is solid, and your goals are clear. So why does it still feel like progress is harder than it should be? Often, the real barrier isn’t a lack of strategy. It's because your people don't feel safe to bring their best selves to work. The issue is in your culture, which may have be…
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Organizations love to talk about well-being. But scratch beneath the surface, and it’s the same old perks: gym discounts, meditation apps, an extra day off. All while work itself remains exhausting. Leaders, you need to wake up! Only 20% of employees are thriving. More than 60% report daily stress. And the economic cost of poor workplace well-being…
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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 revenu…
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If a factory machine breaks, leadership responds within hours. If a system glitch halts production, it’s triaged immediately. But when a team’s morale is tanking, the response takes 6–12 months—if it comes at all. How did we get to a point where our physical assets get more respect than our human ones? We've spent years treating burnout like a solo…
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When an organization is trapped in survival mode, it doesn’t just face external pressure. It suffers an internal collapse of energy, creativity, and coherence. Chronic stress becomes the culture, innovation dries up, and people burn out trying to keep the lights on. But just as individuals can heal from trauma, so can organizations, if leaders are …
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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, To…
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The happiness we used to know was like a reward, something that shows up once life finally goes our way. But what if that moment never comes? What if life hands you unimaginable loss instead, and you're left trying to piece together who you are and what comes next? The truth is, happiness isn’t a finish line. It’s a conscious choice, and a lifelong…
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We often treat money as the finish line. We chase it, measure ourselves by it, and let it shape our choices. But in doing so, we lose sight of the real question: What are we trading our money for—and is it making us truly flourish? As we live in a world that often celebrates achievement, it's easy to build wealth while unintentionally bankrupting o…
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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 lear…
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We often talk about strategy, technology, and profit as the engines of success. And in times of rapid change and uncertainty, it’s easy to double down on those levers. But what if we’re missing the most important one? In this episode of the Happiness Squad Podcast, Niren Chaudhary, former CEO of Panera Brands, joins Ashish Kothari to share a leader…
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What if the success stories you believe, the leadership advice you follow, and the wellness rules you swear by are built on shaky evidence—or no evidence at all? Even well-meaning ideas like grit, purpose, and diversity can cause harm when taken at face value. So, we challenge you to think critically before embracing feel-good narratives. In today’…
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Ever walked into a conversation with the best intentions…only to walk out with a broken relationship? The cost of emotional avoidance in the workplace is massive, and invisible. Most people don’t fail at communication because they’re cruel. They fail because they never learned how to do it without causing damage. In today’s Happiness Squad Podcast …
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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. Commu…
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We live in a world that glorifies hustle, high performance, and constant doing. We rarely pause to ask what truly drives us or what it might cost to keep going without pause. Success demands work, but what if it's not always about pushing harder? While it might not sound like it, slowing down, looking inward, and rediscovering your purpose can rede…
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Sometimes, it feels like work wasn't designed with us, humans, in mind. Human suffering at work is becoming far too common in our tech-driven world of work. It’s burning us out, disconnecting us, and draining our energy. We’ve lost sight of the one thing that truly powers progress: people. But there's a way to break that mean cycle. A better way to…
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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 me…
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Many leaders today are emotionally dysregulated, and that shows up in the way they lead, communicate, and coach others. If you think emotional intelligence is just a “soft skill,” this one’s your wake-up call. In this episode of the Happiness Squad Podcast, Ashish Kothari sits down with Dr. Dan Docherty, President of Braintrust and Neurocoach, to e…
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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 do…
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Our workplaces are full of smart, capable people who are stuck in survival mode. They’re overwhelmed, constantly busy, and unsure how to sustain high performance. Meanwhile, organizations continue to default to control-based leadership, even though it's no longer effective in a fast-changing, “loosely coupled” world. Does this mean consistently dri…
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At work, we often operate in transactional mode, almost always skipping the human side of communication. But if you want to build trust, boost performance, and create a culture of belonging for your teams, you need to let go of silence, stress, and surface-level interactions. The only way to make meaningful connections is intentionally embracing po…
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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 ena…
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Too often, leaders think their biggest job is solving problems and driving results. But in the process, they unintentionally become task machines: skipping the “hello,” missing the human moments, and delivering feedback like checklists. That’s a sure way to build a culture where people feel unseen, unappreciated, and disconnected. In this episode o…
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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 criti…
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It's no secret that artificial intelligence is reshaping the future of work. But one question looms large: will AI strip us of our humanity—or help us become more of who we’re meant to be? As technology accelerates, it's easy to fear that empathy, connection, and self-awareness will fall behind. But what if the secret to thriving in the age of AI i…
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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, …
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Would you trade your brain health for career wins? You might already be and you're not noticing it. It's in the way you push through the back-to-back meetings, rely on caffeine to stay sharp, and squeeze in rest when you can. Your brain is keeping score of that behavior, and if you keep doing it, your performance, energy, and health will slowly dec…
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What do you do when $150 billion in economic pressure is knocking on your door? If you're leading a small or medium-sized business right now, you're not just navigating volatility—you're steering through a full-blown storm. Between plummeting markets, rising tariffs, and a fog of uncertainty, we can no longer afford to keep doing business as usual.…
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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 co…
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So many of us are negotiating every day: at work, at home, and most importantly, with ourselves—without even realizing it. Yet, when we think of “negotiation,” we often imagine a high-stakes business deal or a zero-sum game where someone wins and someone loses. That mindset is long obsolete. It's been holding us back from better relationships, grea…
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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…
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Most businesses start with a bold “why,” but along the way, profits take over, and purpose fades into just another corporate slogan. Now, with ESG and purpose-driven business facing backlash, companies are backing away, fearing controversy and short-term losses. But the truth is that leaders who abandon purpose risk more than just bad PR; they lose…
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Employees are burnt out, disengaged, and silently struggling with their mental health. Meanwhile, leaders assume they’re doing enough because their company offers an EAP (Employee Assistance Program) or has a "Mental Health Matters" poster in the breakroom. But most employees never use these resources. Not because they don’t need help, but because …
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If you want your company to scale, here's one question you need to ask yourself: Are you growing your people as fast as you're growing your revenue? Too many leaders obsess over business expansion but ignore the foundation that makes it possible—PEOPLE. In this episode of the Happiness Squad Podcast, Ashish Kothari and Ryan Heckman remind us that w…
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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-ma…
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We’ve been sold this idea that work and life are two separate things—one to survive, the other to enjoy. But here’s the truth: It’s all just life. The best workplaces don’t force people to "balance" their time between stress and fulfillment. They create cultures where work itself is a source of purpose, growth, and well-being. That’s exactly what T…
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