tool at our disposal, including AI, to make it happen. So, what does your sales team need to thrive in this new


world? Let’s break it down: 1. Break through the noise and get more meetings with the right people


2. Embrace the role of Trusted Partner 3. Master virtual selling 4. Develop a robust online presence 5. Focus on developing crucial influence skills 6. Align your process with the buyer journey These aren’t just buzzwords – they’re the keys to unlocking


success in modern B2B sales. But how do we turn these concepts into reality? That’s where our transformative approach comes in.


Transforming Sales Training: The


ASLAN Approach We’re not here to give you another run-of-the-mill training program. We’re here to revolutionize the way you sell, and we’ve got the results to prove it. Just ask Zillow. Way too often, training fails to hit the mark. We’ve found that


the primary culprit is a lack of understanding or commitment to the transformative process. This wasn’t the case for one of ASLAN’s most recent modern sales organizations – a $2 billion tech company with 1,000+ sellers who faced all the challenges described above. Here’s our process that not only immediately boosted


engagement (scores) but, more importantly, increased the quarter-over-quarter quota by 39%.


Prepare: Laying the Foundation for Success Here, our objective is simple: Create your program and your sustainment plan. Our approach is to integrate our time-tested content with your solutions, your customers, your reps, and your culture. Here’s how we ensure adoption: • AI-Aided Assessment of Needs: ASLAN utilized GONG to assist in gap analysis to gain a clear picture of what is happening on your front lines.


• Alignment Meetings: Meet with key stakeholders to share “X-Rays” in order to finalize learning objectives, establish training KPIs, and ensure buy-in to the sustainment plan.


• Customized and Rebranded the Program: Based on the learning objectives, we follow our blueprint for constructing the program.


• Manager Acceptance: Before rollout, we ensure front-line managers are aligned and prepared to drive change.


8 | ASLAN SPECIAL EDITION 2024 SELLING POWER © 2024 SELLING POWER. CALL 1-800-752-7355 FOR REPRINT PERMISSION.


Ignite: Sparking Real Change This is where the magic happens. Here we take the first step toward transformation: a life-changing workshop. There are three phases to how we spark change: • Embracing the Need for Change: Change begins with believing that change is needed. For every critical concept taught, we begin by leveraging creative ways to demonstrate why it is in the rep’s best interest to change. Whether popular movie clips, simulations, research, principles, or powerful illustrations, the underlying theme is that we are more successful if our purpose is to serve the customer. This is why we call it Other-Centered® Selling. This belief drives engagement and the highest level of performance.


• Experiential Learning:We created customized labs, for every unique sales role, to build simulations that let your team see and feel what good looks like.


• Execution: Lastly, participants practiced based on real-world scenarios development from pre-work and customized profiles.


Result: Participants raved about the program, scoring it a 4.76 out of 5


Transform: Making Change Stick Now we have momentum, the real work happens here. This is where we ensure the changes last. In this final stage, our focus it to drive comprehension, adoption, and mastery by: • Leader Certification: Leaders not only attended a two-day Catalyst program, but they also followed ourCatalyst™ Certification process, ensuring they have embraced the process and are equipped to coach and drive change.


• AI-Assisted Gap Identification: We use AI to pinpoint areas for improvement, measure adoption, and provide conversational intelligence.


• Microlearning for Ongoing Development: We offer a self-serve platformcalled RENUE that provides the rep just- in-time support and provides the coach the resources to help reps master the program.


The Business Impact Once complete, the return on investment exceeded the client’s expectations. • 39% increase in quarter-over-quarter quota attainment within 90 days


• 300% increase in engaged selling time • AI identified that Trusted Partners outperformed traditional sellers by 103%


Page 1  |  Page 2  |  Page 3  |  Page 4  |  Page 5  |  Page 6  |  Page 7  |  Page 8  |  Page 9  |  Page 10