SALES with ASLAN

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.

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

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.