Welcome to SALES with ASLAN, a weekly podcast hosted by ASLAN Co-founders Tom Stanfill and Tab Norris, geared at helping sales professionals and sales leaders eliminate the hard sell. At the end of the day, we believe that selling is serving. ASLAN helps sellers make the shift from a ‘typical’ sales approach, to one that makes us more influential because we embrace the truth that the customer’s receptivity is more important than your value prop or message.
In this episode of Sales with ASLAN, Tom and Tab explore 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.
🔹 Why sales success is a choice based on willingness
🔹 What A can't do for coaches
🔹 The role of frontline leaders in driving change
🔹 Why training must be tailored to individual needs
🔹 The desire to change as a key to long-term success
Sales is evolving—are you? Tune in to stay ahead, adapt, and thrive in 2025.
#SalesLeadership #MindsetMatters #FutureOfSales #Coaching #B2BSales
The following are notes from EP. 214 The Future of B2B Sales- Part 3
Watch below:
The Future of Sales Leadership & Why Mindset Matters More Than Ever
The new year brings new opportunities, but in sales, success isn’t just about strategy—it’s about mindset. Whether you’re leading a team or closing deals, your ability to adapt, learn, and evolve determines how far you’ll go.
As we step into 2025, B2B sales is changing rapidly. Buyers have more options, AI is transforming processes, and sales leaders must take a more coaching-focused approach to drive performance. In our latest episode, we explore what’s shifting in the sales landscape and how leaders can develop their teams to thrive in the years ahead.
Why Mindset is the Foundation of Sales Success
Sales success isn’t just about having the best product or pitch—it’s about willingness. The top-performing reps aren’t always the most experienced or naturally talented. They’re the ones who:
✅ Stay optimistic, even when facing setbacks
✅ Embrace change, rather than resist it
✅ Work hard to master their craft
✅ Take ownership of their coaching & development
Frontline Leaders: The Key to Sales Team Success
One of the biggest drivers of change in sales? Frontline leaders.
Managers aren’t just there to track KPIs. They set the tone, drive motivation, and create a culture of growth. Yet, too many sales managers lack the coaching skills needed to develop their reps.
🔹 Coaching is no longer optional—it’s essential for success
🔹 AI can enhance coaching effectiveness, but it can’t replace human leadership
🔹 Emotional needs matter—great leaders understand how to inspire their teams
If you’re leading a team, ask yourself: Are you coaching for performance or just managing numbers?
Training That Adapts to the Future
Traditional sales training is often one-size-fits-all, but today’s sales landscape demands adaptability. The best training programs provide tailored coaching to individual reps’ needs, can diagnose and align capability gaps, and focus on developing advanced skills, not just hitting activity metrics
Companies that invest in ongoing development will outperform those that don’t. Sales isn’t about checking boxes—it’s about continuous improvement.
