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Over the last few months, I’ve been taking a hard look at how I run demos. Not because something was “broken,” but because I realized something uncomfortable: it’s incredibly easy to show a lot of impressive things and still miss the mark with a customer. I’ve seen it in my own demos and in coaching others. We move…
Deals are more complex, budgets are tighter, and cycles are longer. That means you can’t afford to stay low in an account. To change deal momentum, you need to work higher and create urgency with people who actually have the authority to prioritize your solution. It takes courage, but the payoff is worth it. Three things…
In today’s selling environment, SKO isn’t just a kickoff — it’s a strategic reset. Buying cycles are longer, scrutiny is higher, and sellers can’t afford to leave value on the table by showing up unprepared. The sellers who benefit most from SKO already know where they’re stuck. They arrive with questions about territory,…
There’s something both exciting and intimidating about the start of a new year, especially when you carry a number. The pipeline resets. The leaderboard clears. Last year’s wins don’t count, and neither do last year’s misses. This year feels even more personal for me. I’ve accepted a new role, and I’m back in a…
Hello and welcome to Ascender! You've taken a big step forward and I'm so happy that you're here! One of the things you can do to start connecting with others is to comment below with your intro post so others will be able to see what you're about! I recommend that you copy and paste the template below (Pro-tip: Copy…
The day-to-day sales environment at year-end is chaotic. Buyers go dark. Internal deadlines stack up. Everyone wants certainty where there isn’t much. In this reality, small execution details make a huge difference for Ops. Incomplete close plans, missing paperwork, or unclear next steps don’t just slow deals — they create…
As the year winds down, everyone feels the pressure — especially Sales Ops. Forecast calls get tighter, scrutiny goes up, and gaps in deal clarity become painfully visible. This is where MEDDICC stops being a checkbox and becomes a service to the entire organization. When Metrics are vague, Economic Buyers are assumed, or…
One thing I’ve been talking about a lot lately—both with my team and with sales leadership—is how critical it is for Solutions Engineers to stay two steps ahead of both the customer and the salesperson. In today’s sales environment, customers expect more than a good demo. They expect partnership. They expect insight. They…
The sellers succeeding today aren’t waiting for SKO to “kick off the year.” They’re preparing in advance so SKO becomes an accelerant, not a reset button. With budgets tightening and buying committees expanding, you need every SKO session to tie directly to your territory, your accounts, and your plan. If you walk into SKO…
Name: Mike Free Title: Enterprise Account Executive Industry: HR Technology Sales Goals I want to achieve: Building relationships with other hi potential sellers & Max out comp Hobbies: Hanging with Family and Friends One thing you want to get out of being an Ascender: Connect with other sales professionals
FM Tech: Knowledge & Support Center This new technology support center is part of our ongoing effort to streamline access to helpful content and improve your experience. This site offers an organized layout, quick search, and easy navigation—so you can find what you need, when you need it. Within the Knowledge & Support…
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