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Now that I’m back in a quota-carrying role, I’ve made roleplay a regular part of my prep. Not as a box to check. Not as a team exercise that goes nowhere. But as a deliberate way to sharpen conversations before they matter. The difference between average and excellent performance in sales is rarely knowledge. It’s…
At the start of the year, most of us set ambitious goals. Presidents Club. Pipeline coverage. New logo count. Better MEDDICC discipline. Stronger access to Economic Buyers. Cleaner forecasts. Then the year gets loud. Deals slip. Priorities shift. A reorg happens. The market tightens. And suddenly we’re running hard without…
Earning President's Club once might be luck, but doing it over and over takes a collection of habits, skill, and discipline. Bob Kocis has been a key member of President's Clubs time and again throughout his career to the point he literally wrote the book on it. Bob joined us to talk about what makes a perennial…
Starting at a new organization is humbling. New acronyms. New systems. New personalities. New expectations. And if you’re in a revenue carrying roll, there's a new quota. I recently stepped into a new role, and while it’s exciting, I’ve been very intentional about how I’m settling in. I don’t want to rush the process. I…
Every year, Presidents Club looks glamorous from the outside. The trip. The recognition. The leaderboard. But when you talk to the sellers who consistently earn it, you hear something different. It’s not luck. It’s not one monster deal. It’s disciplined execution in the day-to-day — especially in today’s environment where…
AI has become a constant topic in sales conversations and I have it pretty well baked into my workflow. I didn’t want shortcuts that made me lazy, and I definitely didn’t want to show up to calls sounding like I copied and pasted a summary I didn’t fully understand. What I’ve landed on is this: AI is incredibly useful for…
In today’s selling environment, deals are scrutinized more heavily than ever. Procurement and legal teams are involved earlier, reviews take longer, and internal approvals are tighter. That makes the Paper Process a frontline selling issue — not a backend task. Sellers who wait until the end to understand paperwork…
Ending M1 of 2026, most reps should have a solid idea of what aspects of their 2026 GTM have been successful so far, what needed tweaking, and what got thrown out altogether. I know by the end of my M1, I’ve usually rewritten a few emails 2-3 times to try to fit the needs of personas better, tweaked my pitch to keep it…
Hello Everyone, I'm 5 months into my second career. I'm a retired detective now solving public safety training solutions in my 7 state territory. I'm trying to create a daily prospecting cadence with the help of A.I. My company has not purchased any "lists" of public safety departments but I also know there are no "hidden"…
For a long time, I thought my job started when the meeting started. Show up prepared. Know the product. Answer questions. Run a clean demo. What I’ve learned—sometimes the hard way—is that the real work happens before the call ever begins. The pre-call is where alignment is built, mistakes are avoided, and trust with the…
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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