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One of the highest-leverage skills in any sales process, especially in technical sales, is the ability to uncover customer pain. The kind that’s beneath the surface, not listed on the website or in the RFP. That skill is becoming even more essential as buying committees grow and sales cycles stretch. And while there’s no…
We’re all seeing it with deals taking longer, more people are getting involved, and approvals are tighter. The best reps aren’t just grinding harder because they’re getting smarter about how they move deals forward. Here’s one tip: Treat every week like a micro-cycle. Ask: “What action am I driving this week?” Whether it’s…
These are some practical outlines for enablement leaders, managers, and team champions, but remember: Get approval before trying to just launch into something. If you're an individual contributor, yourr manager should sign off on the content! One of the best parts about Carefrontation is that it doesn’t require a massive…
Running a Carefrontation workshop isn’t just about presenting slides or reviewing the Carefrontation framework with new terminology. It’s about helping teams practice the skill of giving honest, direct feedback while showing genuine care, and actually feeling comfortable doing it. If you're planning or leading a…
I used ChatGPT to help me write this, but I used my examples. Let me know what you think in the comments! 1. Use AI to Prepare for Complex Demos Before any big demo or POC, we drop the customer's public website and relevant call notes into GPT and ask: “Based on this info, what’s the best angle to show value with our…
If your company uses the Opportunity Manager Salesforce application and you've been granted a license, the resources below are available to help with using the app: OM User Guide | CoM & MEDDPICC OM User Guide | CoM OM User Guide | MEDPICC Each of these resources includes best practices, tips, and videos for both reps and…
Buying cycles are lasting longer, but Tim Caito joined us to talk about mindset, how to approach these deals, and ways you can use MEDDICC to keep your momentum going! Talking points included: Level-Setting Mindset shifts Remembering it's not the first time it's happened You can still sell and organizations are still…
Whether you're running a Carefrontation workshop or diving into any other sales enablement topic, your introduction sets the tone. It's your first chance to earn attention, build trust, and create energy in the room. A strong start can make the difference between a session that lands and one that drifts. So, what makes a…
When it comes to running a great Carefrontation workshop, content matters, but so does delivery. The way you structure your session has a huge impact on engagement, learning, and follow-through. While you don’t have to include every type of exercise, incorporating a mix of formats keeps energy high and gives participants…
One of the most impactful lessons I’ve learned is that selling technical products to economic buyers isn’t about diving deep into features, it’s about translating complexity into value. Economic buyers care about business outcomes. They want to understand why your solution matters, not how it works. And while technical…
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