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Best Of
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It shouldn't sound ALL good.
When I leave a call and the prospect says, “This looks great.” “We love it.” “This is exactly what we need.” I don’t relax, but I instead get curious and cautious. Not because I enjoy being skeptical…2 -
Re: Selling prospects on channel partnerships in the dynamically changing tech climate
@David Chimenti I love this question because it is exactly what a lot of leaders are quietly wrestling with right now across many industries. It's not just a tech thing either. I agree with you,…1 -
Selling prospects on channel partnerships in the dynamically changing tech climate
Today’s tech climate is shifting so quickly, it seems to me that it may be difficult to forge longer-term partnerships with organizations we collaborate with. The potential that solutions will pop up…1 -
How and why I roleplay
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 conversat…1 -
Are Your Sales Goals Still Real or Just Written Down?
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 th…1 -
How I’m Using AI for Call Research Without Letting It Think for Me
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 sou…2 -
Successes to kick-off 2026
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 …1 -
Re: Creating a sales cadence as a new rep in an established terriroty
AI is useful here, but keep in mind that your targets are mostly people whose job is to interact with other people. The Ascender prospecting course is a great start, and AI can help, but having a hum…1
