Best Of
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Success Isn’t Given. It’s Owned.
If you want to win consistently, you have to take full ownership of your knowledge, your skills, and your character. Knowledge is where it starts. Your company owes you clarity on the problems you so…3 -
The Importance of Consistency in Carefrontation
When we talk about Carefrontation, one of its key principles is delivering honest, direct feedback in a way that shows empathy and care. However, for feedback to be truly effective, it needs to be co…2 -
Confirming that solutions are being received well?
With a focus on validating that you have proven that your solutions have solved a customer's current pains, do you get verbal confirmation from the buyer that you have solved them? Most reps I’ve see…2 -
Re: Confirming that solutions are being received well?
Hi Ben, This type of verbal feedback from the customer is best directed at the Champion, and should only be taken on trust from them. A Coach may answer this question, but remember, they will likely …3 -
What exactly is Carefrontation?
Carefrontation isn’t just about how we communicate. It’s about the mindset we bring to every interaction. At its core, it’s a commitment to balance honesty with care, challenge with support, and resu…4 -
RESOURCE: Single Sign-On (SSO)
Log in instructions for SSO Users Reminder: these steps apply for users whose company has enabled SSO. A. If you are a net new Ascender user: Click Get Started with Ascender in your welcome email You…1 -
Mastering Carefrontation: Avoiding the Pitfall of Brutal Honesty
When it comes to Carefrontation, being honest and direct is essential, but there’s a fine line between candor and cruelty. One of the most common pitfalls sales professionals encounter is mistaking C…4 -
Navigating the Balance of Carefrontation
When it comes to Carefrontation, the magic lies in balancing honesty with empathy. It’s not just about giving direct feedback or holding people accountable. It’s about doing so while showing genuine …3 -
Driving Value in a Selective Market
Navigating today’s cautious spending environment requires a sharp focus on cost efficiency and clear value delivery. While some budgets are set to grow, decision-makers are prioritizing ROI from prio…4 -
Re: Leading with Empathy
I love this series, John! My favorite part is how you're also giving tips to each level. This is great!1
