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Best Of
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The Pre-Call Is Where the Call Is Won or Lost
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 w…2 -
Creating a sales cadence as a new rep in an established terriroty
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 prospecti…1 -
Making sure I give the client what they asked for.
For a long time, I thought I was good at running calls. I had an agenda. I covered my talking points. I advanced the deal. And on paper, things were moving. But lately, I’ve realized something uncomf…2 -
Why Sales Engineers Need to Anticipate Customer Needs (and How to Do It)
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 salespers…1 -
Greetings
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 w…2 -
Don’t Lose Sight of Why the Deal Started
One thing I’ve noticed lately in coaching my team is how easy it is to lose sight of why a customer came to us in the first place. Every deal starts with a reason. A problem. A goal. A frustration. A…3 -
Finding Another Gear When You’re Tired
I’ve had a few of those weeks lately — the kind where you feel like you’re pushing uphill every day. The meetings keep coming, deals keep changing direction, the inbox never stops filling up, and som…1 -
Re: EdTech Sales
@Rob Seitelman, MBA MFA - I will be sure to call this post out next week in the Ascender Digest, but we'll also feature it on Ascender to get more eyes. Hopefully we can help you chat with more …2 -
EdTech Sales
Do any fellow salespeople here work in EdTech? I'd love to create a space to collaborate/commiserate. It feels like our sector is unique, but I don't know if every vertical feels that way.2
