Best Of
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April 4, 2025 - Ascender Insights: Unseating an Incumbent [Event Recap]
Pouli came on live and talked us through some of the key components to winning a deal where there's already an established solution. There were some great questions and you can catch the recording be…1 -
Re: April 4, 2025 - Ascender Insights: Unseating an Incumbent [Event Recap]
Here's a question we had on the call and didn't get to live from Erin M. I had a discovery call yesterday with one of our ideal ICPs. I’ve identified a strong champion and secured an on-site demo. Th…1 -
Join Me This Friday: Unseating an Incumbent
Hey everyone, Pouli here! If you’ve ever faced the challenge of selling into an account that already has a solution in place, you know how tough it can be to break through. That’s exactly what we’re …2 -
Persuasion vs. Resistance: The Power of Leading with Questions
In sales, pushing too hard to convince a prospect often creates resistance. Instead, guiding the conversation with insightful questions allows them to uncover their own needs, leading to stronger eng…2 -
Re: Carefrontation Requires Cultural Awareness
This is very true! We actually talked about that a bit on a webinar with @Joern Wozny! Be aware of culture, especially in this modern world where we often speak with others across the globe!1 -
Keep It About the Actions, Not the Person
One of the key principles of Carefrontation is delivering honest, constructive feedback while showing that you genuinely care. But there’s a common mistake that can quickly derail this approach, and …2 -
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
