Discussions for Explore

Archives for August 2022

How to have the best conversations.
The article we shared from John Kaplan this morning likely hits home with a lot of salespeople. Some highlights for me: Not being afraid to call out things in the conversation If your prospect seems distracted, ask why you aren't commanding their attention? Love that tip and something to remember. . Responsibility. When…
Who is your go-to for an extra set of eyes?
In today's content, we share the best practice of having someone else take a look at your sales process when things might not be closing as quickly as you'd like. Communications, phrasing, and other hiccups might be costing you time, if not deals! So who do you go to when you're looking for this kind of help? Your manager?…
Selling to Hesitant Customers
Posted a podcast today in the content feed on tips to move your opportunities forward, when customers are hesitant. What are you hearing from your customers? How are you dealing with additional scrutiny? Would love to hear what's working or what questions you have.…
Forgotten Step in Cold Calling
Thought I would start off a new topic here. We've all been through countless cold call trainings that start with "plan and prepare", but this video brings up a key step that most trainings don't address...Finding your swagger. https://youtu.be/r7dWsJ-mEyI
How do you ensure that you aren’t skipping steps in the sales process?
This is a question asked in the article on Ascender titled "Improve Sales Qualification: Know When to Walk Away". How do you use the MEDDICC steps in your own operating rhythm? Does your company have MEDDICC embedded into the CRM? I know some reps have their own tools as they work to validate various qualification inputs…

Upcoming Events

Ascender Insights: Selling to the C-Suite - "The Collective Yes"
In this edition of Ascender Insights, we're wrapping up our "Selling to the C-Suite" series and discussing the idea of the "The Collective Yes". There are very often multiple layers to a sale that requires signatures from multiple Chief level executives and/or the board. So how do you break through? How can you work with…
Ascender Teams Workshop - Selling Proofs of Concept & Pilots
Using a Proof of Concept (POC) or Pilot during the sales process can be a high-risk, high-reward situation. You're able to demonstrate success immediately, but ensuring POCs / Pilots drive conversions and accelerate the buying process isn't easy! We'll cover exactly how you can set up effective POCs/Pilots and make sure…
Ascender Live - MEDDICC Refresher (Open session!)
We're covering the MEDDICC Deal Qualification Method and some of the basics in this edition of Ascender Live. For this session, we'll be covering MEDDICC basics. What it is, how to use it, and then we'll open up the discussion to the sales challenges you're facing. Feel free to share this event to your team and friends in…
Ascender Insights: Getting ahead of the holiday season in a tight economy
Join us to discuss the importance of planning NOW to get ahead of the holiday season, especially when the marketplace is not as strong as usual. We'll cover topics like: Ways for you to prepare your deals with tighter than usual budgets How to identify what deals are most likely to slip Why starting your holiday planning…
Ascender Teams Workshop - How to address the silent treatment & reengage
Heading into the holiday season is a time where you'll get more busy signals and run into the dreaded silent treatment. Before we open the session up to your questions, we'll cover: How to address the silent treatment Ways to reengage your client Tips on how to spot that someone might be ready to ghost you After our…

Discussions for Explore

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