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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 below! Talking points included: Level-Setting Your product is likely very similar, so how are you different? You need to…
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March 14, 2025 - Ascender Insights: When to Walk Away [Event Recap]
Paul DeMore was live with Ascender to talk about how you know a deal isn't going to close right now and how to walk away with your relationship intact and your head held high. Talking points included: Level-Setting It's not always easy to tell YOU have to make the call But you should always talk with your manager, first…
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"When to Walk Away": Email Template [Ascender Resource]
We talked about sharing an email that allows you to walk away gracefully during our Ascender Insights Webinar on March 14, 2025 with Paul DeMore. Check out the email below and use it as a blueprint to help you walk away from a deal that you and your manager have decided will not close. Check out this post for more on the…
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February 7, 2025 - Ascender Insights: Sales Trends to Win in 2025 [Event Recap]
Pouli joined us for a real conversation around the trends to watch out for in 2025 so you can set yourself up for big wins across the board! Talking points included: Level-Setting These trends are more like evolutions, rather than something brand new Top Trends to look for AI & Storytelling How to use AI in storytelling…
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January 23, 2025 - Ascender Insights: The Plan to Make the Plan [Event Recap]
We sat down with John Kaplan and dug into the specifics on how you will put pen to paper and then share out your plan for 2025. There were some really amazing questions live, so be sure to check the recording for more! Talking points included: Franchise Mentality Own your territory Be willing to share with your manager on…
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December 6, 2024 - Ascender Insights: Selling to Experienced Buyers [Event Recap]
Antonella O'Day joined us to help you identify, gain access, and better sell to experienced buyers. This was a really interactive group with lots of questions! If you have questions to follow up with, please leave them in the comments and we'll work with Antonella to get you answers. Talking points included: Level-setting…
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November 21, 2024 - Ascender Insights: Beating a Slow Economy with Value-Based Selling [Event Recap]
Jörn Wozny joined the Ascender team to talk about how he tailors Value-Based Selling to his approach. This event covered some insight from someone who's located in EMEA (Germany), as well, so if you have questions or want to hear more from Jörn, be sure to tag him in the comments! Talking points included: Framing your…
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November 1, 2024 - Ascender Insights: Differentiating Yourself as a Salesperson [Event Recap]
Diana Sheley dropped serious knowledge on our Ascender Insights webinar that was all about "Differentiating Yourself as a Salesperson". From setting the tone to coaching your team, Diana's got the best ways you can actually stand apart from the crowd. Check out the recap, recording, and deck below. Talking points included:…
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October 4, 2024 - Ascender Insights: Building Consensus with Metrics [Event Recap]
John Boney joined us to talk about Building Consensus with Metrics. We covered the why and the how, discussing the reasons you need to ensure that everyone is on board with your solution and how it will help them reach their goals. Check out the recap, recording, and deck below. Talking points included: How to frame your…
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How to revisit our "Selling to the C-Suite" series
Be sure to check out the tag for "Selling to the C-Suite" should you wish to revisit our series from last year when we interviewed C-level executives about tips and best practices on how to sell into each level. From CMO to CFO to CEO, we covered it all!
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September 6, 2024 - Ascender Insights: Objections Throughout the Sales Process [Event Recap]
Antonella O'Day was live to talk about objections and what they can look like throughout the sales process. This one had a lot of great questions and we dug deep on how you can overcome nearly any objection thrown your way. Check out the recap, recording, and deck below. Talking points included: Anchors and how to use them…
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August 21, 2024 - Ascender Live: MEDDICC in EMEA [Event Recap]
Tim Caito came on to talk about selling in EMEA, what some of the cultural differences are, and how some differences get exaggerated. Check out the recap and the recording below. Talking points included: Level-Setting on how EMEA is different Noting that EMEA is NOT a monolith How selling is still about problem-solving…
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August 16, 2024 - Ascender Live: Hitting Your Yearly Target [Event Recap]
John Boney focused on some specific things that ensured he was on target at by the end of the year and shared his philosophy on something he calls "Q+2". Find out what that means and the answers to the questions from our live participants' questions below. Some things we covered: Hitting your yearly targets The Q+2…
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August 2, 2024 - Ascender Insights: Holding Yourself Accountable [Event Recap]
John Kaplan joined Ascender as we discussed the idea of "Holding Yourself Accountable" and how you can work now to set yourself up for success at the end of the year. We've shared a full recap, resources, and additional recordings below. Due to a technical issue, the recording is not available at this time. Some of the key…
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July 12, 2024 - Ascender Insights: Qualify & Close with MEDDICC [Event Recap]
Nicole Ardiet and Tim Caito talked to Ascender about MEDDICC in two parts: Qualifying and Closing. Check the recording below for the full discussion. Some of the key talking points were: Establishing if the company you're selling into is actually a fit How you can establish that you're on their side Finding out what they…
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June 21, 2024 - Ascender LiveWorkshop: Mastering One-on-One Meetings with Your Manager [Event Recap]
Ascender invited on Antonella O'Day to help walk through how you can create high-value one-on-one meetings with your managers. Meetings that are important enough, already, but ones that often aren't leveraged well. Check the recording to see how you can level up your 1:1 meetings, right away. Catch the recording of the…
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June 7, 2024 - Ascender Insights: Getting the Most Out of Your Manager [Event Recap]
John Boney and Ascender went over the important relationship that you have with your manager and how you can leverage them as a resource in your day-to-day life. This Ascender Insights webinar was all about working with our managers and talking about the relationship that we have with them. They're a great resource, but…
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May 17, 2024 - Ascender Live: Selling on Value: Q&A Session on Common Challenges [Event Recap]
We were joined by Antonella O'Day to talk about Selling on Value. Catch the recording below where Antonella shared her viewpoint, we dig into questions from the audience, and we have a new Ascender Resource, just for you. Selling on Value is something everyone says that they do, but it's not always the case. Antonella…
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May 3, 2024 - Ascender Insights: Common Mistakes When Trying to Articulate Value [Event Recap]
Diana Sheley went live with Ascender to talk about the common mistakes that people make when they're trying to articulate value. She shared some excellent tips and answered lots of great questions. Due to a technical issue, the recording from this session is unfortunately unavailable. But we've got you covered on the key…
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April 19, 2024 - Ascender Live - Moving Into the Sales Manager Role [Event Recap]
Pouli jumped on with us during this edition of Ascender Live. These are live workshops that allow you to chat with a facilitator from Force Management. Events like these can be found here. Pouli brought some really great points to a conversation around the topic of "Moving into the Sales Manager Role". We covered some…
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April 5, 2024 - Ascender Insights - Moving Into the Sales Manager Role [Event Recap]
Doug Gilkey and Sean Nappo joined us to talk about what it takes to move into the sales management role and how to do it. They shared some tips for first-time managers, as well. Sean and Doug are two amazing leaders from great organizations. They sat down with us to talk about how individual contributors can break into…
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March 15, 2024 - Ascender Live: Competing against internal priorities... [Event Recap]
Ascender Live: Competing against internal priorities and the "do nothing" mentalityAntonella joined us to cover things like: Delving deeper into the organizations we serve Understanding the political landscape Learning about other internal priorities Why doing nothing can be really attractive to executives Hearing about…
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Congratulations to our latest group of MEDDICC Certified Ascenders!
Shout out to the following crew that have earned their certifications! You'll be awarded your badge and be invited to the Ascender Community Group, as well. The MEDDICC Certified Ascenders group will have a very special event this year that ONLY those who have earned their MEDDICC Certifications will be invited to. You…
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Congratulations to the people that earned their Sales Planning Certification this week!
Congratulations to @Mike Lantzy and @Yuxin Bai! You'll receive your badge and be invited to the Sales Planning Certified Group in the community, today!
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March 1, 2024 - Ascender Insights: Attaching to Buyer Priorities w/ Patrick McLoughlin [Event Recap]
Paddy Mac joined us to talk about attaching yourself to buyer priorities and how you can do so while navigating multiple stakeholders. Paddy Mac walk through a ton of topics, including laying a base understanding of the three buyer personas you're most likely to run into on your sales calls. There's a solid Q&A section…
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Congratulations to the people that earned their MEDDICC Certification this week!
Congratulations to: @Reggie Miles @Ster Voorpijl @Camilla Bomio @Gianluca Ciampalini @Chris MacAulay @James Bailey @Gael Lamarti Kekatos @Sabrina Fuerlinger @Mariola Morales @Angelica Barthel @Marie Faivre Congratulations on earning your MEDDICC Certified Ascender Badge! Be sure to accept your invite to the MEDDICC…
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Congratulations to the people that earned their Sales Planning Certification this week!
Congratulations to @Gael Lamarti Kekatos! You'll be able to join the Sales Planning Certified Ascenders group now and have been awarded the badge!
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February 16, 2024 - Ascender Live - "Selling Beyond the Sales Team" w/ Antonella O'Day [Event Recap]
Antonella O'Day joined us to talk about "Selling Beyond the Sales Team". We defined some terms, including a perfect scenario where all teams are "selling in the same direction". Where all cross-functional disciplines know exactly what to do, and when to do it, during the customer journey. Unfortunately, almost no company…
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Congratulations to our first-ever class of Sales Planning Certified folks!
Congratulations to: @Jim Lyons @Tat Teong Tan @Reggie Miles When you earn this certification, you are awarded a badge and access to our Sales Planning Certified Group. In certification groups, we will have content, resources, and events for you! These groups are a great place for you to connect with others that you know…
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Ascender Pro-Tip: View Courses in Full-Screen Mode
We recommend viewing courses in full-screen to ensure the best learner experience when taking courses. Viewing in full screen ensures that users will see all course text and downloadable links. Have a pro-tip, question, or discussion topic that you want to share anonymously? Let Joe Huber or the Community team at Ascender…