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Navigating RevOps Trends for 2024
I found this to be an insightful read on RevOps trends for 2024. Embracing cutting-edge technologies, refining revenue operations analytics, and prioritizing customer-centric strategies are key to staying ahead in a marketplace that is changing ever-faster. How are you leveraging some of these insights in your RevOps team?…
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Customer Success is the key driver of Net Revenue Retention (NRR) in 2024
A must-read for anyone looking to stay ahead as more boards become focused on customer success’ critical nature. This article brilliantly captures the evolving landscape of customer success. Emphasizing proactive engagement, hyper-personalization, and AI-driven insights, it paints a vivid picture of how businesses are…
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Customer Dragging Out a Deal?
If you've been in sales long enough, you’ll encounter situations where a customer drags their feet on making a decision. Once follow-up messages start to go unanswered, it's probably time to take a step back and think critically about where the deal may be stuck and how to get it moving forward. This article will help you…
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Unlocking Customer Loyalty
Check out this article on leveraging Net Promoter Score. It provides a deep dive into fostering lasting connections with clients, and explains the importance and potential benefits of measuring your own NPS. It really is a great read for sales teams aiming to elevate customer experiences and drive sustainable growth. You…
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Leading Vs. Convincing: The Art of Questioning
It is crucial to guide a business conversation with insightful questions, as this enables prospective clients to identify their own needs rather than being told what their problems might be. The key here is to lead rather than convince. This approach leads to more productive discussions than merely pushing solutions on…
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Leveraging Trap-setting Questions During Discovery
The insights on leveraging discovery and trap-setting questions have transformed my sales approach by connecting solutions to prospects' business problems, driving urgency, and securing funding. This article provides you with a fantastic overview of what questions you should be asking during the discovery phase in order to…
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Are You Leveraging LinkedIn for Lead Generation?
Utilizing LinkedIn for lead generation is crucial in today’s competitive business landscape. With its vast network of professionals, targeted search filters, and content-sharing capabilities, it offers unparalleled opportunities to connect with potential leads and help to grow your business. Do yourself a favor and don’t…
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Unlocking Sales Success: The Art of Solving Business Challenges Through Strategic Questioning
As a successful seller, understanding that the key to effective sales is solving a significant business issue for your potential customer. This blog post reaffirms this notion, highlighting the importance of pinpointing a major business challenge to create urgency and secure funding in deals. John Kaplan's timeless advice…
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Understanding Personality Styles Is A Game Changer In Sales
One of the best things that you can do as a seller is to recognize and adapt to different buyer personality styles. When you learn to do this, it can significantly increase your sales success by fostering stronger rapport and connection with each individual client. Tailoring your communication approach to align with the…
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Traits of Elite Sellers
Hello Ascenders! Our recent article, Five Traits of an Elite Seller, generated some interesting discussion on LinkedIn; hoping to extend the conversation here. Which ones resonate the most for you? How did you acquire the traits you didn't already possess? If you were to add a 6th trait that translates to top-tier sales…
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Follow up to questions from our January Webinar!
Hey Ascenders! I’ve gone through each and every question that was asked during our January Ascender Insights webinar (replay linked here), and wow! There were some great ones in here! I’ve listed the questions with my answers below and hope you take the time to read them and process them. It’s really powerful stuff you…
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Focusing on truly being "in the Field" in 2024 - would love your feedback
One of the big things I have been prioritizing early this year is being in person, in the field. Over the last 2 months I have spent around 50% of my time in the field, live with prospects, customers and partners. I have made it a non-negotiable to show up in person regardless of the title of the persona. Looking back on…
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Don't just check boxes
I just saw another post about curiosity and it made me think about how I see people on my team struggle most when they're just trying to check off boxes. You should be curious and really dig into what the business problems are while also tying things back to your product. I know this reads really basic, but it's the number…
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How would you recommend to continue a conversation if the potential client doesn't seem interested?
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Take it to the next level.......
My name is Herb, and I'm delighted to join Ascender. I'm a strategic sales executive ay Hyland Software and I'm a passionate individual that loves working with and learning from customers. I'm looking forward to connecting and learning from like-minded individuals, share knowledge, and engage in meaningful discussions.
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Customer Success and Sales Teams
Customer Success Managers have improving NRR via up-sell/cross-sell as a responsibility and key performance metric. I'm eager to work collaboratively with Sales Teams to achieve these goals and excited for the empowerment this training will bring. I've been in the SaaS industry for the last 7 years - previously at Oracle,…
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Gaining Commitments
Since we need to earn the right to continue the conversation, what are some of the safe questions that help establish ourselves as salesmen that we deserve to be in this conversation?
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What can I do if a prospects says “I now someone that has a better product”
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What’s the best attitude after an objection?
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Pre-call planning not going as planned
Effective pre-call planning is crucial in sales, but what happens when the plan doesn't go as designed? What are the correct steps to take when you find yourself deviating from your initial pre-call plan? Share your experiences and strategies for adapting to unexpected situations in sales calls.
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What could I do if lose the commitment at the end of the conversation?
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Leveraging Multiple Offers to Build Partnerships
I am working a deal with more than 5 locations currently. Based on their previous experience with other providers and some tech challenges they face due to location, we would be a huge advantage to them. We can try to win the deal on $ value, but that seems like small potatoes for us on the value side and doesn't send the…
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What are some things that we should stay away from in our opening statements going forward?
What’s some of the topics or questions that we should really be looking to avoid in our opening statements?
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What is the key difference between features and benefits in a product or service presentation?
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What are some common objections or concerns that prospects raise, and how do you address them?
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Questions for closing conversation
What type of questions should i be asking at the end of a sales position. Questions to help make the process finish smoothly. As well as questions on asking if they had an enjoyable experience within the process.
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Question for Effective pre call Planning
What’s some things one should practice when getting discouraged about “Cold Calling”? Is there a possibility that cold calling could get moved to like zoom or google meet?
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Sequences/Storytelling/Anchoring Value Early via Emotion
I have been working on some new sequences that are a bit different than what I’ve worked on in the past. Whenever I’ve incorporated storytelling into my sequences in the past, the stories have been true stories based around my proof points and unique value proposition to set myself up to have my value anchored as we begin…
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What are the most effective strategies for a sales team to reach their required targets?
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What strategies can you employ to build stronger relationships while maximizing sales in a comp mkt?