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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?
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Get your customers saying "that's right," instead of "you're right"
A big part of being successful in sales is ditching your ego. It's a lesson I have continually learned the hard way, but always for my eventual betterment. As humans, I think it is pretty normal to naturally want to be the expert who can solve all of their problems - especially in sales where I have a solution that will do…
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Org grouping for cadence purposes
I am wondering how most people group different parts of organizations so you can market to them in different ways. I’m assuming it will be product specific per each response, but I want to see if anyone has any insights I can learn from. I’m generally making a few buckets based off what departments the company has: Sales…
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Optimal Tech Stack for SDRs Using Salesforce
What are the best tools and tech available for SDRs to improve output in terms of both quantity and quality? Looking at a holistic approach, what are the best ways to orchestrate the technology? I more interested in an orchestrated approach verses feedback on stand alone tools. @Joe Huber
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issue getting access to EB
Hi Everyone, My team is selling ERP to SMB clients. A common issue we are facing is getting access to EBs. We must do a demo to build credibility with our potential champions to get access. Sometimes this is not enough, and we are still stuck. In this situation, I have tried executive alignments, or I have pushed reps to…
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Certification for Management
Hi, Are you developing a certification for sales management?
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Increased Buyer Scrutiny
We just published a podcast with @Tim Caito on how to manage increased buyer scrutiny and stay focused on your value. Curious what everyone is experiencing in their respective sales environments? What are you seeing right now? What angles around this topic would you like to see more information on? Here's the podcast link:…
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Using Your Champion as You Push Your Deal to the Finish Line
We just posted a video with @Brian Walsh where he shares a few ways to make sure you're equipping your champion in the late stages of the deal. Are you trying to get a deal closed before the holidays? Watch this video - ask your questions - let us know your perspective!
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Community Event Discussion. Ascender Insights, December 2, 2022
This discussion is all about your takeaways from the session with John Boney about attaching yourself to the biggest business problem. What did you learn? Did you have a favorite moment? Let us know in the discussion! If you missed the live, you can catch the recording in the Explore tab here.
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Our Best MEDDICC Content
If you're looking for some additional content to help you use MEDDICC, we just posted this round-up of articles on MEDDICC. It may be a good one to save! https://my.ascender.co/Ascender/Explore?post=our-best-content-on-meddicc-so-far&referrer=773744af-7e67-4fd0-9616-647df1ebe453
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Asking Tough Questions
We talk about asking tough questions in discovery with Brian Walsh today in this video. Curious what you think about his tips? How do you prep your own "points-of-view"? I like the question example he offers at 3:15 in the video.…
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"Owning the outcomes"
Today's Monday Motivation with John Kaplan was really inspirational to me! I love the idea of owning the outcomes and the only way we can do that is by putting in the work, now. How do you plan your activities and map to outcomes? What advice do you have for other people that are looking to own their success?
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Differentiate Your Sales Call Follow-Ups
The sales call is obviously important. It's your time to set yourself apart by showing how you can help your prospect with your solutions to their problems. But how are you setting yourself apart when the call ends? In this Ascender article, we share some tips to help make your follow-ups stand out and advance your deal.…
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How elite salespeople influence solution requirements.
We shared the latest edition of the Audible-Ready Sales Podcast in Ascender and it's all about influencing your customer's decision criteria. The show covers how to embed your differentiation into your buyer's solution requirements. And, how to do it in a way that aligns to the results they're trying to achieve. Paddy Mac…
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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…