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Decision Process - Discovery
Hey, I have just finished the Decision Process module in the MEDDIC Essentials course. An area that I really liked and will work on is asking discovery questions early in the sales cycles to identify the "backward timeline" From here, you can identify if the customer even has a solid decision process. Could anybody share…
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Metrics and Decision Criteria
This is a little embarrassing; and I promise I've done my homework; but I still get confused between Metrics and Decision Criteria... I'm trying to simplify it my way of seeing it is: Metrics are what we offer/propose to solve the Pain Decision Criteria is how they define whether it solves the Pain or not So in essence,…
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Ascender LIVE Event Recap - December 14, 2022
Here is the video from the December Ascender LIVE session! This was a Deal Desk and we had @Patrick McLoughlin join us to help talk through some deal scenarios some Ascenders were facing. From community questions to real-time questions, this one had it all! Be sure to check it out and share any of your own takes in the…
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Deal Advice
Hey, This question would be good for the upcoming deal clinic; however, I have a customer meeting 2 days prior that I would love some advice on. Scenario: I'm working on a net new logo opportunity - We have won technically and are well aligned to the business pain, and the CISO has chosen us as the winning vendor. However…
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How to ask The Essential Questions during a job interview without coming off as unprepared
Hi Force Management team, I understand that we need to ask The 4 Essential Questions during a job interview - be it with HR, hiring manager, etc. 1. What problems do you solve? 2. How do you solve those problems? 3. How do you do it better and/ or differently than the competition? 4. What is your proof? How do we set the…
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Open callouts for questions on next week's Ascender Live
Patrick McLoughlin is leading us in a live session next week on Friday, November 4. If you have any questions you want to ask Patrick about a deal, feel free to share them here in the comments. You can also DM Joe Huber for any questions you want to ask anonymously. I know he's gotten a few already! There's also a…
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What's one thing you do in sales that's different from everyone else?
Basically the title. What is something that you think is a truly unique piece of your sales game that could help others level up?
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Deal Desk [August 10, 2022]
Welcome to the deal desk. This post should be used as a thread for you to ask questions about possible deal issues, how you're qualifying things, and tips for others. Any questions or tips to help you and others close any open deals. Have a question that you want to ask anonymously? No worries! Go ahead and message Joe…
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Deal Desk [August 3, 2022]
Welcome to the deal desk. This post should be used as a thread for you to ask questions about possible deal issues, how you're qualifying things, and tips for others. Any questions or tips to help you and others close any open deals. Have a question that you want to ask anonymously? No worries! Go ahead and message Joe…