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What to do when I know we don't fit the current requirements?
There is a deal that we're working on right now that I know we don't meet all of the requirements they've listed. My team has been very upfront with them about this and I have gone so far as to state it explicitly. But the customer is adamant that we're the right solution and continue to press us on wanting to work with…
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Sales Question
If I were working in sales, what kind of questions do you ask your customers to find out what they need?
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Do you have any internal deal review documents or structures?
I want to run a Bi-weekly deal review session with my team, but it is tough to get people to participate, especially getting started. My motivation for doing sessions like this is to give exposure to others on the team of different use cases we run into, especially so our more senior staff can offer insights. I'm trying to…
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Expanding existing accounts
I am in a position where I have inherited 3 spending accounts. All 3 accounts should spend at least 5x more with us based on their business and how we can support their initiatives etc. A large part of my plans for next year is expanding these accounts, and i have put together some compelling reasons why they should at…
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License Overages vs Reshaping existing contract
Hi - After some advice if possible, please :) Context: My customer, due to commercial constraints and the EB losing faith in the value my solution provides halved their license size at renewal in Jan 23. Since then, we have been invited to "sell your solution to us again" and are about to kick off a PoV that will…
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Tips or frameworks for closing out calls/demos
Hi All! Curious if anyone has any good frameworks for closing out calls/demos? I am noticing team members getting to the end of calls and not closing them out consistently with wrap-ups or even next steps. Thanks! Ben
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Anonymous question: "I just got my first-ever sales job. Give me all of your advice, please!"
I just got a LinkedIn message from someone that asked me if I'd be willing to post here on their behalf. Here's the full message (emphasis mine): I just accepted an offer from a SaaS company in Chicago to be an SDR. I've heard a lot of the cliché stuff, but I was hoping you'd ask your community about some real advice. What…
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Does anyone have any tips or recommendations for passing the final exam of the MEDDICC training?
Hey there, thank you for reading this question. I took the MEDDICC training over the last week, and felt as though I learned so much. I took Command of the Message a few years back, and felt that this MEDDICC training really shined a light on some of the holes in my game, particularly in the discovery process. I've been…
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Anonymous Question: "How deep are you researching competitors?"
We run into the same 5-6 companies over and over, but I'm starting to see more of these smaller startups pop up. We're a smaller organization, so I'll send stuff over to marketing for competitor research every time, but it's not always the most insightful stuff back. I'm newer, so I'm not sure exactly how everyone keeps…
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Multiple EBs?
Hey 👋🏻 I'd be interested to hear people's take on having multiple EB's in your deal. I always thought there was one TRUE EB in a deal, but I might be wrong when talking about large, complex deals. What are your thoughts? Thanks!
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Getting to work with new departments
One of my goals is to engage other departments (Marketing, Finance, Operations) in order to drive new use-cases based on critical business issues where we can sell on value rather than price. My tendency to get to the decision makers of other departments would be to ask the current champions (technical team) to get an…
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How to know when to make something an opportunity?
Hi all - asking this question as it's been a topic of debate at the company I am currently at. We're a small company and still trying to define a lot of these things. I know as reps, we should always trying to be qualify out an opportunity, but what are the essential qualifications to make something an opp? Any advice…
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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 Huber with your question and…
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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…