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Bridging the Gap: 4 Tips for Selling Technical Solutions to Economic Buyers
One of the most impactful lessons I’ve learned is that selling technical products to economic buyers isn’t about diving deep into features, it’s about translating complexity into value. Economic buyers care about business outcomes. They want to understand why your solution matters, not how it works. And while technical…
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We Want to Hear From You: What Should We Build Next?
Hey everyone! As we plan our upcoming webinars, playbooks, and enablement resources, we want to make sure we’re creating content that actually helps you, the people doing the work every day. Whether you're coaching reps, building onboarding tracks, or in the trenches with MEDDICC and Command of the Message, your…
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How to Write an Effective Workshop Invite Email for Carefrontation
Getting people to attend a workshop starts with the invitation and a well-crafted email can make all the difference. Whether you’re hosting a session on Carefrontation for your sales team or inviting a cross-functional group, your invite should be clear, compelling, and communicate the value of the session right away.…
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3 AI Prompts I Use to Research Accounts
Part of my role is helping the team go deep on accounts quickly and AI has become a tool I use regularly in my process. It’s not about replacing research, but accelerating it so we spend more time tailoring our message and less time digging through websites. Here are 3 prompts I regularly use when prepping for a discovery…
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Setting Strong Objectives for Your Carefrontation Workshop
When you're planning a workshop, especially one centered on feedback, clear, practical objectives are everything. They guide the flow of the session, give participants a sense of purpose, and help measure success. For those of us focused on Carefrontation, the goal isn’t just to talk about feedback, it’s to build the…
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May 9, 2025 - Ascender Insights: Selling for Long-Term Relationships [Event Recap]
Tim Caito was live with us to talk about how to build deeper, longer, and more meaningful relationships with our buyers. Catch the talking points, recording, and resources below! Talking points included: Level-Setting Mindset shifts Success Mindset Go-to-market (GTM) & Business Models are ever changing We're in the midst…
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Running a Carefrontation Workshop: Why It Matters
If you’ve been following our series on Carefrontation, you already know the power of honest, caring feedback. But understanding the concept and actually putting it into practice are two very different things. That’s where a team workshop can make all the difference. Bringing your team together to learn, practice, and…
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Have any questions for me for the webinar on Friday?
Hi folks. Do you have any questions for me ahead of the webinar this Friday, May 9th? I'm talking about "Selling for Long-Term Relationships" and really digging into the idea that you can position yourself as a long-term solution during the sales process. If you have any questions, I'd love to hear them below in the…
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ADMIN RESOURCE: Manage Bulk Updates and Invites to your Company
Invite via Bulk Upload On the My Team tab of Team Management, select Invite/Change via Upload Download our template by selecting Template (or you can use an existing one but make sure all of the fields are accurate) Fill in the template with the user information. *Starred fields are required. Save the completed template as…
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Enroll section: 400 Bad Request
Hi everyone, I am trying to view the videos under "Enroll" and encountered a "400 Bad Request" issue. It's not the "Error: Lesson failed." error message as I have enabled cookies for this website. I have tried to refresh my Chrome browser and used other browsers and laptops as well but to no avail. Hope to seek some…
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Resource: Ascender Welcome Tour
Refer back to this video if you need a refresher on the Ascender Welcome Tour!
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New to Sales
Greetings All, my name is Rick. I'm new to the sales discipline, coming from a technical development and sales support background. My primary focus is account management with an expanded role into new sales. My boss and team are big believers in MEDDPICC, members of the Ascender family, and I look forward learning as much…
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Closing the Loop on Feedback Culture
Over the last few weeks, we’ve explored what it really takes to create a team environment where Carefrontation, feedback delivered with both courage and care, can thrive. For sales teams especially, where performance and communication go hand-in-hand, fostering open, honest feedback isn’t just a nice-to-have and is…
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Train to Gain: Equipping Your Team for Better Carefrontation
When it comes to creating a culture where open, honest feedback is the norm, good intentions can only take you so far. The truth is, most people aren’t naturally great at giving or receiving feedback, especially in high-pressure sales environments. That’s why providing training is a game-changer when it comes to making…
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Keep It Moving: Building a Culture of Continuous Improvement Through Carefrontation
Carefrontation is a mindset that thrives in environments where people are always learning, adjusting, and getting better together. To truly make open, honest feedback part of your team’s DNA, it has to be woven into how you operate every day. That’s where fostering a culture of continuous improvement comes in. One of the…
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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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Turning Feedback into Action: The Follow-Through That Builds Trust
In any culture rooted in Carefrontation, feedback is only half the equation. The real magic happens when that feedback turns into visible, meaningful action. If we’re going to ask our teams to be brave and candid with us, then we have to meet them with just as much courage by showing them their input matters. Acting on…
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ADMIN RESOURCE: Manage Custom Fields for your Company
If you have User Management permissions: the Custom Fields tab on the Team Management page is where you’ll manage custom fields. Navigate to the Custom Fields Page The Custom Fields tab on the Team Management page is where you’ll manage custom fields. Select the Profile and Account Settings icon in the top right menu.…
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Making Feedback a Habit: The Power of Regular Feedback Sessions
Feedback shouldn’t be an event that happens during a review cycle. It should be a regular part of how sales teams operate. Consistent feedback helps individuals grow, strengthens team dynamics, and ensures that small issues don’t turn into major problems. But for Carefrontation to work, feedback needs to be a two-way…
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Join Me This Friday: Unseating an Incumbent
Hey everyone, Pouli here! If you’ve ever faced the challenge of selling into an account that already has a solution in place, you know how tough it can be to break through. That’s exactly what we’re tackling in this week’s webinar: "Unseating an Incumbent." When: Friday, April 4 at 12:30 PM ET Register here One of the key…
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Persuasion vs. Resistance: The Power of Leading with Questions
In sales, pushing too hard to convince a prospect often creates resistance. Instead, guiding the conversation with insightful questions allows them to uncover their own needs, leading to stronger engagement and buy-in. The key isn’t persuasion; it’s alignment. When you lead a prospect toward self-discovery rather than…
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Creating a Safe Space for Feedback in Sales
In sales, where performance is constantly measured and pressure runs high, team members need to feel safe sharing their thoughts without fear of backlash. Carefrontation thrives in an environment where feedback is welcomed, not avoided. If people hesitate to speak up, valuable insights are lost, and growth stalls. Creating…
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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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RESOURCE: Ascender Courses Best Practice Guide
How to Succeed in Completing Courses on Ascender: Best Practices Guide If you're using Ascender to complete courses, ensuring a smooth experience can be simple with the right approach. Here's a step-by-step guide to help you navigate courses seamlessly and receive the credit you've earned. 1. Optimize Your Browser and Zoom…
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Creating a Feedback-First Culture: Lead by Example
Building a team that embraces open, honest feedback doesn’t happen by accident. It starts with leadership. Carefrontation is about balancing directness with genuine care, and the best way to make it part of your team’s culture is to model it yourself. When sales professionals at all levels see feedback as a tool for growth…
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RESOURCE: Ascender Courses Best Practice Guide
How to Succeed in Completing Courses on Ascender: Best Practices Guide If you're using Ascender to complete courses, ensuring a smooth experience can be simple with the right approach. Here's a step-by-step guide to help you navigate courses seamlessly and receive the credit you've earned. 1. Optimize Your Browser and Zoom…
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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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Join me for our webinar on Friday!
Hey everyone, I'm really excited to lead our Ascender Insights Webinar this Friday, March 14 at 12:30 pm Eastern time. I'll be talking about the age-old sales question of "When to walk away". Register here. We'll cover: Red Flags & Warning Signs Strategic Disengagement Asking the Right Questions If you have questions for…
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Creating a Culture Where Feedback Thrives
One of the biggest challenges in Carefrontation isn’t just delivering feedback. It’s creating an environment where open, honest conversations are welcomed and encouraged. If people feel hesitant to speak up, even the best feedback strategies will fall flat. In this next part of our series, we’ll explore ways to foster a…
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Wrapping Up: Common Pitfalls in Carefrontation
Over the past several weeks, I’ve explored some of the most common pitfalls that can derail Carefrontation. While the goal is to balance honesty with care, it’s easy to unintentionally slip into habits that make feedback less effective, or worse, delivering feedback that becomes harmful. Recognizing these challenges is the…