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Relationship Mapping Tools
What tools are folks using for building usable relationship maps? I’d like to mimic the example provided in the Ascender Account Planning training module (attached). Haven’t been able to find a good way to create in this format with color coding and key detail. Any thoughts and direction are greatly appreciated. Thank you.…
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Value pyramid
I am looking for materials or examples regarding Value Pyramids. Can someone help or is something planned here within Ascender?
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Attaching your solution to a business problem/initiative
What is the best approach to determine who to speak with that holds this information? We sell into construction, and our best initial point of contact isn't usually our champion (lacking influence at big companies). Lets say I've done a good discovery but they can only provide insights into their problems, not the…
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August 21, 2024 - Ascender Live: MEDDICC in EMEA [Event Recap]
Tim Caito came on to talk about selling in EMEA, what some of the cultural differences are, and how some differences get exaggerated. Check out the recap and the recording below. Talking points included: Level-Setting on how EMEA is different Noting that EMEA is NOT a monolith How selling is still about problem-solving…
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Seller Hygiene: Strategies to Stay at the Top of Your Game
In a recent Audible Ready episode, I shared the importance of staying on top of your game by checking yourself as you prep for your upcoming sales calls, regardless of what stage you’re at as a seller in your career. As elite sellers, maintaining impeccable "seller hygiene" is essential for maximizing your success. For me,…
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The Power of Presence: Embracing Mindfulness When You’re Constantly Busy
In a world that glorifies being busy, it's easy to fall into the trap of constant activity, leaving little room for presence and mindfulness. So much so, that becoming “addicted” to being busy without even realizing it has become the default. I recently came across an insightful article on Zen Habits about being present,…
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August 16, 2024 - Ascender Live: Hitting Your Yearly Target [Event Recap]
John Boney focused on some specific things that ensured he was on target at by the end of the year and shared his philosophy on something he calls "Q+2". Find out what that means and the answers to the questions from our live participants' questions below. Some things we covered: Hitting your yearly targets The Q+2…
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How do you respond to a question like this?
I’ve been working with a prospect and have conducted both a discovery call and a demo. We had some excellent discovery during our initial call and even more during the demo. The customer then requested pricing for budgetary purposes, which I provided (though I’m unsure if that was the right move). I received the dreaded…
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Empathy in Sales: Embracing Your Customer’s Pain for Better Solutions
I recently talked about how crucial it is that sellers adopt the "coat of pain" to embrace an outside-in approach, centering on the customer's needs before discussing their solutions. By learning to prioritize their perspective, you shift the focus from your own agenda to truly understanding their pain points. Simply…
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Templates/Qualification checklist templates
Hello, Is there a document repository to pull down templates we can use as sellers? Please let me know, thank you!
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August 2, 2024 - Ascender Insights: Holding Yourself Accountable [Event Recap]
John Kaplan joined Ascender as we discussed the idea of "Holding Yourself Accountable" and how you can work now to set yourself up for success at the end of the year. We've shared a full recap, resources, and additional recordings below. Due to a technical issue, the recording is not available at this time. Some of the key…
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Prospects withholding details of pain
We have a new logo team of mostly young sellers. They are mostly new to Force Management and are improving. We are noticing a trend of prospects withholding hard numbers. An AE had a call yesterday with a COO of a small company (under 200 employees). The first TED question around the pain was answered a bit vaguely as…
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Overcoming being single threaded...
In my opportunities, I often find myself in a situation where there's a central point of contact managing a particular project. When I reach out to others involved in the project, I worry that I might upset this person. Another common scenario is when I ask the point of contact who else I should be talking to, and they…
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Boosting B2B Sales with Effective AI Prompts
This blog post from Force Management on writing effective AI prompts for B2B sales offers insightful strategies to enhance engagement and efficiency in the sales process. I appreciated how it emphasizes the importance of clarity and specificity in AI prompts to yield actionable and relevant responses. By leveraging these…
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Be Bold During Discovery
Force Management's article, "Asking Bold Discovery Questions," underscores the importance of pushing boundaries during discovery. As a seasoned sales professional, I've found that bold questions are vital for uncovering deeper customer insights and building stronger relationships. Bold questions help us understand clients'…
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Meeting Customers Where They Are with Signal-Based Selling
In the blog post "What is Signal-Based Selling?" by 100Signals, the concept of leveraging signals—data points indicating customer intent and readiness—is explored to enhance sales strategies. Tailor your approach based on these signals and you can meet customers where they are in their buying journey. From there you can…
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Command of the Message
Hello, I'm looking for trainings, modules, or podcasts that deal with command of the message. I can't seem to find anything on the search in "Explore", "Enroll", or "Engage". Is there another search term I should be using? Thanks!
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July 12, 2024 - Ascender Insights: Qualify & Close with MEDDICC [Event Recap]
Nicole Ardiet and Tim Caito talked to Ascender about MEDDICC in two parts: Qualifying and Closing. Check the recording below for the full discussion. Some of the key talking points were: Establishing if the company you're selling into is actually a fit How you can establish that you're on their side Finding out what they…
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Best AI tools that sellers are using?
I am a bit of a laggard when it comes to AI tools and solutions as a seller as I am still doing a lot of things the "old school" way and not using automation or AI. I am realizing that I need to atleast understand what is out there and potentially selectively leverage some things if they can help with optimization. Curious…
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Customer Obsessed Culture
This article from Salesforce highlights the critical role of cultivating a customer-obsessed culture for sustained business growth and customer loyalty. Embracing this mindset ensures that every team member prioritizes customer needs, leading to exceptional service and long-term satisfaction. By aligning organizational…
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June 21, 2024 - Ascender LiveWorkshop: Mastering One-on-One Meetings with Your Manager [Event Recap]
Ascender invited on Antonella O'Day to help walk through how you can create high-value one-on-one meetings with your managers. Meetings that are important enough, already, but ones that often aren't leveraged well. Check the recording to see how you can level up your 1:1 meetings, right away. Catch the recording of the…
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Seeking Enterprise Account Executive roles
Hello Community, I am currently seeking new opportunities as an Enterprise Account Executive and am open to roles that allow remote work from South Carolina. Strong SaaS/Cloud experience selling automation/orchestration to cybersecurity solutions across multiple verticals. If you know of any openings or can connect me with…
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Balancing AI and Human Expertise for Lead Gen
In a recent article titled "AI is Overhyped. The Future of Lead Generation Lies in Human-Machine Harmony," the discussion around AI's role in lead generation struck a chord with me. As a seasoned professional, I’ve witnessed the transformative impact of AI on our industry, but add human expertise and the true potential is…
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June 7, 2024 - Ascender Insights: Getting the Most Out of Your Manager [Event Recap]
John Boney and Ascender went over the important relationship that you have with your manager and how you can leverage them as a resource in your day-to-day life. This Ascender Insights webinar was all about working with our managers and talking about the relationship that we have with them. They're a great resource, but…
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Harnessing the Power of The Decision Tree Method
I recently came across this article that recommend using an issue tree (or a decision tree) method and I was intrigued by it. My initial thoughts were about how helpful this could be for many of us, regardless of role, but especially for my friends in a Solutions Engineer role to delve deeper into customers' business…
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Transforming Sales Pitches
Reading this article on articulating differentiation was a game-changer for me. It emphasized aligning my product's unique features with my prospects' specific needs. By focusing on what's truly important to them, I've been able to craft more compelling pitches and close deals more effectively. This approach has not only…
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Thriving in a Dynamic Market When Low Hanging Fruit Becomes Scarce
This article offers some great insights on adapting sales strategies that are essential reading for anyone navigating today's volatile market. It offers practical tips and a forward-thinking approach and helps equip sales professionals to stay agile and responsive to evolving customer needs. Highly recommended for those…
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Unlocking Success: The Power of Confidence and Conviction in Sales
As sellers, confidence and conviction are powerful tools. When we wholeheartedly believe in the value of our offerings, it resonates with our customers. Remember, what you do matters. Aligning confidence with our products or services isn’t just about sales—it’s about genuinely understanding that we positively impact our…
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Pursuing a Sales Career: Embracing Dynamic Opportunities
I am interested in pursuing a career in sales because I am drawn to the dynamic nature of sales-focused roles. Over the past ten years, I have been involved in combat sports, held remote customer success and growth marketing positions, traveled extensively, and delved into various disciplines such as martial arts,…
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What do you want from your manager?
What are the top traits that you look for in a sales leader? We're hosting an event on "How to get the most out of your manager" on June 7th, and we'd love to hear from you before we go live. You can also check out this article from Ascender on some of the most commonly sought after traits.