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October 20, 2023 - Ascender LIVE - Executing with MEDDICC [Event Recap]
@Antonella O'Day led an awesome session on MEDDICC tips and traps today. Take a listen as there is great advice and great questions from the participants. Shout out to @David Wood and @David Chimenti who jumped in!
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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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October 13, 2023 - Ascender Teams Workshop - Pilots, POVs and POCs [Event Recap]
@Patrick McLoughlin hosted a fantastic conversation on POCs, POVs, and Pilots. And of course, he tied it all back to MEDDICC!
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How do I find the pain points and needs of a target customer?
Knowing customer's challenges with a product or service can usually help redirect them toward positives. Any suggestions on handling these steps?
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What is your favorite sales qualification methodology and why? e.g. MEDDIC, BANT, NOTE
And why?
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Feedback Forms
A month or two ago Antonella was talking about using shared docs as feedback forms during the sales process as a way to get input from people you may not normally get because they were either absent on the call or unable to speak up on the call. We discussed using forms that were only shared with individuals for certain…
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Looking to help raise the spirits of one my team members
I manage a team with a varying degree of pros to younger people in the sales game. We're solutions engineers, but it's still sales, so we lose more than we win. What I'd like some advice on is around how I can help encourage one of my team members that's not feeling as confident as they should. The context is that they've…
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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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How do you prepare for a sales conversation?
I am a bit of a creature of habit and I have my own way of organizing before a sales conversation. Everything is loaded in the CRM a certain way, I have a good idea how much time to spend on what, etc. I’m wondering what others do to prepare for a sales conversation. I know a lot of the stuff I do I was taught so I’m…
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October 6, 2023 - Ascender Insights - The Collective Yes [Event Recap]
Stephanie Feraday, CEO of aPriori, and @Brian Walsh from FM were live on Oct 6th and discussed "The Collective Yes". The shared insights on trends they have observed including: - Individuals Matter - How you can best coach your Champions - Multi-threading - The Buying Committee Let us know in the comments what your…
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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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What are some tips to engage with a client that isn’t such a talkative person?
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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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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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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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ADMIN RESOURCE: Manage Access for Your Company (Authorized Purchaser)
If you have admin permissions to manage access, you'll be able to do so via the Access tab on the Team Management page. From this tab you can view how many of your Ascender Access seats are in use, see your subscription dates, and request to buy more access. Navigate to the Access Page The Access tab on the Team Management…
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ADMIN RESOURCE: Manage Users for Your Company
Navigate to the My Team Page The My Team tab on the Team Management page is where you’ll manage users. Select the Profile and Account Settings icon in the top right menu. Select Team Management. View and manage your team on the My Team tab. Note: If you have admin permissions to manage users, you'll be able to do so via…
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ADMIN & MANAGER RESOURCE: Overview of Manager and Admin Permissions
Some individuals in Ascender™ Plus have additional manager or admin functionality available to them. This resource outlines those permissions at a high level. Manager Permissions If you have direct reports in Ascender, you'll have some additional functionality available: Team Management — Under the Profile and Account…
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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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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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September 15, 2023 - Ascender Live - Prospecting Tips & Tools [Event Recap]
Here's the recap and recording of this incredible conversation with you all and @Tim Caito around prospecting tips and the tools we use for this process. We covered an incredible amount, including the idea that you should never let the tools dictate how you prospect, how you can work to find ways to connect with the people…
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Prospecting Tips and Tools
Great conversation today for the live event with Tim! Would love to hear what has been working for seller's first touches via email or VM? Has anyone been A/B testing their outreach? What words, strategies, metrics have you been using that convinced the buyer you've done your research and earned the right for that first…
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"Buyers close deals".
I posted this on LinkedIn and I thought it was a good reminder for all of us over here, too! Buyers close deals. As a seller, you facilitate their buying process. You're the consultant. Not the hero. There was some good discussion in the comments and I'd love to hear what you think!
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September 8, 2023 - Ascender Teams Workshop - Uncovering Business-level Problems [Event Recap]
@Patrick McLoughlin led this incredible session on coaching reps up on business-level pains, how to speak the same "language" as the customer, how to actually show empathy, and more in this edition of our Ascender Teams Workshop.
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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…