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June 2, 2023 - Ascender Insights - Selling to the CISO [Event Recap]
Greg Surla and @John Boney delivered such a brilliant discussion to help people selling to the Chief Information Security Officer! It was filled to the end with great stories, tips, and takeaways that you'll be able to use when selling to this highly technical c-level professional! Greg told us very specific things we can…
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May 19, 2023 - Ascender Live Workshop - Value Based Conversations [Event Recap]
Our Ascender Live event was another fun one! Thanks to everyone who showed up live with some really amazing questions. @Antonella O'Day shed a ton of light during our conversation on how you can build value in discovery, some things SDRs can focus on, and then even gave some frameworks for asking questions that will help…
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We want your opinion: Q2 Workshop Topics
Hey Ascenders! We have some workshop topics we're looking into, but I wanted to bring it here to see what kinds of Live workshops you're all interested in for Q2. Some past topics are things like generating pipeline and the plan to make the plan working sessions. We're looking at revamping your customer-facing QBRs on…
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May 12, 2023 - Ascender Teams Workshop - Getting your team to think multi-threaded [Event Recap]
What an amazing event! First off, this one was incredibly interactive and we had lots of great folks sharing their take on multi-threading deals, what to look for in partners, the power of positive language, and so much more. @Tim Caito was our host and just kept offering amazing tip after amazing tip. If you weren't able…
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May 5, 2023 - Ascender Insights - Selling to the CPO (Chief People Officer) [Event Recap]
Dom Merritt and @John Boney came READY to share some really incredible tips on selling to the Chief People Officer. Dom's insights into what he's looking for paired up with John's takeaways and tips on how you can capitalize will truly impact how you're selling. Share what you thought and what stood out in the comments.
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Release Notes [May 3, 2023]
Here's a rundown of the most recently released features and improvements to the Ascender experience for subscribers and visitors. Please let us know what you think. We'd love to hear from you. For all subscribers and visitors Whether you're a subscriber or someone who thinks Ascender would be a great career accelerator for…
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issue getting access to EB
Hi Everyone, My team is selling ERP to SMB clients. A common issue we are facing is getting access to EBs. We must do a demo to build credibility with our potential champions to get access. Sometimes this is not enough, and we are still stuck. In this situation, I have tried executive alignments, or I have pushed reps to…
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Certification for Management
Hi, Are you developing a certification for sales management?
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April 21, 2023 - Ascender Live [Event Recap]
This month's Ascender Live was a revisit to our "Plan to Make the Plan" conversation that we started back in January. There were some great talking points around the franchise mindset and how you can reframe some of your existing plans to set yourself up for success. We briefly touched on this document which can help you…
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April 7, 2023 - Ascender Insights - Selling to the CMO [Event Recap]
Jori Ford and @Antonella O'Day went all-in on getting you the most detailed, intimate information on what CMOs are thinking as you go through your sales process. Find out what how Jori interprets things and what she wants to see from salespeople during their calls, how to get the CMOs attention, and some really creative…
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Release Notes [Apr 6, 2023]
Check out the recently released features and improvements to the Ascender experience for subscribers and visitors. Please let us know what you think about these features and improvements. We'd love to hear from you. For all subscribers and visitors We updated the Recent Discussions feed on the Explore page to show not only…
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Teams and Team Managers (FAQs)
This post is for Frequently asked questions and information on features available to Teams. Roles: Team Owners - Able to manage the subscription and team managers/members. Team Manager - Able to manage team managers/members. No access to manage the subscription. Team Member - No access to manage subscription or manage…
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Where do you spend the most time?
When you use MEDDICC, what takes up the most time?
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March 17, 2023 - Ascender Live [Event Recap]
We had an excellent workshop on revamping customer-facing QBRs that went over how you can layer in more value, re-brand the name (and help adjust perception), and what kinds of resources you're looking for. We'll be working on some resources, so keep your eyes out for them! Though I'll definitely be letting @Remo Reale…
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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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March 3, 2023 - Ascender Insights - Selling to the CFO [Event Recap]
Jim Kelliher and @Marissa Bell joined us for this live conversation and WOW!!! There were some amazing questions and takeaways included. Listen in about what's important to the CFO, how they're thinking through the buying process, and a really great tip on how you can get in front of the CFO. Share your takeaways in the…
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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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February 17, 2023 - Ascender Live [Event Recap]
Tim Caito joined us to talk about generating pipeline in this Ascender Live workshop! We had some amazing questions shared ahead of time and talked through some things live!!! Things like how Tim uses social media, leans into having his own point of view, and how important building an ideal customer profile is to keeping…
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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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RESOLVED: 500 Internal Server Error [Feb 7th, 2023 @ 10 pm EST]
UPDATE: This issue has been resolved. Please let us know should you still experience this error. We are aware of an error that prevents users from taking courses. We are working to resolve the issue and thank you for your patience. This post will be updated when the issue is resolved.
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February 3, 2023 - Ascender Insights [Event Recap]
Frank Azzolino joined us live to lay the groundwork for our "Selling to the C-Suite" sessions and he had so many amazing things to share. We discussed how this sale is different, how to research for sales involving the C-suite, identifying when you'll need C-level buy-in, and what CEOs are looking for (especially helpful…
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Hello Everyone!!
Hello Everyone! I'm excited to introduce myself. I am excited to be here and looking forward to learning so much from everyone. I work with a software company called Snap! Mobile. We specialize in online fundraising for clubs and programs at the high school level. I am based in Scottsdale AZ, I love to golf and play hockey…
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Release Notes [Jan 19, 2023]
Check out the recently released features and improvements to the Ascender experience for subscribers and visitors. Please let us know what you think about these features and improvements. We'd love to hear from you. For all subscribers and visitors New Certifications are coming soon! Once they are available, the Enroll…
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January 18, 2023 - Ascender Live [Event Recap]
Antonella O'Day joined us on this workshop all about helping you actually set up your plan. It was a companion to our webinar with John Kaplan around "The Plan to Make the Plan". In the recording, you'll hear about how you can take concrete steps to building your plan, how you can stay accountable by sharing with others,…
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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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Allow me to introduce...Myself!
Greetings, ya'll! I wanted to introduce myself. I am Mark Engleman, a 20+ year student of sales. To learn more about me, I invite you to check my LinkedIn video resume. https://www.linkedin.com/posts/markengleman_activity-6785913659706130432-aMxE?utm_source=share&utm_medium=member_desktop Looking forward to learning…
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January 13, 2023 - Ascender Insights [Event Recap]
The Plan to Make the Plan is something John Kaplan has shared before in blogs and podcasts, but never before had he gone over specific questions from salespeople to help them build toward their best plan yet. Until now! Check out the recording from our Ascender Insights event in January of 2023 as John walks through things…
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Increased Buyer Scrutiny
We just published a podcast with @Tim Caito on how to manage increased buyer scrutiny and stay focused on your value. Curious what everyone is experiencing in their respective sales environments? What are you seeing right now? What angles around this topic would you like to see more information on? Here's the podcast link:…