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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:…
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MEDDICC Assessment or pre-assessment
It appears the only way to take the MEDDICC final assessment is to go through each course - over 5 hours. For a seller, our most important asset is our time. For an experienced seller, it would be helpful to have a pre-assessment or to enable performing the final assessment.
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MEDDICC - pre assessment
Experienced sellers who have been using MEDDICC for some time would like to take a pre-assessment (or ideally the final one) to identify their gaps. Then rather than go through 5.5 hours of videos etc. focus on those areas of improvement. For sellers, our time and how we use it
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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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Ascender Spotlight on Joey Devlin - December, 2022
The Ascender Spotlight is a way for us to highlight our amazing members! This month, we're introducing you all to @Joseph Devlin. Here's his bio in his own words: I began my career in corporate finance before transitioning into advertising. Having worked as a media buyer for the past 4 years across multiple industries, I…
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Using Your Champion as You Push Your Deal to the Finish Line
We just posted a video with @Brian Walsh where he shares a few ways to make sure you're equipping your champion in the late stages of the deal. Are you trying to get a deal closed before the holidays? Watch this video - ask your questions - let us know your perspective!
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Community Event Discussion. Ascender Insights, December 2, 2022
This discussion is all about your takeaways from the session with John Boney about attaching yourself to the biggest business problem. What did you learn? Did you have a favorite moment? Let us know in the discussion! If you missed the live, you can catch the recording in the Explore tab here.
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Champion Letter
Dear Team, Where in the buying cycle would you typically use the champion letter? Best, Vijinder
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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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Missing video for "Essential questions for your next job search" course
Hi Force Management team, Was at section 2.3 of the "Essential questions for your next job search" course and saw the below screen. Was the video missed out during the upload?
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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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Ascender Spotlight on Sara Van Pelt - November, 2022
The Ascender Spotlight is a way for us to highlight our amazing members! This month, we're introducing you all to @Sara Van Pelt. Here's her bio in her own words: Hey all! Excited to be a part of the Ascender community and to share a bit more about myself. I was born in raised in NH & moved to ATL about 10 years ago. After…
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Our Best MEDDICC Content
If you're looking for some additional content to help you use MEDDICC, we just posted this round-up of articles on MEDDICC. It may be a good one to save! https://my.ascender.co/Ascender/Explore?post=our-best-content-on-meddicc-so-far&referrer=773744af-7e67-4fd0-9616-647df1ebe453
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Ascender Recap [November 9, 2022]
Here are some highlights from the past week in Ascender. Join us next Wednesday, November 16, 2022 at 12 pm Eastern for Ascender Live Jim "Pouli" Pouliopoulos will join us to lead a discussion around advice for young sales people, what to look for when looking for new roles, and the impact of positive thinking for…
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When did it click?
For me, I'd been in sales for around four years and I was going through a dry patch. Someone recommended I read a David Sandler book called 'You Can't Teach a Kid to Ride a Bicycle at a Seminar' which read more like a novel than it did a sales manual. (The Qualified Sales Leader is the same type of book in my opinion.) I…
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Ascender Recap [November 2, 2022]
Here are some highlights from the past week in Ascender. Join us this Friday, November 4, 2022 at 11 am Eastern for the first-ever Ascender Live Ascender Live is a way for us to combine education and community together. Patrick McLoughlin joins us to share insights into the paper and decision process so you're working to…
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Ascender Frequently Asked Questions (FAQs)
If you have questions about how to use Ascender, this is a great place to check for your question. Don't see it listed here? Ask in the Ascender Support forum. Can I share my certifications to LinkedIn? Yes, once you complete your certification, go to your profile (Click on your profile image or through the dropdown in the…
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Unable to proceed to next part of "Creating a Compelling Business Case" course
Hi Ascender team, I am on section 1 of the "Creating a Compelling Business Case" course and am unable to proceed to the next slide after clicking on the right arrow. My screen has been stuck for more than 10 mins. Tried to refresh but to no avail.
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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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Ascender Recap [October 26, 2022]
Here are some highlights from the past week in Ascender. Join us on November 4, 2022 at 11 am Eastern for the first-ever Ascender Live Ascender Live is a way for us to combine education and community together. Patrick McLoughlin joins us to share insights into the paper and decision process so you're working to close more…