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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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RESOURCE: Frequently Asked Questions (FAQ)
We've moved to a new FM Tech: Knowledge & Support Center, check out the Start Here: Best Practices & General Information article there.
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ADMIN RESOURCE: Manage Reports for Your Company
We've moved to a new FM Tech: Knowledge & Support Center, check out the Reports Management article there.
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ADMIN RESOURCE: Manage Access for Your Company (Authorized Purchaser)
We've moved to a new FM Tech: Knowledge & Support Center, check out the Team Management → Access (Purchases) article there.
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ADMIN RESOURCE: Manage General Assignments for Your Company
We've moved to a new FM Tech: Knowledge & Support Center, check out the Team Management → Assignments → General article there.
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ADMIN RESOURCE: Manage Users for Your Company
We've moved to a new FM Tech: Knowledge & Support Center, check out the Team Management → My Team (Users) article there.
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ADMIN & MANAGER RESOURCE: Overview of Manager and Admin Permissions
We've moved to a new FM Tech: Knowledge & Support Center, check out the Ascender Plans & Permissions article there.
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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…
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License Overages vs Reshaping existing contract
Hi - After some advice if possible, please :) Context: My customer, due to commercial constraints and the EB losing faith in the value my solution provides halved their license size at renewal in Jan 23. Since then, we have been invited to "sell your solution to us again" and are about to kick off a PoV that will…
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Optimal Tech Stack for SDRs Using Salesforce
What are the best tools and tech available for SDRs to improve output in terms of both quantity and quality? Looking at a holistic approach, what are the best ways to orchestrate the technology? I more interested in an orchestrated approach verses feedback on stand alone tools. @Joe Huber
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August 18, 2023 - Ascender Live - The Negotiator's Mindset (Execution) [Event Recap]
@Tim Caito joined us for another conversation around "The Negotiator's Mindset", this time focusing more on the individual contributor and how you can develop around this crucial skill. Tim covered things like anchors, how to ask questions to get people off of "just price", and the importance of focusing on negotiating…
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Tips or frameworks for closing out calls/demos
Hi All! Curious if anyone has any good frameworks for closing out calls/demos? I am noticing team members getting to the end of calls and not closing them out consistently with wrap-ups or even next steps. Thanks! Ben
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I'm here to answer questions about "The Negotiator's Mindset"!
Thank you so much to everyone that joined us on the Ascender Teams Workshop last week on Friday! It was a great conversation and I really enjoyed chatting with you. We talked about the Negotiator's Mindset with a theme around guidance. The recap was posted yesterday, but I also wanted to open myself up to questions! Was…
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August 11, 2023 - Ascender Teams Workshop - The Negotiator's Mindset (Guidance) [Event Recap]
@Tim Caito joined us to chat through "The Negotiator's Mindset" from the Team's perspective. He covered things like how teams can change their approach to thinking about negotiations, what to negotiate for, and how we can focus on our relationships through the process. The folks on the call also brought some incredible…
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Anonymous question: "I just got my first-ever sales job. Give me all of your advice, please!"
I just got a LinkedIn message from someone that asked me if I'd be willing to post here on their behalf. Here's the full message (emphasis mine): I just accepted an offer from a SaaS company in Chicago to be an SDR. I've heard a lot of the cliché stuff, but I was hoping you'd ask your community about some real advice. What…
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August 4, 2023 - Ascender Insights - Selling to the COO [Event Recap]
Daria Morano and @Diana Sheley were live on August 4th and talked all about "Selling to the Chief Operating Officer". Daria is the COO at Solving IT and had some amazing tips! Some of the highlights included Daria sharing how you can hold her attention, research what role the COO has (since it can be quite different, org…
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Answering questions from "Selling to the COO"!
Wow! Thank you to everyone who spent time last week taking in all of the great information that Daria shared. I am thrilled we were able to touch on so many topics important to a COO. I will be glad to answer some additional questions regarding selling to the C-suite so share those in the comments section and I will get…