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Critical decision criteria
Today I have a question for everyone here. Our solutions require changes to the procurement process at the target customers. However, as the current procurement processes of large customers are often not so easy to adapt, one of the purchasing department's decision criteria is very often that the purchasing process must…
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October 4, 2024 - Ascender Insights: Building Consensus with Metrics [Event Recap]
John Boney joined us to talk about Building Consensus with Metrics. We covered the why and the how, discussing the reasons you need to ensure that everyone is on board with your solution and how it will help them reach their goals. Check out the recap, recording, and deck below. Talking points included: How to frame your…
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How Do You Prep Others to Join Your Sales Calls?
Would love to hear ways you like to make sure everyone joining a call with your prospect is prepared. We shared some tips in this article. Share the ones you would add!
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Take the Stairs: The Only Path to Real Success
Last week, I shared a quick video about how the only way to get to the top is to climb. Throughout my career, I've learned there are no shortcuts to success. You can’t bypass the grind, skip the failures, or leap past the challenges. The truth is, there’s no elevator to success—every step you take is necessary, and every…
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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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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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What are some resources you're looking for?
We're always on the lookout for ideas on webinars and resources to build. We just saw a great discussion today and are looking into a relationship map and whether or not we can build one for Ascender use! What are some ideas you have for us that you'd like to see completed?
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Best Ways to Follow Up
This is one of my favorite topics to write about because I think it's an often overlooked way you can differentiate yourself as a salesperson. Curious to hear others' tips on following up on sales meetings.
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Objection Handling
What’s the best rebuttal for “ we heard about your company and we aren’t impressed. Our friend said she used you and she wasn’t happy with the process but she enjoys the process.”
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Templates?
I'm curious if anyone has some standard document templates for the following: Account Plan Opportunity Qualifier (MEDDICC) Meeting Planner I'm building a team and have the opportunity to set the standard to build from. I'd rather edit good existing templates than create my own from scratch. Thank you! Lance @Joe Huber
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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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Reducing Buyer’s Remorse: Creating a Differentiated Buying Experience
This article calls out a trend that many of us have noticed with customers increasingly preferring a self-serve form of purchasing with less interaction with an actual rep. Unassisted buying can often lead a higher purchase regret. This can be avoided by offering a more meaningful, differentiated buying experience. In the…
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New here🙋🏿♀️
Hello, I'm Takii (Tuh-k-eye) I am from re:WORK training program transitioning from healthcare into tech sales. Thanks to Joe I will be using the Ascender platform to expand my knowledge of sale methodologies and prospecting to have a solid foundation when I start my role as a BDR/SDR at a company. Let's connect on…
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How to revisit our "Selling to the C-Suite" series
Be sure to check out the tag for "Selling to the C-Suite" should you wish to revisit our series from last year when we interviewed C-level executives about tips and best practices on how to sell into each level. From CMO to CFO to CEO, we covered it all!
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September 6, 2024 - Ascender Insights: Objections Throughout the Sales Process [Event Recap]
Antonella O'Day was live to talk about objections and what they can look like throughout the sales process. This one had a lot of great questions and we dug deep on how you can overcome nearly any objection thrown your way. Check out the recap, recording, and deck below. Talking points included: Anchors and how to use them…
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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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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…