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Best AI tools that sellers are using?
I am a bit of a laggard when it comes to AI tools and solutions as a seller as I am still doing a lot of things the "old school" way and not using automation or AI. I am realizing that I need to atleast understand what is out there and potentially selectively leverage some things if they can help with optimization. Curious…
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Customer Obsessed Culture
This article from Salesforce highlights the critical role of cultivating a customer-obsessed culture for sustained business growth and customer loyalty. Embracing this mindset ensures that every team member prioritizes customer needs, leading to exceptional service and long-term satisfaction. By aligning organizational…
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June 21, 2024 - Ascender LiveWorkshop: Mastering One-on-One Meetings with Your Manager [Event Recap]
Ascender invited on Antonella O'Day to help walk through how you can create high-value one-on-one meetings with your managers. Meetings that are important enough, already, but ones that often aren't leveraged well. Check the recording to see how you can level up your 1:1 meetings, right away. Catch the recording of the…
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Seeking Enterprise Account Executive roles
Hello Community, I am currently seeking new opportunities as an Enterprise Account Executive and am open to roles that allow remote work from South Carolina. Strong SaaS/Cloud experience selling automation/orchestration to cybersecurity solutions across multiple verticals. If you know of any openings or can connect me with…
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Balancing AI and Human Expertise for Lead Gen
In a recent article titled "AI is Overhyped. The Future of Lead Generation Lies in Human-Machine Harmony," the discussion around AI's role in lead generation struck a chord with me. As a seasoned professional, I’ve witnessed the transformative impact of AI on our industry, but add human expertise and the true potential is…
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June 7, 2024 - Ascender Insights: Getting the Most Out of Your Manager [Event Recap]
John Boney and Ascender went over the important relationship that you have with your manager and how you can leverage them as a resource in your day-to-day life. This Ascender Insights webinar was all about working with our managers and talking about the relationship that we have with them. They're a great resource, but…
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Harnessing the Power of The Decision Tree Method
I recently came across this article that recommend using an issue tree (or a decision tree) method and I was intrigued by it. My initial thoughts were about how helpful this could be for many of us, regardless of role, but especially for my friends in a Solutions Engineer role to delve deeper into customers' business…
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Transforming Sales Pitches
Reading this article on articulating differentiation was a game-changer for me. It emphasized aligning my product's unique features with my prospects' specific needs. By focusing on what's truly important to them, I've been able to craft more compelling pitches and close deals more effectively. This approach has not only…
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Thriving in a Dynamic Market When Low Hanging Fruit Becomes Scarce
This article offers some great insights on adapting sales strategies that are essential reading for anyone navigating today's volatile market. It offers practical tips and a forward-thinking approach and helps equip sales professionals to stay agile and responsive to evolving customer needs. Highly recommended for those…
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Unlocking Success: The Power of Confidence and Conviction in Sales
As sellers, confidence and conviction are powerful tools. When we wholeheartedly believe in the value of our offerings, it resonates with our customers. Remember, what you do matters. Aligning confidence with our products or services isn’t just about sales—it’s about genuinely understanding that we positively impact our…
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Pursuing a Sales Career: Embracing Dynamic Opportunities
I am interested in pursuing a career in sales because I am drawn to the dynamic nature of sales-focused roles. Over the past ten years, I have been involved in combat sports, held remote customer success and growth marketing positions, traveled extensively, and delved into various disciplines such as martial arts,…
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What do you want from your manager?
What are the top traits that you look for in a sales leader? We're hosting an event on "How to get the most out of your manager" on June 7th, and we'd love to hear from you before we go live. You can also check out this article from Ascender on some of the most commonly sought after traits.
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The 4-Day Work Week Debate
This blog covers the idea of a 4-day work week and takes us on a thought-provoking dive into a workplace trend that promises increases in productivity and employee well-being. The pandemic and the past few years have brought many new shifts in attitudes about the integration between work-life and home-life. It’s important…
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May 17, 2024 - Ascender Live: Selling on Value: Q&A Session on Common Challenges [Event Recap]
We were joined by Antonella O'Day to talk about Selling on Value. Catch the recording below where Antonella shared her viewpoint, we dig into questions from the audience, and we have a new Ascender Resource, just for you. Selling on Value is something everyone says that they do, but it's not always the case. Antonella…
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Happy to be here...
Hello everyone, I am Damien Bowersock, a Sr. Sales Specialist with Red Hat in the Kansas City Area. I've been in technical sales for over 20 years and have spent the last 4 as an overlay rep for several of our products. I'm looking forward to deepening my understanding of MEDDICC (although we add the 'P' for MEDDPICC) and…
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Navigating RevOps Trends for 2024
I found this to be an insightful read on RevOps trends for 2024. Embracing cutting-edge technologies, refining revenue operations analytics, and prioritizing customer-centric strategies are key to staying ahead in a marketplace that is changing ever-faster. How are you leveraging some of these insights in your RevOps team?…
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Customer Success is the key driver of Net Revenue Retention (NRR) in 2024
A must-read for anyone looking to stay ahead as more boards become focused on customer success’ critical nature. This article brilliantly captures the evolving landscape of customer success. Emphasizing proactive engagement, hyper-personalization, and AI-driven insights, it paints a vivid picture of how businesses are…
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Customer Dragging Out a Deal?
If you've been in sales long enough, you’ll encounter situations where a customer drags their feet on making a decision. Once follow-up messages start to go unanswered, it's probably time to take a step back and think critically about where the deal may be stuck and how to get it moving forward. This article will help you…
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May 3, 2024 - Ascender Insights: Common Mistakes When Trying to Articulate Value [Event Recap]
Diana Sheley went live with Ascender to talk about the common mistakes that people make when they're trying to articulate value. She shared some excellent tips and answered lots of great questions. Due to a technical issue, the recording from this session is unfortunately unavailable. But we've got you covered on the key…
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Unlocking Customer Loyalty
Check out this article on leveraging Net Promoter Score. It provides a deep dive into fostering lasting connections with clients, and explains the importance and potential benefits of measuring your own NPS. It really is a great read for sales teams aiming to elevate customer experiences and drive sustainable growth. You…
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Leading Vs. Convincing: The Art of Questioning
It is crucial to guide a business conversation with insightful questions, as this enables prospective clients to identify their own needs rather than being told what their problems might be. The key here is to lead rather than convince. This approach leads to more productive discussions than merely pushing solutions on…
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Leveraging Trap-setting Questions During Discovery
The insights on leveraging discovery and trap-setting questions have transformed my sales approach by connecting solutions to prospects' business problems, driving urgency, and securing funding. This article provides you with a fantastic overview of what questions you should be asking during the discovery phase in order to…
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April 19, 2024 - Ascender Live - Moving Into the Sales Manager Role [Event Recap]
Pouli jumped on with us during this edition of Ascender Live. These are live workshops that allow you to chat with a facilitator from Force Management. Events like these can be found here. Pouli brought some really great points to a conversation around the topic of "Moving into the Sales Manager Role". We covered some…
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Mutual Action Plans - best practices
Hey all- Been a fan of Mutual Action Plans (MAPs) for years and use them in all applicable deals. Curious what best practices others are seeing using them in today's environment and would also love to hear any success stories or pointers you have? Generally for me they work best when: I clearly set the expectation and…
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Are You Leveraging LinkedIn for Lead Generation?
Utilizing LinkedIn for lead generation is crucial in today’s competitive business landscape. With its vast network of professionals, targeted search filters, and content-sharing capabilities, it offers unparalleled opportunities to connect with potential leads and help to grow your business. Do yourself a favor and don’t…
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Unlocking Sales Success: The Art of Solving Business Challenges Through Strategic Questioning
As a successful seller, understanding that the key to effective sales is solving a significant business issue for your potential customer. This blog post reaffirms this notion, highlighting the importance of pinpointing a major business challenge to create urgency and secure funding in deals. John Kaplan's timeless advice…
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Quick Introduction
Hey Everyone, Wanted to drop a quick introduction here - I'm an Enterprise Account Executive working at an Internet of Things company called Tractian out of Atlanta, Georgia! Excited to dig into the fundamentals here and improve my overall sales game, as well as collaborate with the group here as well! Have a great day…
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ADMIN RESOURCE: Manage Reports for Your Company
If you have admin permissions to manage reports, you'll be able to do so via the Reports page. From this page you can edit and view path progress, course progress, and response data reports. Navigate to the Reports Page The Reporting page is where you’ll go to pull reports. To get there: Select the Profile and Account…
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MANAGER RESOURCE: Manage Reports for Your Team
If you are a manager, you'll be able to pull reports on your team via the Reports page. From this page you can edit and view path progress, course progress, and response data reports. Navigate to the Reports Page The Reporting page is where you’ll go to pull reports. To get there: Select the Profile and Account Settings…
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April 5, 2024 - Ascender Insights - Moving Into the Sales Manager Role [Event Recap]
Doug Gilkey and Sean Nappo joined us to talk about what it takes to move into the sales management role and how to do it. They shared some tips for first-time managers, as well. Sean and Doug are two amazing leaders from great organizations. They sat down with us to talk about how individual contributors can break into…