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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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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…
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Tech newbie
👋 Hello everyone! I'm Davida, hailing from the windy city of Chicago! Excited to embark on my journey into the tech world and eager to soak up knowledge like a sponge. Let's connect, collaborate, and grow together as I dive headfirst into this exciting industry! linkedin.com/in/davida-riley-howell-09drh
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Has ChatGPT removed a vital tool from DM toolboxes
It seems like more and more newer salespeople are trying to use ChatGPT for writing emails I haven’t seen great results. I think it’s because with these early adopter salespeople all their emails are in the same robotic voice or tone, and if you’re good can you can tweak it and make it work, but I haven’t too many that…
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Understanding Personality Styles Is A Game Changer In Sales
One of the best things that you can do as a seller is to recognize and adapt to different buyer personality styles. When you learn to do this, it can significantly increase your sales success by fostering stronger rapport and connection with each individual client. Tailoring your communication approach to align with the…
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Traits of Elite Sellers
Hello Ascenders! Our recent article, Five Traits of an Elite Seller, generated some interesting discussion on LinkedIn; hoping to extend the conversation here. Which ones resonate the most for you? How did you acquire the traits you didn't already possess? If you were to add a 6th trait that translates to top-tier sales…
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Funny story: "Are you the same guy?"
I was on a call recently and I thought, "I'm definitely not getting as much feedback as I would like. I wonder what's up?" Turns out he was just in a slight shock because at the end he said, "My best friend growing up was named Ben Fleishman and I've been trying to figure out if you're him or not." 😂 I wasn't, but it gave…
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Follow up to questions from our January Webinar!
Hey Ascenders! I’ve gone through each and every question that was asked during our January Ascender Insights webinar (replay linked here), and wow! There were some great ones in here! I’ve listed the questions with my answers below and hope you take the time to read them and process them. It’s really powerful stuff you…
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March 15, 2024 - Ascender Live: Competing against internal priorities... [Event Recap]
Ascender Live: Competing against internal priorities and the "do nothing" mentalityAntonella joined us to cover things like: Delving deeper into the organizations we serve Understanding the political landscape Learning about other internal priorities Why doing nothing can be really attractive to executives Hearing about…
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Focusing on truly being "in the Field" in 2024 - would love your feedback
One of the big things I have been prioritizing early this year is being in person, in the field. Over the last 2 months I have spent around 50% of my time in the field, live with prospects, customers and partners. I have made it a non-negotiable to show up in person regardless of the title of the persona. Looking back on…
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Don't just check boxes
I just saw another post about curiosity and it made me think about how I see people on my team struggle most when they're just trying to check off boxes. You should be curious and really dig into what the business problems are while also tying things back to your product. I know this reads really basic, but it's the number…
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Congratulations to our latest group of MEDDICC Certified Ascenders!
Shout out to the following crew that have earned their certifications! You'll be awarded your badge and be invited to the Ascender Community Group, as well. The MEDDICC Certified Ascenders group will have a very special event this year that ONLY those who have earned their MEDDICC Certifications will be invited to. You…
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Congratulations to the people that earned their Sales Planning Certification this week!
Congratulations to @Mike Lantzy and @Yuxin Bai! You'll receive your badge and be invited to the Sales Planning Certified Group in the community, today!
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Pricing vs Value vs Product Capabilities
Hi Guys! I have a long standing customer that uses all of my companies products/capabilities except for Cyber Security. When I took the account over last year, I spoke with the CISO who gave me the 2 main reasons why we havent been considered as a security partner. The 1st being cost, the 2nd being that at the time of…
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100+ Interviews
What should I do?! Anyone who has gotten a job as a BDR/SDR or an AE, what helped you get that job? I've been through 100+ interviews and gotten to 3rd and 4th rounds and then gotten knocked out and have no idea what I am doing wrong.
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March 1, 2024 - Ascender Insights: Attaching to Buyer Priorities w/ Patrick McLoughlin [Event Recap]
Paddy Mac joined us to talk about attaching yourself to buyer priorities and how you can do so while navigating multiple stakeholders. Paddy Mac walk through a ton of topics, including laying a base understanding of the three buyer personas you're most likely to run into on your sales calls. There's a solid Q&A section…
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MEDDPICC Training Lisbon 6th-7th March
Hi All, Looking forward to seeing those who are attending the training next week. If we haven't already met, feel free to find me and introduce yourself, I'm Andy Fraser - Hyland Account Executive for Financial Services in the UK&I
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MEDDICC Training - Intro
Hi, my name is Allan Porter, Account Executive with Hyland Software. I am looking forward to the upcoming training with everyone next week.
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Congratulations to the people that earned their MEDDICC Certification this week!
Congratulations to: @Reggie Miles @Ster Voorpijl @Camilla Bomio @Gianluca Ciampalini @Chris MacAulay @James Bailey @Gael Lamarti Kekatos @Sabrina Fuerlinger @Mariola Morales @Angelica Barthel @Marie Faivre Congratulations on earning your MEDDICC Certified Ascender Badge! Be sure to accept your invite to the MEDDICC…
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Congratulations to the people that earned their Sales Planning Certification this week!
Congratulations to @Gael Lamarti Kekatos! You'll be able to join the Sales Planning Certified Ascenders group now and have been awarded the badge!
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Hello!
Hello Everyone, my name is Brandon Schade and I am a Sales Solution Engineer at Hyland. Looking forward to the upcoming training with everyone!
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MEDDICC Training - Intro
Hello, my name is Scott Lindsay, Account Executive with Hyland Software, and I am excited for the opportunity to train with your team! Thank you.
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Training week for Hyland
Hi everyone! I'm from Hyland Software. This week our entire sales team is on site for sales training. Looking forward to seeing everyone.
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MEDDPIC Training Intro -
Hi All, I'm PJ Myers. I've been with Hyland for almost 20yrs and work as Director in the Healthcare Sales Group. Looking forward to the training this weekend!