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Introduction - Brent Wallace AE
Hey all! I just joined to get my MEDDICC certification and am really happy to be here! I have a small digital marketing company that helps SMBs get found on Google in the niche of Anti-Aging and Longevity Sciences, and I plan on winding that down and will start to pursue, as of this month (January 2024) a SAAS AE position…
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Segmenting TAM for New Year
I have learned many different ways to segment TAM based on industry, target size, potential for maximization of solution adoption, and more. I’ve always found that, any way you must do it for your specific role, it’s important to make sure all accounts receive some attention (you never where there is gold hiding or whose…
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Introduction! (excited to join this community!)
Name: Janet Krenn Title: Global Knowledge Enablement Lead Industry:Ag manufacturing Goals I want to achieve:Get a role at an organization with a mandate for sales excellence where I can own sales enablement Hobbies:Knitting One thing you want to get out of being an Ascender:MEDDICC certification, Networking
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Introduce Yourself Here!
Hello and welcome to Ascender! You've taken a big step forward and I'm so happy that you're here! One of the things you can do to start connecting with others is to comment below with your intro post so others will be able to see what you're about! I recommend that you copy and paste the template below (Pro-tip: Copy…
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Pipeline Generation
Hey! What are you guys finding is working best for pipe gen at the moment. I always prefer phone, but for some prospects I dont have details so relying on email/LinkedIn. Just keen to hear how you guys are going about things in terms of sequences, touch points, general messagings thats landing etc. Thanks!
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Best Subject Lines of 2023 before it's too late
As the year ends, everyone is closing down pipeline and trying to ensure that Q1 next year isn't a completely clean slate of depleted pipeline. This is likely the most important time of year to get good open and response rates on emails. I know statistically, in 2022, one of the most opened subject lines was "Quick…
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December 8, 2023 - Ascender Teams Workshop 4 ways to use Gen AI to maximize your time [Event Recap]
Matt Payne from Sales Boost Consulting joined Ascender to discuss Generative Artificial Intelligence (AI), the impact it's having on sales, and how you can leverage it in your day-to-day. We covered things like writing better prompts, specific details to add, how you can layer AI into the strategic parts of your roles, and…
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Relationship Building
A lead I've been chasing for a number of months (and who has been ghosting me) responded to my latest outreach which is an invitation to stop by our booth at a tradeshow. Interestingly enough, he responded to this outreach right away but ghosted me for two months about scheduling demos. Any thoughts about why he would do…
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Gaining Commitments
Since we need to earn the right to continue the conversation, what are some of the safe questions that help establish ourselves as salesmen that we deserve to be in this conversation?
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Clutch time plan of attack
I’m big on systems in general. They’re replicable, lessen my anxiety because there are concrete steps, and they allow me to be more “action oriented” than “result oriented” because I know if I am consistently performing the correct actions, I will achieve the desired results consistently. It’s like pulling out the family…
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December 1, 2023 Ascender Live Year-End Reflection: Paving the Way for 2024 Success (Event Recap
Thank you @Frankie Vignone , @Antonella O'Day and @Rachel Clapp Miller for hosting a fantastic session! We spent the first half discussing how we can look back at our wins and losses with a MEDDICC lens, recognize patterns and set ourselves up for success next year. Frankie and Antonella had some great ideas for investing…
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When is it time to call out poor customer behaviour?
Hey - I'm becoming frustrated with a deal that I am working on, and would love to hear some of this forum's thoughts (going to try and keep this super short as theres a lot to unpack) Working on a deal with an existing customer. They have purchased from us before at a similar $ value. Deal is for software that replaces…
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November 17, 2023 Ascender Live - How to plan for and execute a great Discovery call (Event Recap)
@Pouli Pouliopoulos hosted a fantastic conversation last Friday on digging deeper with discovery. We covered mindset, preparation, discovery flow and follow-up.
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What can I do if a prospects says “I now someone that has a better product”
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What’s the best attitude after an objection?
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What is the best answer to the objection " we can't afford this right now"?
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In a 6-month sales cycle, where do you feel like you need to be to close by EOY
In a 6-month sales cycle, how far into the sales process do you feel you need to be currently for the opportunity to close by EOY?
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November 10, 2023 - Ascender Insights - The Art of Re-engaging (Event Recap)
Thanks to @Hannah Clift and @Diana Sheley for hosting last Friday's session on re-engaging with customers and prospects. They covered this from a few different angles including: 1. How to respond when a prospect leaves you in the dark 2. Ways to engage when you inherit accounts 3. What happens when leadership or champions…
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Lead Qualification Help
Lead qualification is a critical step in the sales process. What, in your experience, are the key criteria and strategies for effectively qualifying leads? How do you ensure that you're focusing your sales efforts on prospects who are most likely to convert into customers? Share your insights and best practices for lead…
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Accessing the Economic Buyer when they know they need the problem solved but want no involvement
I’ve been working deals where economic buyers are not at all technically inclined, and as such, run from a lot of tech conversations. I’m talking to them about the correct high level initiatives, hitting the right personas with the right messaging, but the corporate structure within them space I sell in has been…
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Pre-call planning not going as planned
Effective pre-call planning is crucial in sales, but what happens when the plan doesn't go as designed? What are the correct steps to take when you find yourself deviating from your initial pre-call plan? Share your experiences and strategies for adapting to unexpected situations in sales calls.
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November 3, 2023 - Ascender Insights - The End-of-Year Crunch [Event Recap]
Thank you to @James Reach and @Diana Sheley for hosting our Ascender Insights session on Friday! Great perspective on leveraging MEDDICC to set sellers up for success for the end of the year. Have a listen to the recording if you weren't able to attend live.
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How much does functionality and pricing control matter?
if you or your top salesperson could customize your product to meet any client request and they have full authority over pricing, what would you expect their close rate to be with customers that use a similar product?
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What could I do if lose the commitment at the end of the conversation?
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Leveraging Multiple Offers to Build Partnerships
I am working a deal with more than 5 locations currently. Based on their previous experience with other providers and some tech challenges they face due to location, we would be a huge advantage to them. We can try to win the deal on $ value, but that seems like small potatoes for us on the value side and doesn't send the…
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Top MEDDICC Questions I Am Asked
Awesome MEDDICC webinar on 10/20! I get a ton of messages in my inbox around MEDDICC so I wanted to share the biggest questions I get asked and my answers as a follow-up. Where do I start with MEDDICC? While MEDDICC is the acronym, that doesn’t mean that it needs to be addressed in that order in a cycle. As you begin a…
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October 20, 2023 - Ascender LIVE - Executing with MEDDICC [Event Recap]
@Antonella O'Day led an awesome session on MEDDICC tips and traps today. Take a listen as there is great advice and great questions from the participants. Shout out to @David Wood and @David Chimenti who jumped in!
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What are some things that we should stay away from in our opening statements going forward?
What’s some of the topics or questions that we should really be looking to avoid in our opening statements?
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What is the key difference between features and benefits in a product or service presentation?
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October 13, 2023 - Ascender Teams Workshop - Pilots, POVs and POCs [Event Recap]
@Patrick McLoughlin hosted a fantastic conversation on POCs, POVs, and Pilots. And of course, he tied it all back to MEDDICC!