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February 17, 2023 - Ascender Live [Event Recap]
Tim Caito joined us to talk about generating pipeline in this Ascender Live workshop! We had some amazing questions shared ahead of time and talked through some things live!!! Things like how Tim uses social media, leans into having his own point of view, and how important building an ideal customer profile is to keeping…
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The Deal Desk
This post should be used as a thread for you to ask questions about possible deal issues, how you're qualifying things, and tips for others. Any questions or tips to help you and others close any open deals. Have a question that you want to ask anonymously? No worries! Go ahead and message Joe Huber with your question and…
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Decision Process - Discovery
Hey, I have just finished the Decision Process module in the MEDDIC Essentials course. An area that I really liked and will work on is asking discovery questions early in the sales cycles to identify the "backward timeline" From here, you can identify if the customer even has a solid decision process. Could anybody share…
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February 3, 2023 - Ascender Insights [Event Recap]
Frank Azzolino joined us live to lay the groundwork for our "Selling to the C-Suite" sessions and he had so many amazing things to share. We discussed how this sale is different, how to research for sales involving the C-suite, identifying when you'll need C-level buy-in, and what CEOs are looking for (especially helpful…
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Hello Everyone!!
Hello Everyone! I'm excited to introduce myself. I am excited to be here and looking forward to learning so much from everyone. I work with a software company called Snap! Mobile. We specialize in online fundraising for clubs and programs at the high school level. I am based in Scottsdale AZ, I love to golf and play hockey…
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January 18, 2023 - Ascender Live [Event Recap]
Antonella O'Day joined us on this workshop all about helping you actually set up your plan. It was a companion to our webinar with John Kaplan around "The Plan to Make the Plan". In the recording, you'll hear about how you can take concrete steps to building your plan, how you can stay accountable by sharing with others,…
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Metrics and Decision Criteria
This is a little embarrassing; and I promise I've done my homework; but I still get confused between Metrics and Decision Criteria... I'm trying to simplify it my way of seeing it is: Metrics are what we offer/propose to solve the Pain Decision Criteria is how they define whether it solves the Pain or not So in essence,…
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Allow me to introduce...Myself!
Greetings, ya'll! I wanted to introduce myself. I am Mark Engleman, a 20+ year student of sales. To learn more about me, I invite you to check my LinkedIn video resume. https://www.linkedin.com/posts/markengleman_activity-6785913659706130432-aMxE?utm_source=share&utm_medium=member_desktop Looking forward to learning…
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January 13, 2023 - Ascender Insights [Event Recap]
The Plan to Make the Plan is something John Kaplan has shared before in blogs and podcasts, but never before had he gone over specific questions from salespeople to help them build toward their best plan yet. Until now! Check out the recording from our Ascender Insights event in January of 2023 as John walks through things…
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Increased Buyer Scrutiny
We just published a podcast with @Tim Caito on how to manage increased buyer scrutiny and stay focused on your value. Curious what everyone is experiencing in their respective sales environments? What are you seeing right now? What angles around this topic would you like to see more information on? Here's the podcast link:…
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Ascender LIVE Event Recap - December 14, 2022
Here is the video from the December Ascender LIVE session! This was a Deal Desk and we had @Patrick McLoughlin join us to help talk through some deal scenarios some Ascenders were facing. From community questions to real-time questions, this one had it all! Be sure to check it out and share any of your own takes in the…
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Ascender Spotlight on Joey Devlin - December, 2022
The Ascender Spotlight is a way for us to highlight our amazing members! This month, we're introducing you all to @Joseph Devlin. Here's his bio in his own words: I began my career in corporate finance before transitioning into advertising. Having worked as a media buyer for the past 4 years across multiple industries, I…
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Using Your Champion as You Push Your Deal to the Finish Line
We just posted a video with @Brian Walsh where he shares a few ways to make sure you're equipping your champion in the late stages of the deal. Are you trying to get a deal closed before the holidays? Watch this video - ask your questions - let us know your perspective!
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Community Event Discussion. Ascender Insights, December 2, 2022.
This discussion is all about your takeaways from the session with John Boney about attaching yourself to the biggest business problem. What did you learn? Did you have a favorite moment? Let us know in the discussion! If you missed the live, you can catch the recording in the Explore tab here.
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Deal Advice
Hey, This question would be good for the upcoming deal clinic; however, I have a customer meeting 2 days prior that I would love some advice on. Scenario: I'm working on a net new logo opportunity - We have won technically and are well aligned to the business pain, and the CISO has chosen us as the winning vendor. However…
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How to ask The Essential Questions during a job interview without coming off as unprepared
Hi Force Management team, I understand that we need to ask The 4 Essential Questions during a job interview - be it with HR, hiring manager, etc. 1. What problems do you solve? 2. How do you solve those problems? 3. How do you do it better and/ or differently than the competition? 4. What is your proof? How do we set the…
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Ascender Spotlight on Sara Van Pelt - November, 2022
The Ascender Spotlight is a way for us to highlight our amazing members! This month, we're introducing you all to @Sara Van Pelt. Here's her bio in her own words: Hey all! Excited to be a part of the Ascender community and to share a bit more about myself. I was born in raised in NH & moved to ATL about 10 years ago. After…
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Our Best MEDDICC Content
If you're looking for some additional content to help you use MEDDICC, we just posted this round-up of articles on MEDDICC. It may be a good one to save! https://my.ascender.co/Ascender/Explore?post=our-best-content-on-meddicc-so-far&referrer=773744af-7e67-4fd0-9616-647df1ebe453
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Ascender Recap [November 9, 2022]
Here are some highlights from the past week in Ascender. Join us next Wednesday, November 16, 2022 at 12 pm Eastern for Ascender Live Jim "Pouli" Pouliopoulos will join us to lead a discussion around advice for young sales people, what to look for when looking for new roles, and the impact of positive thinking for…
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When did it click?
For me, I'd been in sales for around four years and I was going through a dry patch. Someone recommended I read a David Sandler book called 'You Can't Teach a Kid to Ride a Bicycle at a Seminar' which read more like a novel than it did a sales manual. (The Qualified Sales Leader is the same type of book in my opinion.) I…
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Ascender Recap [November 2, 2022]
Here are some highlights from the past week in Ascender. Join us this Friday, November 4, 2022 at 11 am Eastern for the first-ever Ascender Live Ascender Live is a way for us to combine education and community together. Patrick McLoughlin joins us to share insights into the paper and decision process so you're working to…
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Open callouts for questions on next week's Ascender Live
Patrick McLoughlin is leading us in a live session next week on Friday, November 4. If you have any questions you want to ask Patrick about a deal, feel free to share them here in the comments. You can also DM Joe Huber for any questions you want to ask anonymously. I know he's gotten a few already! There's also a…
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Ascender Recap [October 26, 2022]
Here are some highlights from the past week in Ascender. Join us on November 4, 2022 at 11 am Eastern for the first-ever Ascender Live Ascender Live is a way for us to combine education and community together. Patrick McLoughlin joins us to share insights into the paper and decision process so you're working to close more…
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John Kaplan & Jason Bay Webinar live chat
If you're not on the live webinar, this discussion will have some notes from the discussion!
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Ascender Recap [October 12, 2022]
Here are some highlights from the past week in Ascender. John Kaplan offers valuable insights There was an excellent question from Robert Smart got a detailed, actionable reply from John Kaplan! We think this message is really special and worth checking out. If you have tips for Robert (or a question for John) check out…
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Ascender Spotlight on Mateo Tedeschi - October, 2022
The Ascender Spotlight is a way for us to highlight our amazing members! This month, we're introducing you all to @Mateo Tedeschi. Here's his bio in his own words: Hi All! Excited to be featured this month for the spotlight. Here's a quick background on me. I graduated from California State University, Long Beach in 2018…
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What's one thing you do in sales that's different from everyone else?
Basically the title. What is something that you think is a truly unique piece of your sales game that could help others level up?
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Asking Tough Questions
We talk about asking tough questions in discovery with Brian Walsh today in this video. Curious what you think about his tips? How do you prep your own "points-of-view"? I like the question example he offers at 3:15 in the video.…
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Ascender Recap [September 28, 2022]
Here are some highlights from the past week in Ascender. Networking and roleplay opportunity The Roleplay Center group has its first taker in @Robert Smart! Check out Robert's post on looking for a sales roleplay partner centered on cold calling, discovery, and negotiation. Join the Roleplay Center and share if you're also…
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"Owning the outcomes"
Today's Monday Motivation with John Kaplan was really inspirational to me! I love the idea of owning the outcomes and the only way we can do that is by putting in the work, now. How do you plan your activities and map to outcomes? What advice do you have for other people that are looking to own their success?