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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!
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How do I find the pain points and needs of a target customer?
Knowing customer's challenges with a product or service can usually help redirect them toward positives. Any suggestions on handling these steps?
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What is your favorite sales qualification methodology and why? e.g. MEDDIC, BANT, NOTE
And why?
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Feedback Forms
A month or two ago Antonella was talking about using shared docs as feedback forms during the sales process as a way to get input from people you may not normally get because they were either absent on the call or unable to speak up on the call. We discussed using forms that were only shared with individuals for certain…
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Looking to help raise the spirits of one my team members
I manage a team with a varying degree of pros to younger people in the sales game. We're solutions engineers, but it's still sales, so we lose more than we win. What I'd like some advice on is around how I can help encourage one of my team members that's not feeling as confident as they should. The context is that they've…
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What are some common objections or concerns that prospects raise, and how do you address them?
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Questions for closing conversation
What type of questions should i be asking at the end of a sales position. Questions to help make the process finish smoothly. As well as questions on asking if they had an enjoyable experience within the process.
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How do you prepare for a sales conversation?
I am a bit of a creature of habit and I have my own way of organizing before a sales conversation. Everything is loaded in the CRM a certain way, I have a good idea how much time to spend on what, etc. I’m wondering what others do to prepare for a sales conversation. I know a lot of the stuff I do I was taught so I’m…
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October 6, 2023 - Ascender Insights - The Collective Yes [Event Recap]
Stephanie Feraday, CEO of aPriori, and @Brian Walsh from FM were live on Oct 6th and discussed "The Collective Yes". The shared insights on trends they have observed including: - Individuals Matter - How you can best coach your Champions - Multi-threading - The Buying Committee Let us know in the comments what your…
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Question for Effective pre call Planning
What’s some things one should practice when getting discouraged about “Cold Calling”? Is there a possibility that cold calling could get moved to like zoom or google meet?
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What are some tips to engage with a client that isn’t such a talkative person?
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What to do when I know we don't fit the current requirements?
There is a deal that we're working on right now that I know we don't meet all of the requirements they've listed. My team has been very upfront with them about this and I have gone so far as to state it explicitly. But the customer is adamant that we're the right solution and continue to press us on wanting to work with…
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Sequences/Storytelling/Anchoring Value Early via Emotion
I have been working on some new sequences that are a bit different than what I’ve worked on in the past. Whenever I’ve incorporated storytelling into my sequences in the past, the stories have been true stories based around my proof points and unique value proposition to set myself up to have my value anchored as we begin…
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What are the most effective strategies for a sales team to reach their required targets?
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Sales Question
If I were working in sales, what kind of questions do you ask your customers to find out what they need?
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ADMIN RESOURCE: Manage Access for Your Company (Authorized Purchaser)
If you have admin permissions to manage access, you'll be able to do so via the Access tab on the Team Management page. From this tab you can view how many of your Ascender Access seats are in use, see your subscription dates, and request to buy more access. Navigate to the Access Page The Access tab on the Team Management…
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ADMIN RESOURCE: Manage Users for Your Company
Navigate to the My Team Page The My Team tab on the Team Management page is where you’ll manage users. Select the Profile and Account Settings icon in the top right menu. Select Team Management. View and manage your team on the My Team tab. Note: If you have admin permissions to manage users, you'll be able to do so via…
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ADMIN & MANAGER RESOURCE: Overview of Manager and Admin Permissions
Some individuals in Ascender™ Plus have additional manager or admin functionality available to them. This resource outlines those permissions at a high level. Manager Permissions If you have direct reports in Ascender, you'll have some additional functionality available: Team Management — Under the Profile and Account…