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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…
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What strategies can you employ to build stronger relationships while maximizing sales in a comp mkt?
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Get your customers saying "that's right," instead of "you're right"
A big part of being successful in sales is ditching your ego. It's a lesson I have continually learned the hard way, but always for my eventual betterment. As humans, I think it is pretty normal to naturally want to be the expert who can solve all of their problems - especially in sales where I have a solution that will do…
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Org grouping for cadence purposes
I am wondering how most people group different parts of organizations so you can market to them in different ways. I’m assuming it will be product specific per each response, but I want to see if anyone has any insights I can learn from. I’m generally making a few buckets based off what departments the company has: Sales…
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Do you have any internal deal review documents or structures?
I want to run a Bi-weekly deal review session with my team, but it is tough to get people to participate, especially getting started. My motivation for doing sessions like this is to give exposure to others on the team of different use cases we run into, especially so our more senior staff can offer insights. I'm trying to…
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September 15, 2023 - Ascender Live - Prospecting Tips & Tools [Event Recap]
Here's the recap and recording of this incredible conversation with you all and @Tim Caito around prospecting tips and the tools we use for this process. We covered an incredible amount, including the idea that you should never let the tools dictate how you prospect, how you can work to find ways to connect with the people…
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Prospecting Tips and Tools
Great conversation today for the live event with Tim! Would love to hear what has been working for seller's first touches via email or VM? Has anyone been A/B testing their outreach? What words, strategies, metrics have you been using that convinced the buyer you've done your research and earned the right for that first…
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"Buyers close deals".
I posted this on LinkedIn and I thought it was a good reminder for all of us over here, too! Buyers close deals. As a seller, you facilitate their buying process. You're the consultant. Not the hero. There was some good discussion in the comments and I'd love to hear what you think!
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September 8, 2023 - Ascender Teams Workshop - Uncovering Business-level Problems [Event Recap]
@Patrick McLoughlin led this incredible session on coaching reps up on business-level pains, how to speak the same "language" as the customer, how to actually show empathy, and more in this edition of our Ascender Teams Workshop.
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Expanding existing accounts
I am in a position where I have inherited 3 spending accounts. All 3 accounts should spend at least 5x more with us based on their business and how we can support their initiatives etc. A large part of my plans for next year is expanding these accounts, and i have put together some compelling reasons why they should at…
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License Overages vs Reshaping existing contract
Hi - After some advice if possible, please :) Context: My customer, due to commercial constraints and the EB losing faith in the value my solution provides halved their license size at renewal in Jan 23. Since then, we have been invited to "sell your solution to us again" and are about to kick off a PoV that will…
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Optimal Tech Stack for SDRs Using Salesforce
What are the best tools and tech available for SDRs to improve output in terms of both quantity and quality? Looking at a holistic approach, what are the best ways to orchestrate the technology? I more interested in an orchestrated approach verses feedback on stand alone tools. @Joe Huber
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August 18, 2023 - Ascender Live - The Negotiator's Mindset (Execution) [Event Recap]
@Tim Caito joined us for another conversation around "The Negotiator's Mindset", this time focusing more on the individual contributor and how you can develop around this crucial skill. Tim covered things like anchors, how to ask questions to get people off of "just price", and the importance of focusing on negotiating…
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Tips or frameworks for closing out calls/demos
Hi All! Curious if anyone has any good frameworks for closing out calls/demos? I am noticing team members getting to the end of calls and not closing them out consistently with wrap-ups or even next steps. Thanks! Ben
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I'm here to answer questions about "The Negotiator's Mindset"!
Thank you so much to everyone that joined us on the Ascender Teams Workshop last week on Friday! It was a great conversation and I really enjoyed chatting with you. We talked about the Negotiator's Mindset with a theme around guidance. The recap was posted yesterday, but I also wanted to open myself up to questions! Was…
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August 11, 2023 - Ascender Teams Workshop - The Negotiator's Mindset (Guidance) [Event Recap]
@Tim Caito joined us to chat through "The Negotiator's Mindset" from the Team's perspective. He covered things like how teams can change their approach to thinking about negotiations, what to negotiate for, and how we can focus on our relationships through the process. The folks on the call also brought some incredible…
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Anonymous question: "I just got my first-ever sales job. Give me all of your advice, please!"
I just got a LinkedIn message from someone that asked me if I'd be willing to post here on their behalf. Here's the full message (emphasis mine): I just accepted an offer from a SaaS company in Chicago to be an SDR. I've heard a lot of the cliché stuff, but I was hoping you'd ask your community about some real advice. What…
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August 4, 2023 - Ascender Insights - Selling to the COO [Event Recap]
Daria Morano and @Diana Sheley were live on August 4th and talked all about "Selling to the Chief Operating Officer". Daria is the COO at Solving IT and had some amazing tips! Some of the highlights included Daria sharing how you can hold her attention, research what role the COO has (since it can be quite different, org…
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Answering questions from "Selling to the COO"!
Wow! Thank you to everyone who spent time last week taking in all of the great information that Daria shared. I am thrilled we were able to touch on so many topics important to a COO. I will be glad to answer some additional questions regarding selling to the C-suite so share those in the comments section and I will get…
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Has anyone else had trouble loading the exam since it was slightly changed today?
I have been trouble uploading the exam to take today. I've tried on a Chromebook, Iphone, and Windows PC. Does anyone have any insight on how to get it to load or actions I might need to take to be able to access it? Thank you!
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Ascender Resources: Role Play Scenario & Feedback Template
During our Ascender Teams session on "Building an Effective Role Play Session", a question came up from @Brandt Hoffman about developing a resource that could be used as a template to help build more effective role play scenarios for both managers and sales talent. This resource will help you do exactly that. You'll be…
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Does anyone have any tips or recommendations for passing the final exam of the MEDDICC training?
Hey there, thank you for reading this question. I took the MEDDICC training over the last week, and felt as though I learned so much. I took Command of the Message a few years back, and felt that this MEDDICC training really shined a light on some of the holes in my game, particularly in the discovery process. I've been…
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Ascender Resources - Customer-Facing Quarterly Business Review
Based on an earlier Ascender conversation around Customer-Facing QBRs, we've build this template for you to leverage. Please let us know if you'd like to see additions or amendments to the template and we'll work to improve this over time.
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Release Notes [June / July 2023]
Here's a rundown of the most recently released features and improvements to the Ascender experience for subscribers and visitors. Please let us know what you think. We'd love to hear from you. For all subscribers and visitors We've made changes to support upcoming subscriber renewals and expirations: Subscribers who have…
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July 21, 2023 - Ascender Live - Influencing Decision Criteria Priorities [Event Recap]
@Antonella O'Day led this incredible session on working with your customers and prospects to help their prioritization around their Decision Criteria. The biggest theme was that what we're aiming to do isn't around changing their minds, but rather helping understand where they're most focused so that we can attach…
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July 14, 2023 - Ascender Teams - How to build an effective role play session [Event Recap]
@Antonella O'Day joined us to talk about building role play sessions from both the perspective of a manager, who is there to offer coaching, and the sales talent, who is there to improve! Check out some of the key tips that Antonella shares including the approach you should take, the mindset you should bring, and some…