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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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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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February 16, 2024 - Ascender Live - "Selling Beyond the Sales Team" w/ Antonella O'Day [Event Recap]
Antonella O'Day joined us to talk about "Selling Beyond the Sales Team". We defined some terms, including a perfect scenario where all teams are "selling in the same direction". Where all cross-functional disciplines know exactly what to do, and when to do it, during the customer journey. Unfortunately, almost no company…
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January 26, 2024 - Ascender Live - Plan to Make the Plan w/ Jim "Pouli" Pouliopoulos [Event Recap]
Pouli joined us last Friday to talk about "The Plan to Make the Plan" and shared why it's so important to understand your own motivation, how to leverage other tools to help with planning, and answered some questions during this Ascender Live Workshop. Check out the discussion and resources we covered in the replay below:…
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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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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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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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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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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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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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June 16, 2023 - Ascender Live - Positive Thinking & the Sales Mindset [Event Recap]
@Pouli Pouliopoulos joined us to talk about how thinking positive can be a serious game-changer, how there's plenty of room to build positive relationships and rapport in today's "zoom-first" culture, and included some great ice-breaker questions. You also won't want to miss his "magic trick" toward the beginning of the…
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May 19, 2023 - Ascender Live Workshop - Value Based Conversations [Event Recap]
Our Ascender Live event was another fun one! Thanks to everyone who showed up live with some really amazing questions. @Antonella O'Day shed a ton of light during our conversation on how you can build value in discovery, some things SDRs can focus on, and then even gave some frameworks for asking questions that will help…
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April 21, 2023 - Ascender Live [Event Recap]
This month's Ascender Live was a revisit to our "Plan to Make the Plan" conversation that we started back in January. There were some great talking points around the franchise mindset and how you can reframe some of your existing plans to set yourself up for success. We briefly touched on this document which can help you…
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March 17, 2023 - Ascender Live [Event Recap]
We had an excellent workshop on revamping customer-facing QBRs that went over how you can layer in more value, re-brand the name (and help adjust perception), and what kinds of resources you're looking for. We'll be working on some resources, so keep your eyes out for them! Though I'll definitely be letting @Remo Reale…
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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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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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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…