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Leveraging Trap-setting Questions During Discovery
The insights on leveraging discovery and trap-setting questions have transformed my sales approach by connecting solutions to prospects' business problems, driving urgency, and securing funding. This article provides you with a fantastic overview of what questions you should be asking during the discovery phase in order to…
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Unlocking Sales Success: The Art of Solving Business Challenges Through Strategic Questioning
As a successful seller, understanding that the key to effective sales is solving a significant business issue for your potential customer. This blog post reaffirms this notion, highlighting the importance of pinpointing a major business challenge to create urgency and secure funding in deals. John Kaplan's timeless advice…
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Introduction
Hello, My name is Felicia Barbera. As a Senior Customer Success Manager (CSM), my focus for this training is mostly post-sales on NRR, and Cross-sell/Up-sell. I'm excited to join ascender and look forward to working with my account teams to excel in the way we consistently prove that we understand our customer's business…
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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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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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What is your favorite sales qualification methodology and why? e.g. MEDDIC, BANT, NOTE
And why?
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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.…