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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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April 5, 2024 - Ascender Insights - Moving Into the Sales Manager Role [Event Recap]
Doug Gilkey and Sean Nappo joined us to talk about what it takes to move into the sales management role and how to do it. They shared some tips for first-time managers, as well. Sean and Doug are two amazing leaders from great organizations. They sat down with us to talk about how individual contributors can break into…
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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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March 1, 2024 - Ascender Insights: Attaching to Buyer Priorities w/ Patrick McLoughlin [Event Recap]
Paddy Mac joined us to talk about attaching yourself to buyer priorities and how you can do so while navigating multiple stakeholders. Paddy Mac walk through a ton of topics, including laying a base understanding of the three buyer personas you're most likely to run into on your sales calls. There's a solid Q&A section…
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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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January 19, 2024 - Ascender Insights Plan to Make the Plan w/ John Kaplan [Event Recap]
John Kaplan joined us to talk about the Plan to Make the Plan, including how you can take the reigns of your success and own your career. Some of the biggest themes from John's talk are about the Franchise Mentality, Account Planning, and your Operating Rhythm. By being realistic and honest about what lies ahead, you're…
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December 8, 2023 - Ascender Teams Workshop 4 ways to use Gen AI to maximize your time [Event Recap]
Matt Payne from Sales Boost Consulting joined Ascender to discuss Generative Artificial Intelligence (AI), the impact it's having on sales, and how you can leverage it in your day-to-day. We covered things like writing better prompts, specific details to add, how you can layer AI into the strategic parts of your roles, and…
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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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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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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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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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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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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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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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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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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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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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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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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 roleplay session [Event Recap]
@Antonella O'Day joined us to talk about building roleplay 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…
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July 7, 2023 - Ascender Insights - Selling to the CRO [Event Recap]
Mike Mattei and @Patrick McLoughlin were live on July 7th and talked all about "Selling to the Chief Revenue Officer". Mike is the CRO at Bamboo Rose and had some amazing tips! Some great tips in here around how to uncover what kinds of metrics are important at the moment for each prospect, how remain fluid so you can rise…
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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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June 9, 2023 - Ascender Teams - Building, Testing, & Developing Champions [Event Recap]
@Patrick McLoughlin joined us to discuss the process behind taking someone from a prospect to a Champion. Paddy Mac shared great tips around Champions like how you can find likely candidates, what traits they have, and even how to build some of the information-sharing. Let us know what you do to build Champions in the…
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June 2, 2023 - Ascender Insights - Selling to the CISO [Event Recap]
Greg Surla and @John Boney delivered such a brilliant discussion to help people selling to the Chief Information Security Officer! It was filled to the end with great stories, tips, and takeaways that you'll be able to use when selling to this highly technical c-level professional! Greg told us very specific things we can…
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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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May 12, 2023 - Ascender Teams Workshop - Getting your team to think multi-threaded [Event Recap]
What an amazing event! First off, this one was incredibly interactive and we had lots of great folks sharing their take on multi-threading deals, what to look for in partners, the power of positive language, and so much more. @Tim Caito was our host and just kept offering amazing tip after amazing tip. If you weren't able…
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May 5, 2023 - Ascender Insights - Selling to the CPO (Chief People Officer) [Event Recap]
Dom Merritt and @John Boney came READY to share some really incredible tips on selling to the Chief People Officer. Dom's insights into what he's looking for paired up with John's takeaways and tips on how you can capitalize will truly impact how you're selling. Share what you thought and what stood out in the comments.
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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…