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December 6, 2024 - Ascender Insights: Selling to Experienced Buyers [Event Recap]
Antonella O'Day joined us to help you identify, gain access, and better sell to experienced buyers. This was a really interactive group with lots of questions! If you have questions to follow up with, please leave them in the comments and we'll work with Antonella to get you answers. Talking points included: Level-setting…
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November 21, 2024 - Ascender Insights: Beating a Slow Economy with Value-Based Selling [Event Recap]
Jörn Wozny joined the Ascender team to talk about how he tailors Value-Based Selling to his approach. This event covered some insight from someone who's located in EMEA (Germany), as well, so if you have questions or want to hear more from Jörn, be sure to tag him in the comments! Talking points included: Framing your…
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November 1, 2024 - Ascender Insights: Differentiating Yourself as a Salesperson [Event Recap]
Diana Sheley dropped serious knowledge on our Ascender Insights webinar that was all about "Differentiating Yourself as a Salesperson". From setting the tone to coaching your team, Diana's got the best ways you can actually stand apart from the crowd. Check out the recap, recording, and deck below. Talking points included:…
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October 4, 2024 - Ascender Insights: Building Consensus with Metrics [Event Recap]
John Boney joined us to talk about Building Consensus with Metrics. We covered the why and the how, discussing the reasons you need to ensure that everyone is on board with your solution and how it will help them reach their goals. Check out the recap, recording, and deck below. Talking points included: How to frame your…
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September 6, 2024 - Ascender Insights: Objections Throughout the Sales Process [Event Recap]
Antonella O'Day was live to talk about objections and what they can look like throughout the sales process. This one had a lot of great questions and we dug deep on how you can overcome nearly any objection thrown your way. Check out the recap, recording, and deck below. Talking points included: Anchors and how to use them…
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August 21, 2024 - Ascender Live: MEDDICC in EMEA [Event Recap]
Tim Caito came on to talk about selling in EMEA, what some of the cultural differences are, and how some differences get exaggerated. Check out the recap and the recording below. Talking points included: Level-Setting on how EMEA is different Noting that EMEA is NOT a monolith How selling is still about problem-solving…
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August 16, 2024 - Ascender Live: Hitting Your Yearly Target [Event Recap]
John Boney focused on some specific things that ensured he was on target at by the end of the year and shared his philosophy on something he calls "Q+2". Find out what that means and the answers to the questions from our live participants' questions below. Some things we covered: Hitting your yearly targets The Q+2…
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July 12, 2024 - Ascender Insights: Qualify & Close with MEDDICC [Event Recap]
Nicole Ardiet and Tim Caito talked to Ascender about MEDDICC in two parts: Qualifying and Closing. Check the recording below for the full discussion. Some of the key talking points were: Establishing if the company you're selling into is actually a fit How you can establish that you're on their side Finding out what they…
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June 21, 2024 - Ascender LiveWorkshop: Mastering One-on-One Meetings with Your Manager [Event Recap]
Ascender invited on Antonella O'Day to help walk through how you can create high-value one-on-one meetings with your managers. Meetings that are important enough, already, but ones that often aren't leveraged well. Check the recording to see how you can level up your 1:1 meetings, right away. Catch the recording of the…
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June 7, 2024 - Ascender Insights: Getting the Most Out of Your Manager [Event Recap]
John Boney and Ascender went over the important relationship that you have with your manager and how you can leverage them as a resource in your day-to-day life. This Ascender Insights webinar was all about working with our managers and talking about the relationship that we have with them. They're a great resource, but…
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May 17, 2024 - Ascender Live: Selling on Value: Q&A Session on Common Challenges [Event Recap]
We were joined by Antonella O'Day to talk about Selling on Value. Catch the recording below where Antonella shared her viewpoint, we dig into questions from the audience, and we have a new Ascender Resource, just for you. Selling on Value is something everyone says that they do, but it's not always the case. Antonella…
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May 3, 2024 - Ascender Insights: Common Mistakes When Trying to Articulate Value [Event Recap]
Diana Sheley went live with Ascender to talk about the common mistakes that people make when they're trying to articulate value. She shared some excellent tips and answered lots of great questions. Due to a technical issue, the recording from this session is unfortunately unavailable. But we've got you covered on the key…
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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…