Sales Management Disciplines

The Power of Practice
Staying at the top of our sales game requires the same level of dedication as elite athletes. Just like the pro players hit the gym after hours or run extra drills when the stands are empty, we have to commit to practicing our craft when no one is watching. It’s the work you put in after the workday that separates the good…
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…

Upcoming Events

Ascender Insights EMEA: Beating a Slow Economy with Value-Based Selling
In this edition of Ascender Insights, we'll be joined by Jörn Wozny, Head of Presales Central Europe at CHG-Meridian, as he walks through how he positions his solution to face economic headwinds in Germany and across EMEA. You'll see how Jörn builds his arguments focused on business outcomes and leveraging language that…
Ascender Insights: Selling to Experienced Buyers
Sophisticated buyers won't settle for an average sales pitch. Join us for "Selling to Experienced Buyers", an interactive webinar that will show you how to stand out when selling to decision-makers who have seen it all. In a competitive marketplace where buyers are more knowledgeable than ever, you’ll learn how to position…