-
Win the Prep Game: Using AI to Save Time and Stay Relevant
In today’s environment, every minute matters. AI can help you cut through research clutter and get to what actually matters in a deal faster. Here’s a great prompt we've seen some success with: “Summarize [Company Name]’s hiring trends and product announcements from the last 6 months. Identify any indicators of growth or…
-
Want to Run a Workshop? Here’s How to Bring the Idea to Your Manager
If you’re a sales rep who’s been following along with our Carefrontation series and thinking, “I’d love to get my team talking about this," then you’re not alone. One of the best ways to build a stronger team culture is to be the spark that gets the conversation started. And no, you don’t need a manager title to lead the…
-
3 AI tools I actually use with my SE Team & how we use them to get better
There’s no shortage of AI tools out there. But in a high-velocity pre-sales environment, I’ve found that it’s not about stacking tools, but about choosing the ones that make your team more effective, without slowing them down. I’ve spent the last year experimenting with different AI-driven tools across call prep, coaching,…
-
3 AI Prompts I Use to Research Accounts
Part of my role is helping the team go deep on accounts quickly and AI has become a tool I use regularly in my process. It’s not about replacing research, but accelerating it so we spend more time tailoring our message and less time digging through websites. Here are 3 prompts I regularly use when prepping for a discovery…
-
Coaching My SE Team to Uncover Customer Pain Faster with AI
One of the highest-leverage skills in any sales process, especially in technical sales, is the ability to uncover customer pain. The kind that’s beneath the surface, not listed on the website or in the RFP. That skill is becoming even more essential as buying committees grow and sales cycles stretch. And while there’s no…
-
Sellers in the Trenches: Thriving in a Longer, Tougher Sales Environment
We’re all seeing it with deals taking longer, more people are getting involved, and approvals are tighter. The best reps aren’t just grinding harder because they’re getting smarter about how they move deals forward. Here’s one tip: Treat every week like a micro-cycle. Ask: “What action am I driving this week?” Whether it’s…
-
Three Ways to Run a Carefrontation Workshop, No Matter Your Role
These are some practical outlines for enablement leaders, managers, and team champions, but remember: Get approval before trying to just launch into something. If you're an individual contributor, yourr manager should sign off on the content! One of the best parts about Carefrontation is that it doesn’t require a massive…
-
Making Carefrontation Workshops Stick: Tips for Impactful Sessions
Running a Carefrontation workshop isn’t just about presenting slides or reviewing the Carefrontation framework with new terminology. It’s about helping teams practice the skill of giving honest, direct feedback while showing genuine care, and actually feeling comfortable doing it. If you're planning or leading a…
-
How I Coach My Team to Actually Use AI (Without the Hype)
I used ChatGPT to help me write this, but I used my examples. Let me know what you think in the comments! 1. Use AI to Prepare for Complex Demos Before any big demo or POC, we drop the customer's public website and relevant call notes into GPT and ask: “Based on this info, what’s the best angle to show value with our…
-
RESOURCE: Opportunity Manager SFDC App Resources for Users and Managers
If your company uses the Opportunity Manager Salesforce application and you've been granted a license, the resources below are available to help with using the app: OM User Guide | CoM & MEDDPICC OM User Guide | CoM OM User Guide | MEDPICC Each of these resources includes best practices, tips, and videos for both reps and…
-
June 6, 2025 - Ascender Insights: Using MEDDICC During Longer Buying Cycles [Event Recap]
Buying cycles are lasting longer, but Tim Caito joined us to talk about mindset, how to approach these deals, and ways you can use MEDDICC to keep your momentum going! Talking points included: Level-Setting Mindset shifts Remembering it's not the first time it's happened You can still sell and organizations are still…
-
Kick It Off Right: Crafting a Strong Workshop Introduction
Whether you're running a Carefrontation workshop or diving into any other sales enablement topic, your introduction sets the tone. It's your first chance to earn attention, build trust, and create energy in the room. A strong start can make the difference between a session that lands and one that drifts. So, what makes a…
-
Designing Your Carefrontation Workshop: Exercises That Build Confidence and Connection
When it comes to running a great Carefrontation workshop, content matters, but so does delivery. The way you structure your session has a huge impact on engagement, learning, and follow-through. While you don’t have to include every type of exercise, incorporating a mix of formats keeps energy high and gives participants…
-
Bridging the Gap: 4 Tips for Selling Technical Solutions to Economic Buyers
One of the most impactful lessons I’ve learned is that selling technical products to economic buyers isn’t about diving deep into features, it’s about translating complexity into value. Economic buyers care about business outcomes. They want to understand why your solution matters, not how it works. And while technical…
-
We Want to Hear From You: What Should We Build Next?
Hey everyone! As we plan our upcoming webinars, playbooks, and enablement resources, we want to make sure we’re creating content that actually helps you, the people doing the work every day. Whether you're coaching reps, building onboarding tracks, or in the trenches with MEDDICC and Command of the Message, your…
-
How to Write an Effective Workshop Invite Email for Carefrontation
Getting people to attend a workshop starts with the invitation and a well-crafted email can make all the difference. Whether you’re hosting a session on Carefrontation for your sales team or inviting a cross-functional group, your invite should be clear, compelling, and communicate the value of the session right away.…
-
Setting Strong Objectives for Your Carefrontation Workshop
When you're planning a workshop, especially one centered on feedback, clear, practical objectives are everything. They guide the flow of the session, give participants a sense of purpose, and help measure success. For those of us focused on Carefrontation, the goal isn’t just to talk about feedback, it’s to build the…
-
May 9, 2025 - Ascender Insights: Selling for Long-Term Relationships [Event Recap]
Tim Caito was live with us to talk about how to build deeper, longer, and more meaningful relationships with our buyers. Catch the talking points, recording, and resources below! Talking points included: Level-Setting Mindset shifts Success Mindset Go-to-market (GTM) & Business Models are ever changing We're in the midst…
-
Running a Carefrontation Workshop: Why It Matters
If you’ve been following our series on Carefrontation, you already know the power of honest, caring feedback. But understanding the concept and actually putting it into practice are two very different things. That’s where a team workshop can make all the difference. Bringing your team together to learn, practice, and…
-
Have any questions for me for the webinar on Friday?
Hi folks. Do you have any questions for me ahead of the webinar this Friday, May 9th? I'm talking about "Selling for Long-Term Relationships" and really digging into the idea that you can position yourself as a long-term solution during the sales process. If you have any questions, I'd love to hear them below in the…
-
ADMIN RESOURCE: Manage Bulk Updates and Invites to your Company
Invite via Bulk Upload On the My Team tab of Team Management, select Invite/Change via Upload Download our template by selecting Template (or you can use an existing one but make sure all of the fields are accurate) Fill in the template with the user information. *Starred fields are required. Save the completed template as…
-
Enroll section: 400 Bad Request
Hi everyone, I am trying to view the videos under "Enroll" and encountered a "400 Bad Request" issue. It's not the "Error: Lesson failed." error message as I have enabled cookies for this website. I have tried to refresh my Chrome browser and used other browsers and laptops as well but to no avail. Hope to seek some…
-
Resource: Ascender Welcome Tour
Refer back to this video if you need a refresher on the Ascender Welcome Tour!
-
New to Sales
Greetings All, my name is Rick. I'm new to the sales discipline, coming from a technical development and sales support background. My primary focus is account management with an expanded role into new sales. My boss and team are big believers in MEDDPICC, members of the Ascender family, and I look forward learning as much…
-
Closing the Loop on Feedback Culture
Over the last few weeks, we’ve explored what it really takes to create a team environment where Carefrontation, feedback delivered with both courage and care, can thrive. For sales teams especially, where performance and communication go hand-in-hand, fostering open, honest feedback isn’t just a nice-to-have and is…
-
Train to Gain: Equipping Your Team for Better Carefrontation
When it comes to creating a culture where open, honest feedback is the norm, good intentions can only take you so far. The truth is, most people aren’t naturally great at giving or receiving feedback, especially in high-pressure sales environments. That’s why providing training is a game-changer when it comes to making…
-
Keep It Moving: Building a Culture of Continuous Improvement Through Carefrontation
Carefrontation is a mindset that thrives in environments where people are always learning, adjusting, and getting better together. To truly make open, honest feedback part of your team’s DNA, it has to be woven into how you operate every day. That’s where fostering a culture of continuous improvement comes in. One of the…
-
April 4, 2025 - Ascender Insights: Unseating an Incumbent [Event Recap]
Pouli came on live and talked us through some of the key components to winning a deal where there's already an established solution. There were some great questions and you can catch the recording below! Talking points included: Level-Setting Your product is likely very similar, so how are you different? You need to…
-
Turning Feedback into Action: The Follow-Through That Builds Trust
In any culture rooted in Carefrontation, feedback is only half the equation. The real magic happens when that feedback turns into visible, meaningful action. If we’re going to ask our teams to be brave and candid with us, then we have to meet them with just as much courage by showing them their input matters. Acting on…
-
ADMIN RESOURCE: Manage Custom Fields for your Company
If you have User Management permissions: the Custom Fields tab on the Team Management page is where you’ll manage custom fields. Navigate to the Custom Fields Page The Custom Fields tab on the Team Management page is where you’ll manage custom fields. Select the Profile and Account Settings icon in the top right menu.…