Talking points included:

• The reality of today's buyer
• Reframing Buyer Skepticism
  • It's an opportunity
• Using MEDDICC to build proof
• What are buyers actually examining
• Equipping your Champion to win over skeptics
• Addressing Scrutiny before it arrives

Let us know what thoughts you have in the comments!

Additional Resources

Talking points included:

• Success Planning
  • How to get ready for session planning
  • The importance of pre- and post-session planning
• Preparing for What's Next
  • Setting deadlines
  • Planning for change
• Identifying Champions
  • How to build influence
• Consistency & Reinforcement
  • How to create long-term engagement
  • Shining a light on your wins

Let us know what thoughts you have in the comments!

Additional Resources

Talking points included:

• The Path to President's Club
  • What it means to earn President's Club
  • Knowing what needs to be done to get there
  • Talking with your manager
• Myths, Perception, Reality
  • Perceptions of salespeople and what good looks like
  • Myths about good sellers and what makes them great
  • The reality of what makes a great seller
    • How you can do the same
• Winning Habits
  • Practice daily
  • Finding a way to win
• Goal Alignment & Focus
  • Focusing on targets
  • Making this a known goal for yourself
• Working With Your Team
  • Dominating your company's ecosystem
  • Working as a team
  • Winning together

Let us know what thoughts you have in the comments!

Additional Resources & Referenced Materials

• The President's Club Mindset: Inside the Winning Strategies of Tech's Most Successful Salespeople [Bob's Book on Amazon]
• Revenue Builders Podcast episode [The President’s Club Mindset: Inside the Behaviors, Beliefs, and Discipline of Elite Sales Performers with Bob Kocis]
• March 14, 2025 - Ascender Insights: When to Walk Away [Event Recap]

Talking points included:

• Level-Setting
  • No matter what you do, make sure you're using your company's AI policies
• Evolution of AI in 2025
  • AI has made it easier to build, so there is more competition than ever
    • But this means you can now see better differentiation in newer products that don't have the power yours does, or in the freedom a newer product can afford because they have less customers - It's up to you to make sure that your values align with your customer's values
  • Sellers have more tools than ever to leverage
    • You have a world of data at your fingertips
• Making AI Work for You
  • Utilize personalization
    • We don't mean one random fact from their LinkedIn page, but rather speaking like a human, understanding their problems, and making sure your language matches how you actually speak
  • Edit anything that has been touched by AI
    • It is not perfect and can make mistakes
    • There are things that people will consider a dead giveaway to something generated by AI
  • Keep using the same language as the buyer
  • Use AI to help you keep track of things like Mutual Action Plans or Coaching Your Champion
• Future-Proof Your Skills
  • Use AI to create efficiencies
  • A question we must answer, now that we’re seeing software become a commodity: How do you create budget?
    • The answer is that you create efficiencies
  • Get better at analytics
    • Data is everywhere, and it's only as good as the insights that come with it
    • Outside-In Analysis
    • Outcomes-Based thinking
    • Use AI to help you think, but do not stop thinking critically yourself!
  • Try making some of your own GPTs

Let us know what thoughts you have in the comments!

Additional Resources & Referenced Materials

• Seth Godin - Mentioned by Max
• Lenny Rachitsky - Mentioned by Max
• Adam Lazzara's LinkedIn Post - Mentioned by Joe

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 buying
• Working on a longer cycle than normal
  • A freeze does not mean that companies aren't spending money
    • Find ways to become the key priority
  • Triangulate the solution
  • Align to their priorities
• Using MEDDICC for impact
  • Maintain momentum in a lull
  • Establish your value
    • It's more important during longer cycles
    • You have to do it over and over and over and….
    • Involve your Champions (or coaches)
• Becoming the Champion of your Champion
  • Your solution isn't always the sale
    • Sometimes, the sale you need to make is even doing the project!
    • Average vs. Elite sellers
    • Lean into Marketplace changes

Let us know what thoughts you have in the comments!

Additional Resources & Referenced Materials

• May 12, 2023 - Ascender Teams Workshop - Getting your team to think multi-threaded [Event Recap]
• October 6, 2023 - Ascender Insights - The Collective Yes [Event Recap]
• October 4, 2024 - Ascender Insights: Building Consensus with Metrics [Event Recap]

Talking points included:

• Level-Setting
  • Mindset shifts
    • Success Mindset
  • Go-to-market (GTM) & Business Models are ever changing
    • We're in the midst of a shift, now
      • Artificial Intelligence
      • Scrutiny
  • Buyer Expectations have changed
• The Success Mindset
  • The Buyer Journey and relationship starts it's depth with sellers
  • How the Success Mindset works
• Setting Intentions
  • Be clear about your role
    • How to set yourself up to remain in contact
  • Clarify Value Realization Timelines
    • Working with your team to show how powerful the solution is to Business Problems
• Start With the End in Mind
  • Finding out what their "end" is
    • Goals, pains, onboarding
    • "When should we expect to see value"
  • Finding out what your "end" is

Let us know what thoughts you have in the comments!

Additional Resources & Referenced Materials

• Seller Deficit Disorder [Force Management Blog]
• Seller Deficit Disorder [Ascender Article]

Talking points included:

• Level-Setting
  • Your product is likely very similar, so how are you different?
  • You need to uncover whether or not you're actually a better solution
• Qualifying "Real" Deals
  • Is this a real deal or are they just fishing for a quote?
  • How to know the deal is real
  • Utilizing the "Pouli" Discovery call
• Identifying Weakness
  • How are you different?
  • Are you stating your differences well?
  • What is your positioning?
• Shape the Buying Process
  • First conversations
  • Multi-threading tips
  • Illustrating the cost of staying
• Live with Pouli
  • We invited two folks on live throughout the webinar to talk about some common issues. Be sure to listen in to hear them!
    • Timestamps:
      • 27:55 - Nick
      • 48:23 - Nori

Let us know what thoughts you have in the comments!

Additional Resources & Referenced Materials

• March 14, 2025 - Ascender Insights: When to Walk Away [Event Recap]
• November 1, 2024 - Ascender Insights: Differentiating Yourself as a Salesperson [Event Recap]
  

Talking points included:

• Level-Setting
  • It's not always easy to tell
  • YOU have to make the call
    • But you should always talk with your manager, first
    • Having a strong pipeline makes the decision easier
• Knowing when to walk away
  • Warning signs
    • Misaligned metrics
    • No definition of Decision Criteria
    • Seller is the only person driving things forward
    • No Champion in the deal
  • Getting to the truth
    • Test your Champion
    • Pressure-Test the urgency
    • Validating budget and process
    • Be direct and ask
    • When is it time to walk?
  • Strategic Disengagement
    • How to walk away gracefully

Let us know what thoughts you have in the comments!

Additional Resources & Referenced Materials

• Email template [Ascender Resource]

Check out the email below and use it as a blueprint to help you walk away from a deal that you and your manager have decided will not close. Check out this post for more on the topic and to catch the recording with Paul!

-

Subject: Continuing the Conversation When the Time is Right

Hi {First_Name},

I appreciate the time you’ve spent exploring {Product/Service Name} with us. Based on our recent conversations, it sounds like {specific reason, e.g., timing, priorities, budget} is making it tough to move forward within {timeframe}.

I completely understand that the right timing is key, and I want to leave you with {relevant resource, insight, or industry trend} that might be helpful as you continue to evaluate your options.

We’re always here to help when the timing makes sense. Let’s plan to reconnect in {future timeframe or trigger event}, but of course, if anything changes before then, don’t hesitate to reach out.

Thanks again for your time and consideration. I’ve enjoyed our conversations and look forward to picking things back up when it makes sense for you.

Best,
{Your Signature}

Talking points included:

• Level-Setting
  • These trends are more like evolutions, rather than something brand new
• Top Trends to look for
  • AI & Storytelling
    • How to use AI in storytelling
    • Finding patterns
    • Analyzation of your storytelling
    • Integrations into your workplace
  • Hyper-personalization
    • Using personality assesments
    • Must be agile in how you sell
    • Using how you sell as a differentiator
    • How to handle more critical buyers by using hyper-personalization
  • More educated buyers
    • Longer experience
    • Less first-time buyers
    • More intimate knowledge of the buying process
    • Avoiding assumptions
• We were joined by a few voices from the call
  • Using AI means you have to be careful
  • Know your policies at your company

Let us know what thoughts you have in the comments!

Additional Resources & Referenced Materials

• December 8, 2023 - Ascender Teams Workshop 4 ways to use Gen AI to maximize your time [Event Recap]
• Generative AI Prompts - Ascender Resources
• Notebook LM – Pouli Referenced
• November 1, 2024 - Ascender Insights: Differentiating Yourself as a Salesperson [Event Recap]
• April 7, 2023 - Ascender Insights - Selling to the CMO [Event Recap]

Talking points included:

• Franchise Mentality
  • Own your territory
  • Be willing to share with your manager on what you need
• Account Planning
  • Let others know your plan
  • Ask for help where you need it and be transparent
  • Participate in your own rescue
• Operating Rhythm
  • Have your plan, but be ready to change course
• The Four Questions
  • What problems do you solve for this buyer?
  • How, specifically, do you solve those problems?
  • How do you solve those problems better or differently than everybody else?
  • Where have you done this before?
    • Proof points
    • Case Studies
    • Testimonials

Let us know what thoughts you have in the comments!

Additional Resources

• Ascender Resource - Plan to Make the Plan Activity sheet (clicking this link opens a window for a downloadable .xlsx file)

Talking points included:

• Level-setting on what we mean by Experienced Buyers
• Highlighting who can be considered experienced during the buying process
  • Focusing in on two buyer personas
• Ways you can identify experienced buyers
  • Signs to look for
  • Questions to ask
• How to gain access to these levels of buyers
  • Oftentimes, these experienced buyers are at a higher level within an organization
  • Tips on how to permeate your account and avoid becoming single-threaded
• Creating meaningful conversations
  • Digging into their business problems
  • Tying ourselves to positive business outcomes
• Getting them to "Yes"
  • Focusing on the process and avoiding "event" thinking

Let us know what thoughts you have in the comments!

Additional Resources

• Statistic Cited by Antonella about referrals
  • "91% of customers say they'd give referrals, but only 11% of salespeople ask for referrals. An overwhelming majority of satisfied customers would refer your product or service – if you ask them to do so. The problem, however, is that only a fraction of salespeople bother to ask for referrals."

Talking points included:

• Framing your approach
  • Moving away from "nice-to-have" and becoming a "must-have"
  • Buyer perception
  • Becoming important to their business's success
  • Becoming important to the person's success
  • This is how Jörn sets up his value-based approach
    • Value Pyramid - on slides
    • Value matrix
    • Some specific examples of how to get to the Economic Buyer
• Value-Based Selling (Check resources below for more!)
  • Execute effective discovery to uncover business pains and
    outcomes
  • Create justification for an urgent and premium solution
  • Help them define requirements for a solution that
    achieves their PBOs (and favors your solution)
  • Pull your solution’s value and differentiation into
    negotiations
    
  • Provide the proof
• How to position yourself
  • Getting beyond features
  • Remember that you'll still need
    • Proof points
    • Customer stories
    • Testimonials
  • Tie into Core-Business problems and pain points
• How Jörn uses Ascender
  • Content to stay current on trends
  • Community forums to ask questions
  • Community forums to exchange experiences with people from multiple backgrounds
  • Community events for trends and to speak with experts
  • Curriculum to build a foundation

Let us know what thoughts you have in the comments!

Additional Resources

• Don’t Forget These Key Steps to a Value-Based Sales Conversation (Blog)
• How to Coach Value-Based Sales Messaging Aligned with C-Suite Priorities (Blog)
• Our Best Content on Value-Based Selling (Collection)
• Tips for Using Value-Based Messaging with MEDDICC (Blog)

Talking points included:

• Seller-Deficit Disorder
• Setting the tone
• Fighting stigmas and misconceptions
• Trusting your process
• Killing your desperation
• Focusing on outcomes
• Coaching internally
• Getting everyone moving the same direction
  • The "Peloton Formation"
• Avoiding selling "bad fit" deals
• Common language
  • Using customer language
  • Using easy to understand language
• Owning your focus
• No wasted motions
  • Sprinter mindset
• Becoming the best listener you can be

Let us know what thoughts you have in the comments!

Additional Resources

Talking points included:

• How to frame your questions
• Some questions to be sure to ask
• How important it is to frame things for your audience
• What kinds of strategies to bring for each persona
• Why procurement needs to be an ally
• How to actually build consensus

Let us know what thoughts you have in the comments!

Additional Resources Referenced

November 1, 2024 - Ascender Insights Webinar: Differentiating Yourself as a Salesperson [Registration link]

October 6, 2023 - Ascender Insights: The Collective Yes [Event recap]

Talking points included:

• Anchors and how to use them to your advantage
• Common Pipeline objections
• The types of objections you'll run into most often
• How to handle Price and Access objections
• Questions from the audience to Antonella

Let us know what thoughts you have in the comments and be sure to check out the deck and 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
• Cultural differences
  • Noticing how access to customers and the various levels in a business are different
• Your responsibility as a seller
  • It's part of your job to know what the culture is within the business
  • Know what the hierarchy means
• Questions for Tim and comments from the audience

And more! Be sure to let us know what you think in the comments!

Some things we covered:

• Hitting your yearly targets
  • The Q+2 planning philosophy
  • Making sure that you're planning for the holidays (there are less than 90 selling days left in the year!)
• Working on expanding accounts
• How to get the most out of Ascender
  • I swear I didn't set that up
• Generating pipeline

And more! Be sure to ask any questions in the Community and connect with us here!

Due to a technical issue, the recording is not available at this time.

Some of the key talking points were:

• Charting the Course
  • Revisit your initial goals
    • Gather & Analyze
    • Plan & Strategize
    • Organize & Execute
  • Spend time actively reviewing
    • Communicate your plan with stakeholders
      • You need to take this to your manager and anyone else that can help you hit your targets
    • You own the plan, so you need to be the one identifying shortfalls and gaps
    • Participate in your own rescue
  • Make adjustments at the right time
    • Pull the levers that you know work
      • If you don't have a tried and true formula, work with someone that does
    • John says, "If we did the activities we said we’d do and the resources we counted on came through, it’s on us to adjust our strategy. If we didn’t do the activities we said, and/or the resources didn’t come through that we expected, we can start our adjustments here. We have to be doing the things we say we will do, though. That's absolutely the bare minimum."
  • Factors we must consider
    • Control what you can
      • There will be things we can't control, but you can control your reaction to:
        • Economy
        • Product
        • Resources
      • John says, "You don't even have to have a positive reaction to these external factors not going your way. You should plan ahead of time for things not falling perfectly. There's always one thing you can control, and that's yourself. So set yourself up by planning for things to not go perfectly right."
  • Don't wait to plan for the holidays
    • The end of the year is coming up, fast
    • There are only 108 selling days (as of August 2, 2024)
    • John says, "This is going to sober a lot of people up, but you only have 108 selling days left in the year. People are already planning their holiday trips, and I don't even mean just the American holidays. People in Europe are very often gone the entire month of August or September. You have got to start planning for delays that you're not seeing, now."
  • Live Coaching with Kap
    • We invited on Jay to talk live with John!
      • Jay: I have been busting my **** prospecting. I’m using my value drivers to align messaging with the right personas. As I reflect, my conversion is low into qualified pipeline. I feel like I am trying to manufacture pain. Where should I go from here?
      • John asked some questions to clarify a few things, but the main point was the following
        • John (paraphrased): You can do a few things, but the first thing is to get real clear about how you're doing the approach into these people. Are you being creative? Are you standing out? Are you being human in your approach?
          • Don't take the resources your company offers for granted, as well. There will be people that are willing to look at what you're doing and help you test out new things and correct.
      • From the audience:
        • Best time to plant a tree is 10 years ago. Second best time is today.
          (Best time to fill your Q3 pipe is (Sales Cycle + 30 days). Second best time is today)
        • I had an executive who wouldn't get back to me - I sent him two pizzas (to his team) - a slice a pizza for a slice of time - he got back to me today
  • Own Your Success
    • How do you self-assess
      • You have to put in the work up front and be honest with yourself
      • Don't make excuses about what's happened
      • Find and pull data so you can look for trends
      • John says, "This is a tough skill to learn. You're going to find it difficult at first and it's going to take practice, but being honest with one's self is vital in the world of a sales professional. If you want to be elite, you need to be great at this."
  • Tips from John Kaplan - Some things John shared as his "best tips"
    • Get honest with yourself
      • Lying to yourself only hurts one person
    • Own the process with an entrepreneurial mindset
      • Think of your boss as the person that will help you with resources, but you own the business
    • Proactively communicate with stakeholders
      • Nobody is going to care as much about your plan as you
    • Hold regularly scheduled conversations sacred
      • There's always something to discuss
    • Don't. Sandbag…
      • It's easy to think of ways that you'll be able to care things over to another quarter, but that's not going to keep you hungry. If you want to win, and win big, you can't ever hold things.
      • John says, "I had to fight this mentality, personally, as well. One thing that I always reminded myself was that if I could close business now, doesn't mean that same business was going to be available in the future."
      • From the audience:
        • Time kills deals!
  • Q&A
    • We talked about burnout
      • John says, "You have to take care of yourself. This is a tough profession with a lot of rejection. That can take a toll, regardless. I
  • Audience takeaways
    • The big takeaways for me from this session have been to take a step back, create a clear plan that leverages the ecosystem, keep everyone accountable and get it verified by leadership wherever possible. Don’t be afraid to adjust when things aren’t progressing as expected.
    • Such a great part of this has nothing to do with sales and so much to do with showing up as your best self to your customers, teams etc. Thank you John K.

Additional resources

Video: January 19, 2024 - Ascender Insights Plan to Make the Plan w/ John Kaplan [Event Recap]

Resource: Plan to Make the Plan - Ascender Resources

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 think of you
• Helping your customer qualify themselves
• Using "how you sell" as a differentiator
• Returning to past proof points
• Reestablishing your position as you near the end of the deal
• And more!

Tim and Nicole did an amazing job sharing their points of view while also answering so many questions. Be sure to check the recording for all of the great questions and tips from the audience, as well!

Catch the recording of the conversation, below.

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 John points out that they're not just here as a "Super rep". Listen in for some tips on how to build trust and retain agency in your role. There's something for all skill levels, especially as it relates to how Enterprise-level reps can work in situations where the manager might play favorites.

Some key points from the talk:

• Building effective communications
  • How to get alignment on priorities
  • Navigating internal landscapes
  • Leveraging Managers and others for external resources
• Building the relationship
  • How to help build your own case
  • How to give back to the relationship
  • Building an entrepreneurial mindset

Check out the recording and the slides from the talk, below.

Selling on Value is something everyone says that they do, but it's not always the case. Antonella walks through some best practices and where things stand, today. This discussion is a part of our "Selling on Value" mini-series, so be sure to check out Diana Sheley's webinar on the topic, as well.

Diana also helped us create a "Selling on Value" checklist resource that will help ensure you're keeping your sales conversations on target.

Key points from the discussion:

• Current Economic Climate
  • "Nice to have" options and associated costs are more scrutinized than usual
• Best Practices
  • Don't talk about the things you want to talk about until you're certain it's something that the customer cares about
    • Business problems or customer needs
  • Sell benefits, not features
    • What will they actually get and how does it help do something like "mitigating risk" or "cutting costs"
    • It's so easy to get caught up and just talk bells and whistles, but resist the urge
  • Showing proof
    • Relevant, timely
    • Be on point
• Audience questions and discussions
• Resource shared
  • Download our "Selling on Value" resource here

Due to a technical issue, the recording from this session is unfortunately unavailable.

But we've got you covered on the key points of the webinar here with a recap and the slides from the presentation. Be sure to check back later this week for a resource we're excited to create and share!

Does the Ascender Community seem like a place you'd want to be where you can join live events or seek answers from peers and Force Management's world-class facilitators, alike? Then email us at Community@Ascender.co for your first year of the Ascender Connect plan for free, giving you access to the Explore and Engage tabs!

Some key points from the talk:

• Influence & Prioritize
  • Influence required capabilities
    • You can't just be a note taker
    • You need to know when to solve and when to influence
      • Diana says, "It's really easy to just want to jump in and solve things. It seems easier and allows you to control the narrative, but it's not THEIR narrative. You need to remind yourself throughout the process that they're the ones that are going to make the decision in the end. You're there to help guide and influence."
      • One of our commenters shared, "I think control is a myth. Always remember that the Buyer is in control. You can only influence."
    • Get the entire picture
    • Be strategic about your discovery questions
  • Prioritizing Required Capabilities
    • Ask people, directly and clearly, to lay out their required capabilities. Ask them to stack rank them.
      • "People rarely argue with their own conclusions"
      • Diana says, "People make this part a lot tougher than it needs to be, at times. We can just be direct and ask the customer what's important. You're not going to convince them to change their opinion of something that's, in their minds, not important. (She talks more about this in the "Focusing on Value" section, below).
        
        We have to be in a place of trust before we can get real answers. So be curious, open-minded, and strategic about what you're asking and when."
• Understand & Differentiate
  • One of the top skills when conversing with a customer is to "hear" what they do not express
  • Seek to Understand
    • Be curious and pay attention
    • They might not be expressing something, so you need to note that and understand what might be behind the surface
    • Diana says, "Everyone says they know not to do it, but it can be comforting to just jump into features when things aren't going the way we want. We think we're delivering value because we're helping to solve their issues. But what if it's not the solution they're looking for? If things feel uncomfortable, take a beat and re-center. Get confirmation. You are here to understand the entire picture, so take your time and get it right."
  • Clearly differentiate
    • You're differentiating so that they can visualize the future
    • Check to make sure you didn't add things that they don't need
    • Gain validating to confirm
      • Oftentimes, we assume that we've differentiated, but the customer doesn't agree
• Focusing on Value
  • Create the space for your customers to be real with you
    • Too often, we aren't creating a space for people to tell us the truth, and so they tell us what they want us to hear. But that doesn't do us any justice and we end up having to work upstream or finding out that we've been working on the wrong things. This can cost us time, but more often is can cost us the entire deal.
    • Diana says, "Build an experience they will remember. Find a way to stand out as a salesperson. Be different, be bold, but be authentic. You'll have to work to create a safe space where you can get the truth!"
  • Articulate Value Clearly
    • Everyone thinks they're articulating value clearly, but so often we're just saying the things that have worked on other calls. Ask yourself some questions and then verify it with the customer.
    • Diana says, "It's not enough to just think you have value. Ask yourself questions to make sure that you've got the right points that you want to be working on, but then be direct and ask your client if they see it the same way. You can not assume, especially when it comes to this part of sales. If the prospect or customer is on a different wavelength, you're not working toward the same goals."
  • Focus on the Right Things
    • If they're talking price, they're not seeing the value.
    • Your Champion needs to understand and verbally agree to the value you're discussing.
  • The Honey-Do List Story
    • Diana says, "We once did a training session and I asked if anyone there had a healthy honey-do list. A volunteer put up their hand and after some time talking, they mentioned that their fiancée had requested that the porch fan be fixed. It had been five months of it not being fixed! So we dug a little deeper into why he wasn't fixing the fan, and we arrived at, 'It's not a problem for me. I don't really sit outside.'
      
      And there it was! Our eureka moment!
      
      People do things for one of two reasons: They are in pain and it's causing problems. OR it's exciting and the prospect of changing things could lead the organization in an entirely new direction. In this case, it wasn't a problem to our volunteer because he never sat on the porch and it wasn't exciting to them because it wouldn't really be a big new get. No pain. No excitement. No change."
    • Joe shared, "I come from the buyer's side, but I can say that early in my career, I had a hard time selling the idea of community or community software internally because I didn't do 'executive speak' and didn't know the best way to sell my ideas internally. So even when I was willing to be a Champion, I couldn't move the needle as well internally and lacked the influence to convince others. Coaching your prospects on value and what to speak to is key to getting to the economic buyer."
• Proof Points
  • You have 90 seconds or less to deliver relevant proof points
  • It must be interesting AND relevant!!!!
    • Don't just try to tell the same story over and over
    • Diana says, "It is really easy for people to fall in love with ONE proof point story. You can't do that. Founders will get like this often, but your job isn't just to show that one really cool story worked. You need to find the right story for the right person at the right time."
  • Remember this conversational flow: Problem - Solution - Proof
    • Problem: You have a confirmed problem that both you and the customer are in agreement on.
    • Solution: You have a clear solution that the customer has agreed would be an ideal solution for their problem.
    • Proof: Your proof point is relevant, powerful, dynamic, and delivered at the appropriate time.

Additional Resources

Podcast: Articulating Value and Differentiation After the Sale

Article: Five Ways to Prepare for Your Next Sales Meeting

Podcast: Competing Against Other Priorities

Video: Making Sure the Customer Understands Your Differentiation

Article: The Currency of Value

Article: Remember These Steps to a Value-Based Sales Conversation

Pouli brought some really great points to a conversation around the topic of "Moving into the Sales Manager Role". We covered some questions around getting into the role, how you can make the move, some tips for first-time managers, and, arguably most importantly, the questions you should be asking yourself before making the leap into management!

Check out the recording below and share your thoughts in the comments.

Sean and Doug are two amazing leaders from great organizations. They sat down with us to talk about how individual contributors can break into management and knowing when that's right for them. One of the best things they discussed was how clear you have to know that it's the right path for you. It isn't just about being the best salesperson (though they definitely mention that you need to be hitting your numbers!), but also about your passion to help others grow.

If you're looking to break into management, be sure to check out the recording below. This was a big conversation with lots of rich content!

Some key points from the talk:

• TIps for those looking to move into the sales manager role
  • Earn the right to ask
  • Begin conversations with your management team
  • Find ways to share how you're passionate about this team and its growth
  • Knowing if you should move up or move on
• Advice for first-time managers
  • Best practices and lessons learned
  • Misconceptions of the role
  • Mistakes a lot of first-time managers make
  • Traits of great leaders

Check out the recording below and be sure to check out future events as we share them!

• 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 buyers

We also heard from some of the folks that joined us live! Catch the full replay below.

Share what you're thinking and tell us how you approach situations when you're fighting against other internal priorities or someone doing nothing!

You'll be awarded your badge and be invited to the Ascender Community Group, as well.

The MEDDICC Certified Ascenders group will have a very special event this year that ONLY those who have earned their MEDDICC Certifications will be invited to. You won't want to miss that one, so be sure to accept your invite to the group!

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