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!

Catch the recording of the conversation, 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

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.

• 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!

We also got some great questions and discussions going, like:

• What to do when an external party is interested in partnerships
• Things you can do to help clarify positions across teams as an Individual Contributor to keep folks on the same page
• How to work on repairing a relationship with a client when the first interaction isn't rooted in something positive
• We talked about this blog on the topic from Force Management, as well

Thanks to everyone that joined live and a big thanks to those who came off mute to ask questions! Be sure to check out our other live events. We'll always have a question & answer section and want to hear from you!

Check out the discussion and resources we covered in the replay below:

Links that Dawn shared in the chat:

Meet Highperformr AI Tools

Discover the best AI tools with Supertools.

Links referenced from Ascender Resources:

Plan to Make the Plan - Ascender Resources

Generative AI Prompts

Link to John Kaplan's "Plan to Make the Plan" Ascender Insights webinar.

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 you're looking to sell to, how you can better "break through", some examples of email outreach from Jori Ford (the CMO at FoodBoss), and more!

Be sure to drop your thoughts in the comments below! Tim was amazing and the crew was so incredibly engaged. Thank you for joining or watching!

The resources provided were covered in the event, but are also listed here:

The Seller Deficit Disorder

And the attached is the example of emails shared during the event.

Check out the recap below and share your takeaways with us in the comments!

Listen in to see how some of your fellow Ascenders are doing this, as well. Let us know in the comments what you're doing, too!

He also covered why toxic positivity isn't the answer and what that means for you.

Let us know in the comments if you have any takeaways or questions for Pouli!

You can catch the recording and see some additional resources below!

Some links to resources:

Don’t Forget These Key Steps to a Value-Based Sales Conversation [Blog article]

What is a Value Framework? [Blog article]

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 easily calculate how many calls you need to make, proposals you need to send, and more by working backward from how much you want to make. This is more for activity and should only be a part of your sales process to help you understand what you're looking to achieve and some of the metrics that it would likely take to get there.

This episode of the Audible-Ready Sales Podcast is a great listen and it's all about the "Franchise Mindset". You'll definitely want to give this a listen and hear from John Kaplan as he breaks down what's involved.

If you weren't able to join us, we also have recordings from the January events with Ascender Insights featuring John Kaplan and Ascender Live featuring Anthonella O'Day.

We had an excellent workshop on revamping customer-facing QBRs that went over how you can layer in more value, re-brand the name (and help adjust perception), and what kinds of resources you're looking for.

We'll be working on some resources, so keep your eyes out for them! Though I'll definitely be letting @Remo Reale know when they're ready!

Here are a few articles to check out, too:

"How to make your QBRs a differentiator" - Ascender

"How to Make QBRs Valuable for Your Customers" - Force Management blog

Things like how Tim uses social media, leans into having his own point of view, and how important building an ideal customer profile is to keeping your pipeline full.

Here's the recording, but be sure to check out some assets shared from Tim below, as well!

Assets shared from Tim Caito.

In the recording, you'll hear about how you can take concrete steps to building your plan, how you can stay accountable by sharing with others, and how you'll be able to tie your own goals to company metrics.

We also shared this document which can help you easily calculate how many calls you need to make, proposals you need to send, and more by working backward from how much you want to make.

Let us know in the comments what you found compelling and how you're taking steps to make this plan work for you!

Here is the video from the December Ascender LIVE session! This was a Deal Desk and we had @Patrick McLoughlin join us to help talk through some deal scenarios some Ascenders were facing.

From community questions to real-time questions, this one had it all! Be sure to check it out and share any of your own takes in the comments!