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!

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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:

• 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)

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

Thank you again for your time on the webinar and for checking us out. Let’s go be elite!

This document links to an Excel file that you can download and offers tips on how to use it.

Please let us know if you have any questions about how to set this up!

Links to related recordings:

Link to the Ascender Insights webinar with John Kaplan.

Link to the Ascender Live Workshop with Jim "Pouli" Pouliopoulos.

A special thank you to Matt Payne from Sales Boost Consulting for his help in creating this resource. The tips that follow were shared by Matt in our Ascender Teams Workshop (recap & recording here).

Use this guide to help you maximize your time and use Gen AI to your advantage in your sales execution.

This resource will help you do exactly that. You'll be able to input the information and all parties will be aware and invested in the outcome.

P.S. We're always looking to make Ascender as valuable as possible, so let us know if there's anything you want to see us add!

Included below in this recap from Ascender is the video recap, an Ascender Resource created just for you, and a link to an article that we referenced in the workshop.

The video:

This Ascender Resource is a one-pager with some links to articles included about multi-threading deals. You can use it to help create a baseline for asking questions and mapping out "the house" of your potential future partners and clients.

Tim also mentioned the Seller Deficit Disorder and wanted us to link out to this article on Ascender.

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!