Value Propositions — Ascender Community

How Do You Prep Others to Join Your Sales Calls?

Rachel Clapp Miller — Thu, 03 Oct 2024 12:05:02 +0000

Would love to hear ways you like to make sure everyone joining a call with your prospect is prepared. We shared some tips in this article. Share the ones you would add!

Reducing Buyer’s Remorse: Creating a Differentiated Buying Experience

Diana Sheley — Thu, 19 Sep 2024 14:46:17 +0000

This article calls out a trend that many of us have noticed with customers increasingly preferring a self-serve form of purchasing with less interaction with an actual rep. Unassisted buying can often lead a higher purchase regret. This can be avoided by offering a more meaningful, differentiated buying experience. In the previously mentioned article, they cover this specifically in the third item on their list. It’s all about the importance of reducing buyer’s remorse for our clients, and how this should be a key focus for sellers right now.

Whether it’s providing expert guidance like Protolabs or engaging customers through gamified apps like Tim Hortons, the goal is clear—human interaction and tailored solutions reduce post-purchase regret and drive long-term customer satisfaction.

Now’s the time to rethink how we guide customers through the buying process to ensure success on both sides.

How are you ensuring your customers have a meaningful, differentiated buying experience that reduces regret? Share your strategies for creating a more engaging sales process.

Leveraging Multiple Offers to Build Partnerships

David Chimenti — Mon, 30 Oct 2023 13:26:17 +0000

I am working a deal with more than 5 locations currently.

Based on their previous experience with other providers and some tech challenges they face due to location, we would be a huge advantage to them.

We can try to win the deal on $ value, but that seems like small potatoes for us on the value side and doesn't send the message to the prospect that we will be any better than the service level problems they've had from a larger and non-industry specific provider, more recently.

I think a 3-offer approach, one at fair market for a fair deal, but two separate offers with discounts to get them closer to what they currently spend with contingencies and service level agreements for a case study or partnership has way more value for our company.

Looking for experience or things to trade in a scenario like this from others who have been there

The New Bullpen

Patrick McLoughlin — Mon, 25 Jul 2022 20:01:24 +0000

Welcome Beta users and friends, really excited to see where we can take this forum. Looking back on my career I had plenty of opportunities to participate in formal sales trainings. But what I really found was the most impactful learning was in the collaborative sales conversations that started in the early mornings or late evenings in the BULLPEN. Where all the sales people started their day or spent late afternoons and evenings completing proposals and pre-call planning for the following morning. The topics, went from competition, sales strategies, customer objections, and value propositions.

Well the Bullpen is gone, Covid!, virtual offices, work from home. So friends I see Ascender as more than a Bullpen but as you begin using Ascender please take this approach, I will take something away and I will give something back! It is the New BULLPEN, our ability to collaborate, educate, share learnings. Remember if you are green you are growing if you are ripe you rot! #Bullpen. All the best to everyone! Paddy Mac