What’s your industry?

Advertising.

What is the best advice you’ve gotten so far?

Focus on what you can control in the sales process.

How do you reward yourself for your successes?

I’ll treat myself with something small like a book, dinner, or movie.

How do you deal with rejection?

I always try to remember there is usually a takeaway to help you next time.

If you had to pick a favorite letter from the MEDDICC acronym, what is it and why?

Currently C for Champion. It is cool to see how much people can enjoy and believe in your product.

What is a sales trend you’re seeing now and how can others take advantage?

As it gets harder to get responses, personalization in prospecting for how you can help your customers is becoming more important.

What’s your favorite sales story of yours so far?

While we ultimately lost the deal due to cost, I worked with some great champions who believed in our product over a competitors. It was a great feeling to see the value others can find in your product, and how far they are willing to make the case for you.

What do you do for fun?

I enjoy swimming, running, dancing, reading and listening to podcasts.

What’s one thing you want everyone to know about you?

I am always curious and looking to learn from others. Always open to talk!

What's your favorite thing about Ascender so far?

I enjoy the library of content that I can reference throughout different parts of the sales process as well as how to deal with problems I am facing in getting the deal closed.

Thank you again to Joey!

If you would like to be featured in an Ascender Spotlight, please contact Joe Huber or email us at Community@Ascender.co!

What’s your industry?

Software.

What is the best advice you’ve gotten so far?

"Nike said it best, just do it" It's so simplistic, but really applies to every aspect of my career.

How do you reward yourself for your successes?

Nothing better than a great outdoor restaurant with an excellent spicy marg & live music to celebrate a win!

How do you deal with rejection?

Rejection is an inevitable part of my career. I focus on what I can control, debrief, learn from the challenges and move on, because there is always more opportunity out there.

If you had to pick a favorite letter from the MEDDICC acronym, what is it and why?

"C" for Champion. I love building relationships and appreciate the value a true champion can bring, even long after a deal has closed.

What is a sales trend you’re seeing now and how can others take advantage?

While I don't think anything will ever replace the value of a face-to-face meeting, I really appreciate the virtual personalization trends that have emerged over the last couple of years. It's never easy going outside your comfort zone, but it's amazing what a personalized Vidyard or landing page with relevant messaging can do for building pipeline.

What’s your favorite sales story of yours so far?

Gosh, I don't think there is just one that I can pick. But all that come to mind include down-to-the-wire late nights and a great commission🙂.

What do you do for fun?

I have two toddlers who keep me busy! When I'm not chasing after them, I love cooking, interior design, and spending time with family and friends.

What’s one thing you want everyone to know about you?

I am always excited to learn and connect with others. A friend uses the quote "Iron sharpens Iron" and I agree. I think growth comes from realizing everyone brings something different to the table, which is why I am thankful to be a part of the Ascender Community!

Thank you again to Sara!

If you would like to be featured in an Ascender Spotlight, please contact Joe Huber or email us at Community@Ascender.co!

What’s your industry?

Software

What is the best advice you’ve gotten so far?

Be yourself. If another rep is crushing their number but their selling style doesn't fit you, there is no need to change yourself. Of course, be open to change and audible ready, but stay true to yourself and your personality. 

How do you reward yourself for your successes?

I love watches. If it's in the budget, I'll add a new one to my collection :) 

How do you deal with rejection?

By adopting a growth mindset, every rejection is a learning opportunity to improve for the next opportunity. Every no is also one step closer to a yes.

If you had to pick a favorite letter from the MEDDICC acronym, what is it and why?

M for Metrics. No business issue no business! 

What is a sales trend you’re seeing now and how can others take advantage?

Unfortunately, I'm running into a lot of customers that have been burned by a previous software vendor with overpromises. It's more important than ever to be transparent and honest with your buyers. Being forward with your product limitations builds important trust with your customers. 

What’s your favorite sales story of yours so far?

I had a customer almost break down in tears of joy after our first demo. They told me they had been searching for a solution for almost half a year and couldn't find anything to fit their needs until that moment. I think it's a great example of how building a strong product can truly make a positive impact on your customer's life. 

What do you do for fun?

Play music, golf, and learn about business! 

What’s one thing you want everyone to know about you?

I love learning and talking to new people. If you ever want to just chat about business, tech, stocks, or life, feel free to direct message me on LinkedIn. I also run a podcast where I interview business leaders and entrepreneurs, if you or a friend would like to make an appreciate on there let me know!

Editor's note: The podcast Mateo hosts is called "The Startup Garden" and you can find it on most major podcast players!

Thank you again to Mateo!

If you would like to be featured in an Ascender Spotlight, please contact Joe Huber or email us at Community@Ascender.co!

We're so appreciative of Luke jumping in with both feet, here. It's our first ever spotlight and he shared a lot of great insights. Jump in the comments and welcome Luke to the Spotlight. Let's hear it from Luke!

What’s your industry?

Software

What is the best advice you’ve gotten so far?

Always go do something that's new or broken.

How do you reward yourself for your successes?

I love to go grab food + drinks with friends at a new place! I think successes should be shared and celebrated with others.

How do you deal with rejection?

Stay positive and move on, attitude is always in your control. I examine the context of the specific instance of rejection and come to terms with what was in my control v. what wasn't. If there's a lesson to learn I take note and move on.

What is a sales trend you’re seeing now and how can others take advantage?

I'm still learning a lot in this area as I have not been in the space very long, but I've been focusing in on value selling and how to communicate what matters most to customers. Especially with how many SaaS players there are in this space, companies need to have a clear differentiator in the outcomes you drive v. the competition. I've learned the hard way, if you don't understand exactly the value your customer needs out of your product, you're rolling the dice on closing your deals. I think this is a skill that every great salesperson has - identifying what is important, communicating the value, and driving the deal to close on your timeline using the value they're missing out on.

What do you do for fun?

I love getting outside (when it's not boiling here in Texas😉) by going for a run, rock climbing, or hanging out at a brewery with some friends.

What’s one thing you want everyone to know about you?

I love getting to know new people and talking about trends in technology! I enjoy learning from other people and hearing about what others are passionate about.

Thank you again to Luke!

If you would like to be featured in an Ascender Spotlight, please contact Joe Huber or email us at Community@Ascender.co!