Regardless of the length of your implementation window in an opportunity, you must show your value. Brian Walsh joins us today for a quick discussion about how to successfully demonstrate value. He discusses: Developing a roadmap with short-term metrics. Helping the customer to see the business-wide benefits of your solution. Setting expectations that are high but realistic. Here are some additional resources: Get MEDDICC Certified on Ascender! The Currency of Value | Ascender Article Articulating Value and Differentiation After the Sale | Podcast Providing Value in Discovery | Podcast Vi ..read more

Join Force Management's Ascender team for our webinar THIS FRIDAY as we cover "Common Mistakes to Avoid When Trying to Articulate Value". Hosted by Diana Sheley, Force Management's Director, Facilitation & Consulting, we'll cover common challenges and ways to course correct when it comes to:  Understanding and Articulating Differentiation How to Stack Rank the Required Capabilities Keeping the Focus on Value Aligning your Proof Points to Your Buyer The session will be recorded. Click Here to Register ..read more

In this episode, we talk through the value of creating Mutual Action Plans with your customer, including:  When you should use MAPs What a good MAP should do for both the seller and the buyer How you get buy-in from the customer to create one How do you use them throughout the sales process and into your negotiations?  Here are some additional resources: Ascender Course: Developing Mutual Action Plans Other Assets with Tim Caito Making QBRs Valuable | Podcast Anchors and Give-Gets | Podcast The Right Mindset for Sales Negotiations | Podcast Shifting the Negotiation Away From P ..read more

Whether you’re making a career change or just joining the sales game, save this episode. Good selling is good selling, no matter your experience or age. John Kaplan joins us to share best practices for green reps who sell to people with more experience. He shares lessons he wishes he learned earlier in his sales career.  Here are some additional resources: Selling to More Experienced Professionals Overcoming the Seller Deficit Disorder Getting Comfortable with Uncomfortable Conversations Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our ..read more

Sales is a game of inches, and great discovery gives you an edge over the competition. A well-executed discovery process helps not only you, but also your customer. In today’s episode, John Kaplan shares his best insights on leading mutually beneficial sales conversations. Topics under discussion include: The importance of two-sided discovery. On-ramps to customer conversations. The three buckets that salespeople must fill in every customer conversation. The need to meet customers where they are. Keeping abreast of your standing with the customer and observing their level of engagement in con ..read more

Getting your initiative to stand out in a sea of competing priorities is no small task, but it can be achieved with a proper understanding of the client’s most urgent business needs. Today, Antonella O’Day joins us once more to share strategies that will help you rise above the noise and assert your solution as a must for the customer. She goes over: Ways to continually assess the priority of your initiative as a deal progresses. Questions to ask your customer that will give you a sense of the standing of your deal among the customer’s other priorities. Maintaining relationships with key indi ..read more

In this episode, we discuss keeping your value top of mind for the client throughout the entire customer engagement process. Joining us once again for today’s conversation is Tim Caito. He covers: The basics that need to be in place so you can create and capture value after the initial deal. How to stay tethered to the account and multi-thread yourself during the customer success phase. How to approach conversations in implementation and ongoing use to make sure value is top of mind. The importance of a quarterly value review. Here are some additional resources: Negotiation Mindset | Ascen ..read more

In many cases, your biggest competitors are not those trying to solve the same problem, but those geared toward the customer’s other initiatives. In today’s episode, John Kaplan explains how to set your own solution above competitors focused on competing priorities. Topics under discussion include: Aligning your solution with the customer’s challenges. Using your discovery process to answer key questions about the customer. Leveraging MEDDICC to account for competing initiatives. Going against “do nothing.” Here are some additional resources: Get MEDDICC Certified on Ascender! Navigating t ..read more

A great discovery session requires great questions. In this episode, John Kaplan shares his insights on asking pertinent discovery questions. He discusses: Preparing for a discovery session with an agenda. Earning the right to ask deep discovery questions. Asking questions that allow you to align your differentiation with the buyer. Tips for wrapping up a sales call. Here are some additional resources: A list of the questions John shared in the podcast:  https://bit.ly/42AXxAZ Get MEDDICC Certified on Ascender! https://rb.gy/skge08 Deepen Your Discovery | Ascender Course https ..read more

You will inevitably face some form of competition in every deal. In today’s episode, Patrick “Paddy Mac” McLoughlin shares various tips on figuring out who your competitors are and positioning your solution as a top priority in the customer’s mind. Topics under discussion include: Gaining intel about a competitor’s activities within an account. Developing trust with a client over time. Questions to help you define your differentiation. Talking to the customer about renewals. Addressing solution requirements that a competitor is better equipped to fulfill. Here are some additional resources ..read more