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CRM Tools Dont Sell Well Trained Sellers Do

CRM Tools Don’t Sell. Well Trained Sellers Do!

Salesforce is killing it! But Sales Win Rates are dropping! Why? Salesforce.com just wrapped up another successful DreamForce with the all times high hype for the CRM company and its whole ecosystem. The company has reached an ARR of $10B and still growing at over 25% per year. (On a side note, we are proud…

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meddic academy

Don’t Fake It! Instead, Make It!

They tell you: “FAKE IT TILL YOU MAKE IT” If you are in technology, especially if you are in the Silicon Valley, unless you’ve been living under a rock, you have been advised to FAKE IT TILL YOU MAKE IT. If you are an entrepreneur you have heard this from your mentor, your investors or…

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Team Diversity

Team Diversity: Are You Building A Good Or Great Team?

TEAM DIVERSITY: ARE YOU BUILDING A GOOD OR GREAT TEAM? By now, you certainly know that France won the World Soccer Cup 2018, with an amazing team of particularly young and also diverse team. Les Bleus (that’s how we call the French Soccer Team) had an indisputable ascent up to the final match where they…

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Meddic-Training & Workshop

Announcement: MEDDIC In-Person Sales Training & Workshop in Los Angeles

MEDDIC Training & Workshop, In-Person, Los Angeles The event starts at 9:30 am with a MEDDIC Training until noon. The training is an interactive session covering the 6 elements of MEDDIC in details. The Workshop is organized in the afternoon, after a lunch break. The workshop is a collective and highly participative work session answering a…

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Meddic-Training & Workshop

Announcement: MEDDIC In-Person Sales Training & Workshop in Paris, France

MEDDIC In-Person Sales Training & Workshop in Paris, France This event is in FRENCH LANGUAGE and taking place in Paris downtown. The event starts at 9:30 am with a MEDDIC Training until noon. The training is an interactive session covering the 6 elements of MEDDIC in details. The Workshop is organized in the afternoon, after…

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MEDDIC-vs.-TCS-The-Challenger-Sale

The Challenger Sale vs. MEDDIC Sales Methodology

The Challenger Sale vs. MEDDIC Sales Methodology In the past few months, in each and every single MEDDIC Sales workshop I facilitated, someone brought up the comparison between the Challenger Sales and MEDDIC. In most cases my audience had only heard about the Challenger Sales as a “concept” and not as a sales methodology. Despite…

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Challenging The Challenger Sale

Challenging the Challenger Sale

What is The Challenger Sale? The Challenger Sale is a great concept. It is described in a book with that name , brilliantly authored by Matthew Dixon and Brent Adamson. Before reading their book and being exposed to the concept, as a long time sales leader, I always considered that the best sales reps are…

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Christmas Break, A “Confectioners’ Truce” or “Trêve Des Confiseurs”

Regardless of your political view, you would agree with me that 2017 was a year of division in many countries. Let’s put our differences aside and come together for a joyous and peaceful holidays season. A French anecdote which is at the origin of the expression “Trêve Des Confiseurs” or “Confectioners’ Truce” is one to recount…

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Meddic: Urgency, Value, Pain

Growth Hacking Enterprise SaaS Sales

A version of this article was initially published on Venture Beat in 2 parts. Growth Hacking Enterprise SaaS Sales What’s new in Sales? You have heard many examples of successful growth hacking techniques mainly used in BtoC websites, social networks and market places. Facebook, Twitter or Airbnb have great stories about how they hacked their…

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