Sales leaders are usually very aware of the benefits of sales training and coaching in general. However, it’s tempting for them to cut costs wherever possible in times of economic uncertainty. Sales leaders should not sacrifice the Sales Training & Coaching budget. Maintaining or increasing your investment in coaching and training during a downturn can…
Category Archive for: Management
Sales are critical to the success of any business. In fact, without sales, there will be no revenue or growth and ultimately complete failure. Celebrating MEDDIC sales wins or MEDDPICC sales wins is a great way to reward the hard work and effort of the sales team. In this article, we will look at why…
Sales Automation Tools can be very effective but lead some salespeople to rely on them almost entirely. This is a mistake because sales automation is supposed to help the sales process, not be the process. It’s only a tool and sales should focus on skills to improve real performance like analyzing, qualifying, and closing quality…
When you think of tech salespeople and you think of engineers, you think of two completely different kinds of people, or you think of people like Jeff Bezos and Elon Musk. These two titans of tech and business may have very different personalities, but they have one thing in common that sets them apart from…
Sales coaching has become very popular in recent years, and it’s easy to see why. Studies have shown that companies with sales coaching programs boost their win rates by almost 30%. That rate jumps to over 40% with weekly 30-minute coaching sessions and more than 55% for reps who receive more than 2 hours of coaching per…
Strategies for Peak Productivity: The Synchronicity of Time Management At MEDDIC Academy, we’re obsessed with sales productivity, and time management is a key part of it. So far, we have dealt with the most complex and most challenging part of sales productivity by leveraging the importance of QUALIFICATION. The book, Always Be Qualifying, became an…
Why a MEDDPICC Training now? Sales leaders are usually conscious of the continuous need for training for their teams. However, they don’t necessarily see the specific issues and challenges they face every day, which could be resolved with our educational programs here at MEDDIC Academy. So how to know if there is an urgent need?…
In Transactional sales, Budget is key In transactional sales with a short sales cycle and low value-added sales, it’s been prevalent to use the customer’s budget to qualify a sales opportunity. It makes sense. The budget is a crucial qualifier. The Budget is even a pillar of the framework for several older sales methodologies and…
A MEDDIC Sales kickoff should be inspirational, short and valuable. I’m sure everyone agrees with that. But what is an inspirational event? For example, you might be wondering, “should we invest in a top-notch motivational speaker?” Or “should we take them to the luxury resort of their dreams?” Time is your sales force’s most valuable asset.…
In the early 2000s, within just a few years, we (tech sales people) somehow magically started switching from the full cycle sales models to the now over-popular SDR/AE model. Just like in any other social or business movement, such as fashion, politics or relationships, the majority follows a trend because of the attractive points in…
