I’m excited to announce the arrival of my new book. No surprise! Of course it’s about sales qualification. ALWAYS BE QUALIFYING. You are welcome to call it MEDDIC-The-Book. More on it later. For now, sign up to get on the list to be notified. First Ever Book Written About The MEDDIC Sales Methodology Do you…
Category Archive for: Management
An edition of this article, titled “Paul Graham doesn’t understand enterprise software” was published earlier this week on Venture Beat. As a philosophy lover, I follow Y Combinator founder Paul Graham on Twitter mostly because of his philosophical comments and quotes related to technology. Yesterday, I saw this on my Twitter feed: I wondered why he’s attacking…
Enterprise sellers may look healthy, be in great shape, be fun to interact with, show amazing forecasts at the beginning of the quarter but sometimes despite the great look, they find reasons why their deals didn’t close on time. They may show signs and symptoms that prove they need an in-dept MEDDIC training and workshop.…
This week I was privileged to be invited to speak at a Sales Kick Off in Chicago and to spend time with a wonderful sales team. As we were reviewing qualification criteria from the sales rep’s perspective, a question was asked about BUDGET which is the B of BANT. My response was different than what…
Happy Weekend! During my career, I have observed successful business people, whether they were in sales, in leadership or self employed and have heard them talking about some similar habits on weekends. Based on seven top habits that I have seen, here are my recommendations for your weekends. 1. Entertain yourself and enjoy the time…
Why Everyone Is Wrong About Automation Killing Jobs We have never been as worried or pessimistic as today about our economy’s ability to create new jobs faster than others vanish. Every week, we see new articles based on new studies that tell us that self-driving cars are going to push all professional drivers out of…
MEDDIC Academy Releases More International Courses Today Today we released three more french courses online: Développer des champions Traitement des Objections ROI ou Retour sur Investissement Building Champions or “Comment développer des champions?” In another course, entitled “CHAMPION” which is part of the MEDDIC bundle you learn who the champions are and why it is…
Question: How do you say MEDDIC in French?☺️ Answer: Enroll in the new MEDDIC course, in French and figure out ! MEDDIC Sales course is now available in French! Yeah! The new course content, just like the English version, is mainly composed of a series of videos, totaling more than 2 hours of cumulative videos.…
Salesforce is killing it, CRM tools experience hyper growth, but why are sellers failing? . . Read why here: https://meddic.academy/crm-tools-dont-sell-well-trained-sellers-do/
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…
