How to Master Storytelling in Sales (with MEDDPICC®)
So far at MEDDIC Academy, we have been focused on teaching the mechanics of MEDDPICC® and how to use the elements of MEDDPICC® to qualify, nurture, and close deals. This …
Introducing The MEDDPICC® App, The GPS of Your Deals
Why the MEDDPICC App ? For years, thousands of sales professionals have used MEDDIC Academy’s MEDDPICC® Score Calculator, a simple yet powerful spreadsheet that helped visualize deal qualification and progress …
The MEDDPICC® Coach
Why Sales Teams Need The MEDDPICC® Coach, Post Training Every sales leader knows the problem: salespeople don’t just need to know what to do; they need to actually do it …
Why Having More Sales Automation Tools Doesn’t Mean More Revenue?
As a sales coach, training facilitator, and speaker, I’ve watched a paradox take shape: sales automation tools get better and more numerous every year, yet sales performance hasn’t kept pace. …
What Should Be Included In a Sales Kickoff Agenda?
Darius Lahoutifard speaking as part of a Sales Kickoff Agenda
“Plan2Close MEDDPICC®” Brings MEDDPICC® Into Salesforce®
MEDDIC Academy and SalesMethods announce a Salesforce-native solution that enables Salesforce® users to operationalize MEDDPICC®, increasing win rates, forecast accuracy, and revenue. Plan2Close MEDDPICC®, a powerful new solution that embeds …
Are You an Order-Taker or a Seller?
We are at Mc Donald’s; two customers walk up to the counter and order a Big Mac. At the first register, an Order-Taker simply punches in the order and says, …
7 Steps to a Highly Successful MEDDIC Sales Plan for the New Year
Creating a sales plan—and if you have adopted the MEDDIC framework, the MEDDIC sales plan—is the foundation for making 2025 a successful year. As you step into the new year, …
An Amazing SKO Agenda Built Around Education, Motivation, and Purpose
How to create a Successful Sales Kick-Off (SKO) Agenda, Focusing on Education, Motivation, and Purpose? When asked about the most essential elements for a successful SKO, my immediate answer was …
Online Courses & AI Alone Haven’t Made Any Seller an A-Player
While eLearning, digital learning with online courses, and, generally speaking, automated learning methods have transformed the landscape of professional training, offering remarkable tools for theoretical learning and preliminary practice, they cannot fully encapsulate the efficient, interactive, and highly personalized nature of blended sales training when used alone. The development of core sales skills—particularly those involving interpersonal interactions, real-time decision-making, and adaptive strategies—still requires the depth and flexibility of live training sessions, either virtual or in person. For businesses looking to develop top-tier sales professionals, a blended approach that combines the best of both eLearning and live sessions will likely be the most effective strategy.