Category Archive for: Meddic vs. Others

Budget

Why You Should Never Ask About A Customer’s Budget

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…

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MEDDPICC is a registered trademark

MEDDIC Academy Announces Registration Of MEDDPICC Trademark

MEDDPICC® Online and In-Person Courses Are Accessible To All Los Angeles, CA – November 3rd 2021. MEDDIC Academy, a Leading Global Sales Training Provider, today announced the registration of MEDDPICC as a trademark. This milestone represents a recognition of MEDDIC Academy™’s leadership as a top sales training provider while establishing a reference for potential clients…

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MEDDPICC Podcast

Everything you ever wanted to know about MEDDIC & MEDDPICC and never dared ask.

Well, maybe not exactly “everything” about MEDDIC & MEDDPICC, but quite an interesting interview ( in the form of podcast/video) with Steve Benson. Steve is an experienced leader in CRM and Sales Force Automation with a strong sales background obviously. So he asked me very pertinent questions. Our chat gave me the opportunity to share…

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BANT banned

Should BANT Be Banned?

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…

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MEDDIC Characteristics & Benefits

Benefits of Meddic

What are the benefits of MEDDIC sales methodology? This is a question often asked by new MEDDIC Academy clients. It’s a great question. What are the benefits of MEDDIC? Why has MEDDIC become the most renowned sales methodology for Enterprise B-to-B sales? In this article we are going to point out some of the key…

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MEDDIC Definition

Definition of MEDDIC

Definition of MEDDIC Sales What is MEDDIC? What does MEDDIC stand for? MEDDIC is the most renowned Sales Qualification Methodology, applicable to any Enterprise Sales Process, which is rather complex. The definition of MEDDIC is the acronym it represents, and it is composed of six elements. They represent the MEDDIC checklist as described below: METRICS:…

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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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