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, “That’ll be $5.99.” They take the payment and move on to the next customer—no questions, no suggestions, just fulfilling the request. At the second register,…
Category Archive for: MEDDIC
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, following a structured, organized, and driven approach will ensure you not only meet your goals but exceed them. A successful plan isn’t just a checklist…
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 clear: Education. Think of it as the foundation of your SKO—much like building a strong base for a high-performing team. Education is the bedrock that…
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.
How To Crush Your Goals this quarter A new quarter brings fresh opportunities and a renewed focus on achieving goals. If you are an enterprise B2B account executive, the beginning of a quarter is a critical time to set the stage for success and to crush your goals. Here are our top 5 actionable strategies:…
A Time Limited Offer You Can’t Refuse Earlier this month, we at MEDDIC Academy soft-launched Infinite Sales Leadership, a groundbreaking course designed to redefine the essence of sales leadership in the modern era. Building on the success of this launch, we have exciting news for our dedicated MEDDPICC for Managers subscribers. Exclusive Upgrade Opportunity to…
A Comprehensive Guide for Sales Leadership Within The MEDDPICC Framework In today’s fast-paced and increasingly competitive market, effectively managing and guiding sales teams towards success is more critical than ever. At MEDDIC Academy, we’ve always been at the forefront of providing cutting-edge sales training and methodologies to empower sales professionals and leaders alike. We are…
This article draws a parallel between Aristotle’s ancient principles of persuasion—Ethos (credibility), Logos (logic), and Pathos (emotional appeal)—and the modern MEDDPICC sales methodology, emphasizing the role of Metrics in sales strategies. Metrics turn subjective claims into objective, measurable gains, aiding the decision-making process by quantifying a solution’s impact and the pain of the problem it addresses.
In the world of business, decisions are often guided by one underlying principle: return on investment (ROI) , something directly resulting from METRICS. While this may sound like a no-brainer, the complexity lies in understanding how various factors contribute to this crucial metric. Just as the Clinton campaign famously declared, “It’s the economy, stupid,” back…
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…
