The MEDDPICC Leverage
I have always been fascinated by the magic of LEVERAGE and want to share my view about how leverage applies to learning, particularly to MEDDPICC® sales training. The MEDDPICC leverage …
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 …
Learn MEDDIC With The Feynman Technique
MEDDIC and Feynman ? Wow, what a combination! Who was Richard Feynman? Have you ever heard of The Feynman Technique for learning? It’s a technique to learn anything more efficiently …
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 …
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 …
MEDDIC Sales Kickoff : The Perfect Agenda
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 …
MEDDIC As A Sales Process
Yes, I wrote “process” MEDDIC is NOT a Sales Process During the course “Introduction to MEDDIC” at MEDDIC Academy, I explain that there is no such thing as the MEDDIC …
Sales Culture vs. Sales Methodology
Sales culture is a set of habits and behaviors of a sales team in a consistent way. That’s both internally and externally.
A POC (or a POV) Is A Ceremony
What if I told you that a highly competitive POC (Proof of Concept), aka POV (Proof of Value), is more like The Presidential Inauguration ceremony than the NFL Super Bowl …
[update] MEDDIC The Book, Is Here!
[UPDATE]: Registration closed. The book is out. Grab your copy here. I’m excited to announce the arrival of my new book. No surprise! Of course it’s about sales qualification. ALWAYS …