The VALUE TRIANGLE
What Is The Value Triangle The Value Triangle is a subset of the customer’s Decision Criteria that we, as a vendor, satisfy and that our competition does not. The larger …
New Course: Decision Criteria
Decision Criteria are one of the most important concepts of MEDDIC and sales qualification. Deals are often won or lost at the time the Decision Criteria are defined and written. …
The New Course “SAY NO” Is Now Free For Existing Subscribers
Great News! The new course “SAY NO” is now part of our best seller bundles (packages). If you are an existing subscriber to the Full MEDDIC Bundle, you can now …
Full MEDDIC Program Now Available Online
Until now, the Full MEDDIC program, composed of courses and a workshop, was only available in-person. But now you can do it all online! The full MEDDIC bundle, our most …
Symptoms Requiring Immediate MEDDIC Training
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 …
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 …
Is There A MEDDIC In The Area?
In addition to the courses that you can take online, we run extremely helpful MEDDIC workshops that we only deliver in-person for now. They help you learn how to apply MEDDIC on a daily basis and practice.
Announcing MEDDIC Certification
Get MEDDIC Certified™ ! When I started offering online courses on MEDDIC Academy, I had only one goal: to share my knowledge and translate the proven (and older) techniques of …
Subscribe Now, Before The Price Hike; Existing Subscribers Not Concerned.
First good news is that we will soon include the ROI course into the Full MEDDIC bundle. The reason? I explained it in a previous blog post: The whole purpose …
Seven Habits of Highly Successful Salespeople On Weekends
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 …