Is a MEDDPICC® Compelling Event a Must-Have or Just Nice to Have?
There is no shortage of sales content online. There is also no shortage of people “teaching” frameworks they only half understand. One of the ideas I still hear from time …
Why Anything, Why Us, Why Now?
Last summer, I facilitated over a dozen workshops during a global tour that took me across 12 cities, 10 countries, and 5 continents. I trained 630 executives, and while the …
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