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
An Amazing SKO Agenda Built Around Education, Motivation, and Purpose
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 …
Elevate Your Team with Our New Sales Leadership Course Bundle
Sales Leadership Course Bundle In today’s competitive landscape, the quest for sales mastery is relentless. Recognizing this, MEDDIC Academy proudly introduces our groundbreaking Sales Leadership Course Bundle. Designed for dynamic …
Aristotle Walks Into A Sales Meeting
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.
Non-Commissioned Salespeople: An Odd Perspective!
Ken Olsen, the inventor of the non-commissioned salespeople, was an American engineer who co-founded Digital Equipment Corporation (DEC) in 1957. He was President until he was forced to resign in …
It’s The METRICS, Stupid.
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, …