Category Archive for: sales enablement

aristotle meddic sales meddpicc

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.

ken olsen

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 1992 after the company had gone into precipitous decline. But before that, DEC was a major hardware maker for three decades, reaching $14B in revenue…

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it's the metrics stupid

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, 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…

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sales training and coaching during economic downturn

Sales Training & Coaching During Economic Downturn

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…

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Celebrate Sales

Why You Should Celebrate Meddic Sales Wins

Sales are critical to the success of any business. In fact, without sales, there will be no revenue or growth and ultimately complete failure. Celebrating MEDDIC sales wins or MEDDPICC sales wins is a great way to reward the hard work and effort of the sales team. In this article, we will look at why…

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Who Leads Your Schedule?

Who is leading your schedule? Not sure? Check on the last ten things you have done today so far, including reading this article. Did you check social media? Did you answer a call or an email or join a meeting, or was there something else that took up your time? The important question to ask…

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Your Why

We Are Who We Are Because Of Our Decisions

We are who we are not because of our parents’ status, our place of birth, our education, or even our initial success or failures, but mostly because of the decisions we have made. Each decision affects our journey through life, especially our careers. In fact, recruiters often look at the decisions you’ve made in the…

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Time Management

New Course: Effective Strategies For Time Management

Strategies for Peak Productivity: The Synchronicity of Time Management At MEDDIC Academy, we’re obsessed with sales productivity, and time management is a key part of it. So far, we have dealt with the most complex and most challenging part of sales productivity by leveraging the importance of QUALIFICATION. The book, Always Be Qualifying, became an…

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Chateau MEDDIC

AI Produced Wine, Château MEDDIC™, Helps Sellers Learn MEDDPICC® Faster

Legal Disclaimer: Alcohol abuse is dangerous to your health (read more). Château MEDDIC™ is not affiliated with Château MÉDOC . At MEDDIC Academy, our mission is to make Enterprise Sales easy and accessible to all. Since our inception five years ago, we have constantly been innovating with modern ways to learn: Multimedia: Videos/Audio Book (Always…

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The MEDDPICC Leverage

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 is about using the MEDDPICC® Sales Methodology and Training to achieve extraordinary results in a sales team, often unimaginable. The MEDDPICC® learning awakens the potential…

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