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…
Category Archive for: Sales Management
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 opportunity. It makes sense. The budget is a crucial qualifier. The Budget is even a pillar of the framework for several older sales methodologies and…
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 and Sales Force Automation with a strong sales background obviously. So he asked me very pertinent questions. Our chat gave me the opportunity to share…
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 in a top-notch motivational speaker?” Or “should we take them to the luxury resort of their dreams?” Time is your sales force’s most valuable asset.…
In the early 2000s, within just a few years, we (tech sales people) somehow magically started switching from the full cycle sales models to the now over-popular SDR/AE model. Just like in any other social or business movement, such as fashion, politics or relationships, the majority follows a trend because of the attractive points in…
Sales culture is a set of habits and behaviors of a sales team in a consistent way. That’s both internally and externally.
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 match? Think about it for a minute. Is a POC, a trial, or a pilot project in an enterprise sales context, a match between competitors,…
[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 BE QUALIFYING. You are welcome to call it MEDDIC-The-Book. More on it later. For now, sign up to get on the list to be notified.…
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 it is the better the deal is qualified. Best sellers focus on it, enlarge it, make sure it’s solid, review it often with the client…
An edition of this article, titled “Paul Graham doesn’t understand enterprise software” was published earlier this week on Venture Beat. As a philosophy lover, I follow Y Combinator founder Paul Graham on Twitter mostly because of his philosophical comments and quotes related to technology. Yesterday, I saw this on my Twitter feed: I wondered why he’s attacking…
