Full Cycle Sales vs. SDR/AE model
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 …
Sales Culture vs. Sales Methodology
Sales culture is a set of habits and behaviors of a sales team in a consistent way. That’s both internally and externally.
A POC (or a POV) Is A Ceremony
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 …
[update] MEDDIC The Book, Is Here!
[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 …
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 …
How Is Enterprise Software Sales Different?
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 …
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 …
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 …