MEDDIC Sales Kickoff : The Perfect Agenda
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 …
MEDDIC As A Sales Process
Yes, I wrote “process” MEDDIC is NOT a Sales Process During the course “Introduction to MEDDIC” at MEDDIC Academy, I explain that there is no such thing as the MEDDIC …
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 …
New Course: Decision Criteria
Decision Criteria are one of the most important concepts of MEDDIC and sales qualification. Deals are often won or lost at the time the Decision Criteria are defined and written. …
How to deploy MEDDIC at your SKO (Sales Kick-Off)
Take advantage of the SKO as an opportunity to anchor the long term learning process and deploy MEDDIC at your SKO.
The New Course “SAY NO” Is Now Free For Existing Subscribers
Great News! The new course “SAY NO” is now part of our best seller bundles (packages). If you are an existing subscriber to the Full MEDDIC Bundle, you can now …
Symptoms Requiring Immediate MEDDIC Training
Enterprise sellers may look healthy, be in great shape, be fun to interact with, show amazing forecasts at the beginning of the quarter but sometimes despite the great look, they …