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 …
SAY NO in Sales; Why? When? How?
Saying No is one of the most powerful tools in sales which is commonly and widely unused, misused or underused. Customer facing people naturally want to please the customer or the prospect by saying yes. Saying No appears often as a statement which may trigger negative or unpleasant reaction from the prospect. That’s why most sales persons can’t SAY NO; they fear losing the prospect.
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 …
Subscribe Now, Before The Price Hike; Existing Subscribers Not Concerned.
First good news is that we will soon include the ROI course into the Full MEDDIC bundle. The reason? I explained it in a previous blog post: The whole purpose …
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 …
Metrics without ROI is Knowledge without Action
When training sales teams on MEDDIC, I observe that most sales people are not acting on the METRICS they obtain from the prospect. They are not leveraging the power of …