Posts Tagged:MEDDIC

MEDDPICC Coach

The MEDDPICC® Coach

Why Sales Teams Need The MEDDPICC® Coach, Post Training Every sales leader knows the problem: salespeople don’t just need to know what to do; they need to actually do it consistently. The MEDDPICC® Coach can be instrumental in ensuring this consistency. That’s where the gap often appears. Training equips them with the skills, frameworks, and…

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sales automation tools vs. sales stack fatigue

Why Having More Sales Automation Tools Doesn’t Mean More Revenue?

As a sales coach, training facilitator, and speaker, I’ve watched a paradox take shape: sales automation tools get better and more numerous every year, yet sales performance hasn’t kept pace. Research confirms the trend: quota attainment trended down across multiple studies in the past decade, from 63% of reps hitting quota in 2011 to 53%…

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Sales Kickoff Agenda

What Should Be Included In a Sales Kickoff Agenda?

Darius Lahoutifard speaking as part of a Sales Kickoff Agenda

order taker or seller

Are You an Order-Taker or a Seller?

We are at Mc Donald’s; two customers walk up to the counter and order a Big Mac. At the first register, an Order-Taker simply punches in the order and says, “That’ll be $5.99.” They take the payment and move on to the next customer—no questions, no suggestions, just fulfilling the request. At the second register,…

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7-Steps-to-a-Highly-Successful-MEDDIC-Sales-Plan-for 2025

7 Steps to a Highly Successful MEDDIC Sales Plan for the New Year

Creating a sales plan—and if you have adopted the MEDDIC framework, the MEDDIC sales plan—is the foundation for making 2025 a successful year. As you step into the new year, following a structured, organized, and driven approach will ensure you not only meet your goals but exceed them. A successful plan isn’t just a checklist…

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SKO MEDDIC

An Amazing SKO Agenda Built Around Education, Motivation, and Purpose

How to create a Successful Sales Kick-Off (SKO) Agenda, Focusing on Education, Motivation, and Purpose? When asked about the most essential elements for a successful SKO, my immediate answer was clear: Education. Think of it as the foundation of your SKO—much like building a strong base for a high-performing team. Education is the bedrock that…

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Blended Learning

Online Courses & AI Alone Haven’t Made Any Seller an A-Player

While eLearning, digital learning with online courses, and, generally speaking, automated learning methods have transformed the landscape of professional training, offering remarkable tools for theoretical learning and preliminary practice, they cannot fully encapsulate the efficient, interactive, and highly personalized nature of blended sales training when used alone. The development of core sales skills—particularly those involving interpersonal interactions, real-time decision-making, and adaptive strategies—still requires the depth and flexibility of live training sessions, either virtual or in person. For businesses looking to develop top-tier sales professionals, a blended approach that combines the best of both eLearning and live sessions will likely be the most effective strategy. 

Crush your goals

Crush Your Goals: 5 Tips for B2B Sellers at Quarter Start

How To Crush Your Goals this quarter A new quarter brings fresh opportunities and a renewed focus on achieving goals. If you are an enterprise B2B account executive, the beginning of a quarter is a critical time to set the stage for success and to crush your goals. Here are our top 5 actionable strategies:…

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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.

Leadership role meddic sales training

Keys To Successful Sales Training: 1/ The Role Of The Leadership

In the fast-paced world of sales, where every deal counts and every opportunity is a potential game-changer, mastering the art of effective sales training is non-negotiable. A successful sales training can have a huge impact in revenue. One methodology that has gained substantial traction in recent years is MEDDIC or its more advanced version MEDDPICC.…

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