Who is leading your schedule? Not sure? Check on the last ten things you have done today so far, including reading this article. Did you check social media? Did you answer a call or an email or join a meeting, or was there something else that took up your time? The important question to ask…
Posts Tagged:Meddic Academy
We are who we are not because of our parents’ status, our place of birth, our education, or even our initial success or failures, but mostly because of the decisions we have made. Each decision affects our journey through life, especially our careers. In fact, recruiters often look at the decisions you’ve made in the…
Discipline in sales separates the great from the mediocre. According to best-selling author Anthony Iannarino, it can mean the difference between success and failure. Discipline in sales is even more important than sales skills because skills won’t help you if you lack discipline. Discipline is the mother of all skills. Some may argue that motivation…
Why a MEDDPICC Training now? Sales leaders are usually conscious of the continuous need for training for their teams. However, they don’t necessarily see the specific issues and challenges they face every day, which could be resolved with our educational programs here at MEDDIC Academy. So how to know if there is an urgent need?…
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.…
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 process (or the MEDDPICC® Sales process). There, I also explain that MEDDIC is a sales methodology which works with your existing sales process. In…
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…
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 enjoy the course “SAY NO” at no additional charge, since it’s now part of the bundle. If you are not yet a subscriber, now for…
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 find reasons why their deals didn’t close on time. They may show signs and symptoms that prove they need an in-dept MEDDIC training and workshop.…
