Posts Tagged:MEDDIC

MEDDPICC Podcast

Everything you ever wanted to know about MEDDIC & MEDDPICC and never dared ask.

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…

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MEDDIC Sales Kickoff MEDDPICC SKO

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 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.…

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MEDDIC Sales Process

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 process (or the MEDDPICC® Sales process). There, I also explain that MEDDIC is a sales methodology which works with your existing sales process. In…

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sales methodology

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.

Photo Credit: Mark-Fayloga

A POC Is A Ceremony

What if I told you that a highly competitive POC (proof of concept) is more like The Presidential Inauguration ceremony than the NFL Super Bowl match? Think about it for a minute. Is a POC, a trial or a pilot project in enterprise sales context, rather a match between competitors or rather a ceremony? “A…

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MEDDIC trends

MEDDIC for sales job seekers

If you are looking for a new job in sales, you should learn MEDDIC. No, not because we are MEDDIC Academy, you should do so because it’s a must for many sales jobs. Here’s why: 10 out of top 10 Enterprise Tech companies use MEDDIC They use MEDDIC as a sales methodology. Those companies are:…

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CUSTOMERS-DECISION-CRITERIA-Value-Triangle

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 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…

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gift to meddic subscribers

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, or Full MEDDIC Program, 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…

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Full MEDDIC Program Now Available Online

Until now, the Full MEDDIC program, composed of courses and a workshop, was only available in-person. But now you can do it all online! The full MEDDIC bundle, our most popular service, is still available. It allows everyone from the comfort of the office or home, to enroll and learn MEDDIC. Many corporations subscribe to…

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SAY NO

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.

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