MEDDIC and Feynman ? Wow, what a combination! Who was Richard Feynman? Have you ever heard of The Feynman Technique for learning? It’s a technique to learn anything more efficiently and faster. It’s called after Professor Richard Feynman who was a Nobel Prize-winning physicist, inventor of the Feynman diagrams and the theory of positrons, popularizer of physics through books and…
Posts Tagged:meddpicc
MEDDPICC® Online and In-Person Courses Are Accessible To All Los Angeles, CA – November 3rd 2021. MEDDIC Academy, a Leading Global Sales Training Provider, today announced the registration of MEDDPICC as a trademark. This milestone represents a recognition of MEDDIC Academy™’s leadership as a top sales training provider while establishing a reference for potential clients…
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…
Sales culture is a set of habits and behaviors of a sales team in a consistent way. That’s both internally and externally.
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…
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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