Posts Tagged:Sales Enablement

Who Leads Your Schedule?

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…

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Your Why

We Are Who We Are Because Of Our Decisions

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…

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The MEDDPICC Leverage

The MEDDPICC Leverage

I have always been fascinated by the magic of LEVERAGE and want to share my view about how leverage applies to learning, particularly to MEDDPICC® sales training. The MEDDPICC leverage is about using the MEDDPICC® Sales Methodology and Training to achieve extraordinary results in a sales team, often unimaginable. The MEDDPICC® learning awakens the potential…

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Budget

Why You Should Never Ask About A Customer’s Budget

In Transactional sales, Budget is key In transactional sales with a short sales cycle and low value-added sales, it’s been prevalent to use the customer’s budget to qualify a sales opportunity. It makes sense. The budget is a crucial qualifier. The Budget is even a pillar of the framework for several older sales methodologies and…

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Learn MEDDIC with the Feynman Technique

Learn MEDDIC With The Feynman Technique

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…

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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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What works best? call, email, text, or …?

Should you call or email? Whether you are in a customer facing role or simply professionally interacting with other people, I’m sure you have come across this question more than once: Should you call, text or email? This question has become even more present in our minds in the past few years, due to the…

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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 (or a POV) Is A Ceremony

What if I told you that a highly competitive POC (Proof of Concept), aka POV (Proof of Value), 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 an enterprise sales context, a match between competitors,…

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