Posts Tagged:Sales

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. 

Ken Olsen

Non-Commissioned Salespeople: An Odd Perspective!

Ken Olsen, the inventor of the non-commissioned salespeople, was an American engineer who co-founded Digital Equipment Corporation (DEC) in 1957. He was President until he was forced to resign in 1992 after the company had gone into precipitous decline. But before that, DEC was a major hardware maker for three decades, reaching $14B in revenue…

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it's the metrics stupid

It’s The METRICS, Stupid.

In the world of business, decisions are often guided by one underlying principle: return on investment (ROI) , something directly resulting from METRICS. While this may sound like a no-brainer, the complexity lies in understanding how various factors contribute to this crucial metric. Just as the Clinton campaign famously declared, “It’s the economy, stupid,” back…

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sales training and coaching during economic downturn

Sales Training & Coaching During Economic Downturn

Sales leaders are usually very aware of the benefits of sales training and coaching in general. However, it’s tempting for them to cut costs wherever possible in times of economic uncertainty. Sales leaders should not sacrifice the Sales Training & Coaching budget. Maintaining or increasing your investment in coaching and training during a downturn can…

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Celebrate Sales

Why You Should Celebrate Meddic Sales Wins

Sales are critical to the success of any business. In fact, without sales, there will be no revenue or growth and ultimately complete failure. Celebrating MEDDIC sales wins or MEDDPICC sales wins is a great way to reward the hard work and effort of the sales team. In this article, we will look at why…

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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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Sales teams should focus on sales skills more than sales automation.

Sales Automation Tools can be very effective but lead some salespeople to rely on them almost entirely. This is a mistake because sales automation is supposed to help the sales process, not be the process. It’s only a tool and sales should focus on skills to improve real performance like analyzing, qualifying, and closing quality…

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sellers with engineering background

Why Sellers With Engineering Backgrounds Are Successful.

When you think of tech salespeople and you think of engineers, you think of two completely different kinds of people, or you think of people like Jeff Bezos and Elon Musk. These two titans of tech and business may have very different personalities, but they have one thing in common that sets them apart from…

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Time Management

New Course: Effective Strategies For Time Management

Strategies for Peak Productivity: The Synchronicity of Time Management At MEDDIC Academy, we’re obsessed with sales productivity, and time management is a key part of it. So far, we have dealt with the most complex and most challenging part of sales productivity by leveraging the importance of QUALIFICATION. The book, Always Be Qualifying, became an…

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