MEDDICC

We're super happy to welcome our newest Team Member, Bruce, as Video Editor! Get to know him a little bit more by reading through the below or connecting with him here on LinkedIn. #NewTeamMember #VideoEditor #MEDDIC #MEDDPICC #MEDDICC

What sets a great sales pro apart from a good one? It’s all about mastering the triple threat: Features, Benefits, and the power of Metrics. 💥 While features and benefits lay the groundwork, it's value that drives customer action. But in a market full of valuable offerings, words alone aren't enough. That's where Metrics come in. Let's take our Chief Bark Officer, Woody, as an example: - Feature: He can bark. - Benefit: His burglar-busting barks provide ultimate security. - Value: Enjoy peace of mind and some well-deserved sleep, knowing a loyal guard is on duty. 🐺 Pretty compelling, right? But how does Woody stand out against alternatives like blackout curtains, plush mattresses, or an Alexa serenade? The key is Metrics. Metrics show that Woody's presence boosts our sleep quality by 30%. When presenting value, you need Metrics. *Woody enjoys a treat extravaganza and a flurry of good-boy pats as his well-deserved rewards. 🐶 #Metrics #Value #MEDDIC #MEDDPICC #MEDDICC

Leadership tip: Setting clear expectations and providing the right tools can drive success in professional selling. MEDDPICC is a game-changer for high-velocity businesses, empowering teams to excel in deal-making and interactions. However, it's crucial to strike a balance and avoid overwhelming your team with administrative tasks. Effective guidance is key to navigating the complexity of this process. #Leadership #ProfessionalSelling #MEDDIC #MEDDPICC #MEDDICC

In this episode of Masters of MEDDICC, we welcome back our first-ever returning guest: friend of MEDDICC and CRO of Team Cymru, Richard Dufty, joining Andy Whyte in the studio! In today’s industry landscape, one of MEDDICC’s guiding principles rings truer than ever: be prudent, not parsimonious. Smart business spending and common sense ensure longevity. Richard shares his insights on why GTM isn't working as it should and the importance of recognizing and addressing these issues. It's crucial to avoid silos and play for the team, not the individual. Success comes when the whole team speaks the same language and moves in the same direction. Tune in to this episode to learn how MEDDPICC helps teams collaborate and stay focused on delivering value. Link to watch below! #MEDDPICC #MEDDICC #MEDDIC #GTM

Your GTM team is all about being modern, agile, and quick on their feet. They're definitely not dinosaurs. So, why would you bring on a dinosaur to help with your go-to-market strategy? Go with a team that’s as fast and forward-thinking as you are, and stay ahead of the game! And hey, not all MEDDIC is equal. Choose the experts who get the details and can level up your strategy! #MEDDIC #MEDDPICC #MEDDICC #NAMIE

🥊Caroline Woussen-Franczia🍿, our media partner, highlighted the importance of empathy in deal reviews. Without it, communication becomes guarded and restricted, and collaboration and creativity suffer, making productive sessions difficult. (Yes, deal reviews can be rewarding and enjoyable when done right!) Empathy-lacking leadership raises several questions: Is it a lack of emotional intelligence tied to power and ego? A disconnect from the challenges AEs face in meeting targets? Or perhaps the pressure-inducing fear? Discover more insights with the link in the comments! #Empathy #Leadership #MEDDIC #MEDDPICC #MEDDICC

Building strong partnerships is key to success in any industry. By being a good partner and prioritizing the needs of our customers, we were able to gain valuable insights and feedback. It's important to remember the simple advice of sending agendas in advance, doing thorough prep work, and showing up on time. These small gestures can make a big difference in building trust and opening up opportunities for meaningful conversations. #MEDDIC #MEDDPICC #MEDDICC #Partnerships

No Champion, No Deal 🚫 You know our mantra: No Champion, No Deal. But why is having a Champion so crucial? 💯 Simply put, the Champion is the linchpin of the deal, much like a quarterback leading their team on the field. 🏉 Whether leveraging influence behind the scenes or providing essential support, the Champion can be the game-changer who seals the deal for you. 🏆 To ensure you're securing MVP-caliber Champions for your deals, check out our blog post below! 👇 May your Champions be strong! 💪 #Champions #MEDDIC #MEDDPICC #MEDDICC

Stop, slow down, and zoom out! In this video, we explore the Value Pyramid and how it helps organizations achieve their goals. At the top are goals. Understanding an organization's goals and their purpose is key. Next, zoom in on strategies. What specific strategies are in place to reach these goals? Find your actionable insights. Finally, consider the initiatives. What actions and projects support these strategies? They drive success. By taking time to reflect, organizations can align goals, strategies, and initiatives for greater achievement. Learn more about the Value Pyramid, linked below! #ValuePyramid #MEDDIC #MEDDICC #MEDDPICC #Strategies

Many businesses ask if MEDDPICC can be used effectively with open source, and the answer is a resounding YES! Open source requires professional selling to thrive, making MEDDPICC the perfect framework to ensure success. Watch the full episode of MEDMEN with Andy and Pim linked below!