Sales Qualification & Revenue Growth Insights
Practical insights and updates to develop and coach your sales team.
Don't Drop The MIC When Qualifying Opportunities
The most important 3 letters when qualifying deals in MEDDPICCX are M (Metrics) I (Implicated Pain) C (Champion)
Hiring Sales People? Hire a Why not a Who
When you are hiring sales people you need to hire mindset to succeed. Use the interview to hire top quality sellers.
Why Forecasting is Everyone's Job in Sales
Learn how to coach your team to build a solid forecast that you can stand over with MEDDPICCX
Why Sellers Need to Understand Company Reports
Learn how helping your sellers to read and understand annual reports and 10Ks will help them connect with the C-Suite
Are Your Sellers Following the Chain-of-Pain?
Understand why the chain of pain connects your products with business challenges and the reasons that buyers really buy from you
Implicated Pain: Going down the Mineshaft with MEDDPICCX
Learn why identified pain is never enough and why implicating pain is going to help your sellers sell more and sell often
Building Champions not Buddies with MEDDPICCX
Discover how experienced sales people differentiate between buddies and real champions who can help them close deals
Why Learning to Coach your Sellers Helps You Succeed Too
Discover the critical coaching errors that slow down your deals and learn proven techniques to accelerate your sales cycle.
The importance of the X in MEDDPICCX
Find out why the X in MEDDPICCX is the X factor in discovering risks, assumptions and gaps present in every key deal