MEDDIC
This Salesforce page contains the MEDDIC field.
Who is the opportunity page?
Apple's proprietary sales methodology, co-created by Steve Jobs.
What is A.P.P.L.E.?
This RD worked her way up from BLaunch/BStart.
Who is Kelsey Murphy?
Be like this animal during discovery.
What is an elephant? OR Who is Dumbo?
The new 10k AI summary tool can be found within this larger tool.
What is Salesforce?
"That's not your champion, that's your ___"
What is "friend"?
This methodology uses the visual of a submarine to symbolize the need to go beneath the surface.
What is Sandler?
This RD shared some closing tips.
Who is Franchesca de la Torre?
The "_/_ Rule" is a general guideline for how often you should be talking and listening during discovery.
What is 80/20?
In between winning WWII and creating NASA, a famous American used this tool to make every day a success.
What is the Eisenhower Matrix?
These two parts of MEDDIC are often conflated but it's important that they are treated as separate qualifiers.
What is Decision Process and Decisoin Criteria?
This methodology doesn't sell products, it sells ideas.
What is conceptual selling?
This RP taught you about Happy Ears.
Who is Mackenzie Regen?
You must _ the prospect before offering a demo.
What is qualify?
Some use this tool as a CRM, others use it for shopping, but you should ALL be using it for account research.
What is Bloomberg Terminal?
This can be the most difficult part of MEDDIC if the prospect doesn't know it exists.
What is Identify Problem?
This sales methodology positions you as Yoda and your customer as Luke.
What is Challenger?
This RP taught you smarties about pricing.
Who is Joshua Nolte?
This is one of many tools in your toolbox that doesn't need to be used for every deal.
What is a free trial?
This tool categorizes human behavior to help you know yourself and tailor your behavior to your customer.
What is the behavior styles chart?
This is what all the letters of MEDDIC stand for.
What is Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Problem, and Champion?
This methodology emphasizes proactive detective work to find out if your prospects have problems before you ever talk to them.
What is Solution Selling?
This RP-CSP duo taught you about the Terminal.
Who are Will Hopkins and Erick Sorto?
We do not negotiate terms on deals less than $_ ACV
What is $50k?
This type of data, available in LinkedIn Sales Nav and ZomInfo, indicates how likely it is that a company or individual is interested in your product.
What is intent data?