Neil Rackham’s research suggests that the quality of discovery—what he calls Investigating—is the clearest behavioral difference between top performers and everyone else. Over and over again we’d find that salespeople who were described by their managers as ‘weak closers’ were, in fact, unskilled in Investigating.— SPIN Selling, Neil Rackham Across forums, sellers describe discovery as […]

No Pain – No Deal – is one of the key mantras in playbook enterprise software sales companies. If the pain is not clear, the deal stays fragile, because decision makers struggle to separate signal from noise. Metrics make pain understandable and quantifiable, because they translate a problem into measurable impact, which the customer can […]

When it comes to qualifying new opportunities, the early focus is often on Pain, potential Champions, and Metrics used to measure that pain. And rightly so—these are the cornerstones of any opportunity. But as opportunities move forward in the sales cycle and start to mature, the focus inevitably shifts. Attention moves toward the Decision Process, […]

Definition of Competition In MEDDPICC, competition is not limited to vendors offering a similar product. Competition is anything that competes for the same customer resources: time, money, and executive attention. This definition, taken from MEDDICC by Andy Whyte, Dick Dunkel, and Jack Napoli, deliberately expands the scope beyond products and vendors. It forces sellers to […]

Qualification is about using your time most effectively. We all have only a limited amount of time available each day. One of my core values is making an impact in everything I do. Knowing where I can be most relevant and focusing on those areas gives me a lot of joy. In sales, this often […]

Reflecting on my first year in management, I took a close look at what worked well, what didn’t, and where I could make the most impact as a manager. Andrew Grove’s timeless wisdom in “High Output Management” resonated with me: “the manager is ultimately responsible for the output of his division… a manager needs to […]

Many of us yearn for a thriving work environment, brimming with positivity and opportunities for personal growth. Speaking for myself — and perhaps you can relate — if you’re pondering ways to foster such a culture as a leader, then this article is tailor-made for you. In my early days as a manager, my gaze […]