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
MEDDICC – Competition: Understanding, Framing, and Winning Read More »
For years, I have been exploring and experimenting with nutrition. My interest in food’s impact on the human body stems from my parents, who were always deeply curious about its effects. I remember my dad engrossed in a book about the gut’s influence on health and mood, while my mom meticulously prepared her homemade Müsli
Since the start of my professional life, I’ve often deprioritized sleep in favor of work, social gatherings, and a demanding travel schedule. However, my wife convinced me that productivity and athletic performance can’t be maximized simply by cramming more activities into the day—it’s equally important to prioritize rest and recovery. Taking a cue from Peter
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
MEDDICC – Identified, Indicated, Implicated Pain: Turn Problems into Priority Read More »
For a software seller, the economic buyer is as crucial as insurance is for a homebuyer. This role serves as a safeguard against all kinds of unforeseen events. The economic buyer is the individual within the organization who has the ultimate authority to say “yes” or “no” to a purchase decision. Therefore, they deserve special
MEDDICC – Economic Buyer: Why Access Determines Priority, Budget, and Deal Reality Read More »
In the world of sales, the MEDDICC framework emphasizes three critical components: Implicated Pain, the Champion, and the Economic Buyer. Among these, the Champion stands out as the central figure. A strong champion is essential for driving the deal forward. They are the individuals who genuinely benefit from working with you and are invested in
Design thinking originates from product design and development. It involves gathering insights in a structured manner and using these insights to identify clear problems. These problems then become the focus for developing a product. In my experience, organizations often forget the key actors they serve: their customers. Whether in Sales, Marketing, or other support functions,
Design Thinking To Maintain Customer Centricity In Go To Market Read More »
How do you know if the deal you’re working on will close, and when? How can you ensure the forecasted money will be available for your company to budget, hire new staff, and avoid liquidity issues, help your customer efficient and effective – and for you to make your commission? Qualifying engagements is crucial for
For everyone who knows me, I love processes. Having a clear plan and structure gives me the freedom to think creatively while driving my actions with a clear end in mind. My entire career in Sales has been in a playbook and process-oriented Enterprise Sales environment. As a result, I’ve often been asked if such
Enterprise Sales Process – For B2B / High End B2C Read More »
