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 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 …
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 »
Glossophobia, or the fear of public speaking, affects about 75% of people. However, there’s one fear that often surpasses it: talking to strangers over the phone. For me personally, this fear was very real. Coming from a background in Economics and Big Data, transitioning to software sales meant stepping out of my comfort zone, especially …
At MongoDB I have been responsible for a German Car Manufacturer and the Robert Bosch Group. I am very grateful for having given this opportunity, as I did not have direct sales experience (other than pre-sales) before taking over these customers. What I did have though, was entrepreneurial experience, management consulting skill set and technical …
Account Planning – How to develop a sales strategy for a strategic customer Read More »
