Why MEDDIC?

A lot of reps tell me the same thing:“I’m trying to use MEDDIC, but it feels robotic. Like I’m checking boxes instead of actually selling." And that’s precisely where most people go wrong. MEDDIC isn’t meant to be a form you fill out after a call. It’s a lens you look through before, during, and after every conversation. When you internalize it, it becomes instinct, the way you see  the deal, not something you do  to the deal. I’ll break down how to make that shift, with a fe

The Champion Final Exam: How to Know if You Really Have One Salespeople love the word Champion . It rolls off the tongue like a promise, ...

If you want to earn credibility in a complex, high-value sale, if you want to become the kind of trusted advisor customers seek out instead of tolerate, you have to go far beyond pain discovery. You have to become a pain illuminator: someone who brings a new truth to light that your customer didn’t even know was shaping their world.

Customer Success has become the backbone of SaaS companies. When the sale closes, it’s CS who takes ownership of the relationship,...