top of page
Cracking the Code on Decision Criteria: The Formula That Wins Deals Every Time
Sales frameworks often get boiled down into checklists, but checklists don’t win deals. Conversations do. Insight does. And nowhere in...
Wayne Johnson
6 min read
The Top 5 Mistakes Salespeople Make With Decision Criteria (and How to Never Be “Column Fodder” Again)
Let’s cut to the chase: Decision Criteria is the most abused, misunderstood, and lazily handled piece of the MEDDIC framework. Everyone...
Wayne Johnson
5 min read
The Deal-Killer's Playbook: How to Spot (and Avoid) the 5 Silent Mistakes That Stall Your Pipeline
Avoid these major deal killers! You know the feeling. The discovery call was a slam dunk. The demo was flawless. Your champion seems...
Wayne Johnson
7 min read
How to Sell to Product-Led Buyers (Without Losing Control of the Process)
“We’re just testing it out for now.” “We’ll let you know if we need anything.” “No call needed—we’re just poking around.” If you're...
Wayne Johnson
4 min read
Discovering the Unknown Unknowns: A Guide for Software Sales Reps
In the world of software sales, identifying client needs is critical to success. But what happens when clients don’t know what they...
Wayne Johnson
3 min read
Criteria Clarity
MEDDIC for Presales - Decision Criteria Aside from the Champion, Decision Criteria resonate most with us presellers. The Decision...
Michael Heiser
3 min read
Motivate to Act
Recently a family member engaged me over the merits of the sales function in today’s ever-increasing SaaS and AI automated world. I took...
Wayne Johnson
3 min read
I Thought That's What You Wanted!
Years back, I was invited to support a deal that had just completed a six-month proof of concept. The technical presales consultant and...
Derek Wilson
3 min read
A Product Manager's Best Friend
MEDDIC is one of the best qualification frameworks for Sales, but did you know that MEDDIC can also be a Product Managers' best friend? ...
Wayne Johnson
2 min read
Navigating Procurement
When dealing with the procurement department within the customer's organization, sales representatives may encounter specific challenges...
Wayne Johnson
3 min read
Intentions Matter
Today we will take a step back from MEDDIC and talk about discovery; after all, to uncover MEDDIC, you must become an expert at...
Wayne Johnson
2 min read
YOU are the EXPERT!
This week I would like to bring up the topic of purchasing software. If you are reading MEDDIC Mondays, you are most likely a seller. ...
Wayne Johnson
2 min read
Understanding the Players
Hopefully, you’ve had a chance to review last week’s article, “Are you sure you know the Decision Process?” and concluded that you should...
Michael Heiser
2 min read
Why should you double down on MEDDIC in 2023?
MEDDIC is a sales qualification methodology and is one of the most common strategies used in B2B software sales. It helps the sales...
Wayne Johnson
3 min read
Not all Decision Criteria are Created Equally.
A great first place to start regarding the Decision Criteria is the definition: The Decision Criteria is the standard by which each of...
Wayne Johnson
2 min read
What is MEDDIC?
Let's begin to define MEDDIC by what it is NOT vs what it is. MEDDIC is NOT a sales process, a sales methodology, or a cure for world...
Wayne Johnson
4 min read
bottom of page