Avoid these major deal killers! You know the feeling. The discovery call was a slam dunk. The demo was flawless. Your champion seems...

Let’s be honest: most deals don’t fall apart at the end—they were doomed somewhere in the middle. Or worse, the very beginning. We lose...

“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...

“It looks like everything’s on track—but then, crickets . What happened?” Raise your hand if you’ve ever been there. One minute your deal...

Let’s be honest: when you ask a prospect about their decision process and they say: “We’ll review three vendors, do a demo, and pick the...

In the world of software sales, identifying client needs is critical to success. But what happens when clients don’t know what they...

MEDDIC for Presales - Decision Process In presales, it's often heard that the Decision Process is solely the responsibility of the sales...

Today we will take a step back from MEDDIC and talk about discovery; after all, to uncover MEDDIC, you must become an expert at...

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. ...

Let me tell you another story. It is about Ryan, the account executive, and Susan, the presales engineer, working on a significant deal...

Everyone was excited about the opportunity that was in front of us. The company was a Fortune 500 company and a leader in their industry....

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...

The Decision Process is often underestimated regarding the importance and challenges that may exist in understanding it. According to...