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...