Let me tell you about a deal that looked perfect right up until it wasn't. The account executive had been working a large operations software opportunity for four months. The VP of Operations loved the solution. She sat through every demo, brought her directors to the workshops, and told the account executive more than once, "This is exactly what we need." When it came time to choose, she said the words every seller wants to hear: "We are going with you." The account executiv

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...

The new year brings fresh sales targets, and the MEDDIC framework is your key to achieving them. Success starts with a deep understanding...

I was recently reminded to never become too complacent with what you're hearing from your Champion, especially as you approach the final...

MEDDIC for Presales - Champion As presales we go deep into the technical weeds. That’s what we do to understand the what, how, and why....

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...

Selling is difficult, and we often find ourselves selling in complex environments. In the past, selling software was mainly an IT...

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

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...

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....

Looking over my 20 years of sales experience, the #1 reason deals push is indecision, staying with the status quo. An organization's...

MEDDIC is a sales qualification methodology and is one of the most common strategies used in B2B software sales. It helps the sales...

Economic Buyer The Economic Buyer is the person who has final authority on the use of funds, the person who owns the money or the rights...

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...