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MEDDICC: The ultimate guide to staying one step ahead in the complex sale Paperback – Groot boek, 25 november 2020

Engelstalige uitgave Mr Andy Whyte (auteur), Dick Dunkel (Voorwoord), Jack Napoli (Voorwoord)
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Aankoopopties en uitbreidingen

MEDDICC is taking the Enterprise Sales, SaaS, and B2B Sales worlds by storm. MEDDICC is used by elite sales companies like Sprinklr, CrowdStrike, and Snowflake to generate billion-dollar revenues.

But, these revolutionary sales success systems can be implemented just as successfully by small business sales teams and salespeople of all experiences levels to incrementally increase the frequency of sales closed… and at significantly higher values.

The power of the MEDDICC system lies in its ability to make any sales process predictable and efficient. Exclusively in this MEDDICC guide, you will learn sales tactics directly from Andy Whyte, a sales leader who helped several organizations implement variations of MEDDIC and, more importantly, an A-level sales professional who has used MEDDICC and its principles in the field for many years at the top of the B2B and enterprise sales businesses. In this book, you are not learning from a sales trainer, you are learning top-level sales tactics from a salesman that successfully employs MEDDICC skills every day!

In this straightforward MEDDICC sales book, you will learn:

  • Valuable sales advice and real-world sales experiences from MEDDIC founder Dick Dunkel and ‘The Godfather of MEDDIC’, Jack Napoli
  • How to apply the MEDDICC framework to any sales deal and take control of the entire sales process, instead of playing catch-up, or adjusting to your competitors
  • How to allow your buyer to see the value of your sales solution and prevent them from perceiving you as too expensive
  • How to find, articulate and quantify your buyer’s pain, so that your solution seems like the ideal answer to their problem
  • How to gain access to the ‘power and influence’ in your buyer’s company and understand how their company makes buying decisions
  • How to understand your competition and their tactics, so that you can defend against their best strikes and counterattacks
  • How to keep yourself organized in the sales process, so you do not lose track of where you stand in the deal
  • How to use the acronyms in each system to win more sales deals, faster: Sales Metrics, Economic Buyer, Decision Criteria, Decision Process, Paper Process, Implicate the Pain, Champion, Competition and Risks.

“Whether you are an individual contributor or sales leader, my advice is that you should start to implement MEDDICC into what you do straight away. Embrace MEDDICC, and you and your team will more clearly understand the WHY to your process, and you'll begin to execute your customer interactions with more purpose and achieve better results. And like so many others before, you will begin to reap the rewards of having a well-qualified pipeline of opportunities with clearer paths to success.” - Dick Dunkel, founder of MEDDIC

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  1. Printlengte
    264 pagina's
  2. Taal
    Engels
  3. Publicatiedatum
    25 november 2020
  4. Afmetingen
    15.24 x 1.68 x 22.86 cm
  5. ISBN-10
    1838239707
  6. ISBN-13
    978-1838239701
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Productbeschrijving

Over de auteur

ANDY WHYTE is the founder of MEDDICC LTD, a leading resource for enterprise Sellers. He is an enterprise sales leader and has over fifteen years of experience working in sales, helping organizations improve their sales velocity.

Productgegevens

  • Uitgever ‏ : ‎ Nielsen (25 november 2020)
  • Taal ‏ : ‎ Engels
  • Paperback ‏ : ‎ 264 pagina's
  • ISBN-10 ‏ : ‎ 1838239707
  • ISBN-13 ‏ : ‎ 978-1838239701
  • Afmetingen ‏ : ‎ 15.24 x 1.68 x 22.86 cm
  • Klantenrecensies:
    4,6 4,6 van 5 sterren 485 beoordelingen

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  • Jessica Martin
    5,0 van 5 sterren Good tool
    Beoordeeld in Canada op 19 december 2024
    Geverifieerde aankoop
    Being in the sales world for a while, this book really helped me get some perspective on the process of sales cycle. Prepping for prospecting and really qualifying your leads properly. Would definitely recommend and even read it twice with notes.
    Klantafbeelding
    Jessica Martin
    5,0 van 5 sterren
    Good tool

    Beoordeeld in Canada op 19 december 2024
    Being in the sales world for a while, this book really helped me get some perspective on the process of sales cycle. Prepping for prospecting and really qualifying your leads properly. Would definitely recommend and even read it twice with notes.
    Afbeeldingen in deze recensie
    Klantafbeelding
    Melden
  • Andres gamas
    5,0 van 5 sterren MEDDICC en mi proceso de ventas
    Beoordeeld in Mexico op 12 april 2024
    Geverifieerde aankoop
    Este libro abarca de manera específica cómo emplear una metodología de calificación a través de esquemas específicos, medibles y orientados al cierre de ventas.
    Es importante que consideres que NO es un proceso de ventas ya que este fungirá como un soporte al mismo.
    Andy Whyte describe y profundiza de manera simple y objetiva cada una de las siglas de MEDDICC.
    Melden
  • Stefan
    5,0 van 5 sterren Great sales book
    Beoordeeld in Duitsland op 20 december 2024
    Geverifieerde aankoop
    Must read for anyone selling a complex product!
    Melden
  • Fredrik E.
    5,0 van 5 sterren Essential
    Beoordeeld in Zweden op 30 april 2024
    Geverifieerde aankoop
    Essential sales qualification guide for anyone in the software and/or SaaS space. A must read!
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  • Anthony Patricio
    5,0 van 5 sterren Home Run!
    Beoordeeld in de Verenigde Staten op 2 januari 2021
    Geverifieerde aankoop
    I came across the MEDDICC methodology from a podcast series (Hunters + Unicorns). I was led to the podcast because I follow John Kaplan and the work of his company, Force Management. A couple of things are important to outline. First, I've spent 20 years in enterprise sales, 9 of which was with the largest and most successful company in my industry (staffing). In my 9 years with that company, they never rolled out a succinct sales formula even close to something like MEDDICC. They had a sales process but it was flat and two dimensional. The company was highly successful in spite of itself. It was trial by fire and only the best survived. Thankfully, I had great mentors and coaches who were elite sellers in the company, and I learned my craft by piecing together their best practices and working hard to implement them into my sales game. A couple years after I left the company to start my own business, they engaged John Kaplan and Force Management to help implement MEDDICC into their foundational process. I wanted to figure out what "MEDDICC" was, but very few resources existed to understand it from a tactical perspective. I searched high and low for resources to learn MEDDICC, and just as importantly, how to implement it into your overall sales methodology. I stumbled across Andy's book, and BOOM!, there it was in black & white. On top of that, the co-creators of MEDDICC Dick Dunkel and Jack Napoli helped to contribute to the overall arch of the book. I've read countless sales books over the last 20 years, and there are some good ones, but this is the most succinct sales execution book I've ever read. This book is ideal for enterprise sales environments, and probably even better for technology or complex sales cycles. I'm selling to organizations who are making multi-million dollar buying decisions, and half the time they don't have a qualified buying process which can make selling and closing feel like vudu. What I love about MEDDICC, and more specifically Andy's book, is that it gives you a process for how to guide your prospect towards an effective buying process. Just as importantly, MEDDICC and the tools that are outlined in the book give the seller an effective way to qualify in or out of the deal. One of my mentors early on would preach that a "qualified NO", was just as good or better than a "qualified YES". What I've found is that elite sellers know what deals in their pipeline are "real", and what's "pie-in-the-sky". If you want to be an elite seller you have to demystify the winners and losers in your pipeline, and take the guessing out of forecasting wins and losses. If you want to understand MEDDICC and if you're looking for an elite qualification process this is the best book I've ever read on the topic. Reading this book confirmed many of my lessons learned in enterprise sales, and uncovered a number of my blind spots. When you can find a book that challenges you after 20 years in the craft, that's saying something. Thank you Andy for contributing to the sales profession in such a profound way and for capturing for all of us the magic of what John McMahon, and all the folks at PTC developed. We can all benefit from what has proven to be the best sales qualification process ever developed, and this is the best book to do that.
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