Meddicc
Meddicc
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Meddicc by Andy Whyte
What do the world's most successful enterprise sales teams have in common? They rely on MEDIC to make their sales process predictable and efficient.
MEDIC with one C was initially created by Dick Dunkel in 1996 when he was at PTC. Since then MEDIC has evolved to be better known as MEDIC or MEDPIC and has proliferated across the world being the go-to choice for elite enterprise sales organizations.
If you ever find yourself feeling any of the following symptoms with your deal, you could benefit from MEDIC:
- Your buyer doesn't see the value of your solution? (aka they think you are expensive)
- You are unable to find, articulate and quantify Pain
- You don't have a Champion or at the very least a Coach helping you navigate and sell
- You find yourself unable to gain access to people with power and influence
- You don't know how the customer makes decisions
- You don't know who is involved in the decision-making process
- You find yourself surprised by things that come up in the sales process
- The decision criteria seem to move throughout the process, and you're constantly playing catch up
- Your Competition is landing strikes against you that you neither see coming nor are able to defend
- You lose track of where you stand in your deals
Whether you are an individual contributor or a sales leader embracing MEDIC will help you to beat those symptoms and take back control of your deal.
Historically, learning MEDIC has relied upon hands-on training, but now you can learn MEDIC from an expert who uses it every day.
The Book deconstructs MEDIC into easy to understand and implement steps. Breaking down every letter of the acronym into actionable insights complemented by commentary on how MEDIC can help sales organizations to revolutionize their sales execution and efficiency.
In the words of the original creator of MEDIC, Dick Dunkel:
Whether you are an individual contributor or sales leader, my advice is that you should start to implement MEDICinto what you do straight away. Embrace MEDIC, and you and your team will more clearly understand the WHY to yourprocess, 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 opportunitieswith clearer paths to success. - Dick Dunkel, MEDIC Creator.
| SKU | Non disponible |
| ISBN 13 | 9781838239701 |
| ISBN 10 | 1838239707 |
| Titre | Meddicc |
| Auteur | Andy Whyte |
| État | Non disponible |
| Type de reliure | Paperback |
| Éditeur | Meddicc Ltd |
| Année de publication | 2020-11-25 |
| Nombre de pages | 266 |
| Note de couverture | La photo du livre est présentée à titre d'illustration uniquement. La reliure, la couverture ou l'édition réelle peuvent varier. |
| Note | Non disponible |