Categories: MEDDICC | Sales Qualification | Selling to the C-Suite
MEDDICC is an industry standard for determining the strength of a deal and charting the path to get the deal closed. Many times, deal qualification can hinge on whether your team can identify the Economic Buyer and build enough influence in the organization to both access and evangelize them. But the power of MEDDICC for influencing deal decision-makers extends far beyond the “E” in the acronym.
Share
Categories: Sales Messaging | Selling to the C-Suite
Your opportunities, especially at the enterprise level, are rarely ever sold to a single decision-maker. Top-performing organizations have go-to-market teams that successfully navigate buying committees of multiple stakeholders, as well as the parties who influence them, to sell deals at a high value. The best revenue teams have the cross-functional credibility and willingness to have multi-faceted sales conversations that drive a collective “YES” from all stakeholders. They build widespread agreement on positive business outcomes, success metrics, and the requirements needed to get there. This agreement helps to drive the urgency of solving the customer’s business challenges. The key to driving this kind of unanimous support for your solution in all purchase, subscription, or renewal processes is to coach your revenue team to identify, early and accurately, certain archetypes in the sales process. We call this charting the buyer landscape.
Share
Get the latest tips and advice delivered right to your inbox.
Categories: Sales Negotiation | Selling to the C-Suite
The sales landscape has changed more rapidly in the past few years than ever before. From a worldwide pandemic to emerging technologies and fluctuating economic factors, the way that buyers make a purchase decision has evolved. In some ways, these changes require new sales approaches. More likely, these changes have created a stark disparity in the skills of teams who succeed and those who fall behind.
Share
Categories: Economic Change | Sales Conversation | Selling to the C-Suite
The Chief Financial Officer is an influential voice in any sales conversation. If you’re looking to drive growth for your organization, your reps must be able to influence the CFO to close higher-value deals. Recently, due to economic pressure and budget constraints, many sales teams are seeing CFOs get involved in every deal, regardless of size. The ability to sell to the CFO is now a crucial skill every seller needs in order to hit revenue targets in today’s market.
Share
Categories: Economic Change | Scaling Sales | Selling to the C-Suite
Selling to C-level leaders is a crucial skill for your sales force if you want to grow your average deal size. Especially in today’s environment of economic uncertainty, big price tags are not getting approved without skillful execution of these conversations.
Share
Content, Curriculum and Community to Accelerate Sales
Visit Ascender
