Chris Orlob’s Post

Amen. And it is a deal qualification framework that will transform your forecasting accuracy and deal conversion rate.

If you ask your salespeople to qualify opportunities using MEDDPICC or BANT, they will dutifully ask the questions of the customers. In fact, call recordings showed that within 5 minutes of the first call salespeople asked, “What is your timeframe for making a purchase?”   This blunt approach happens when a qualification methodology is used a sales methodology. It alienated customers. #sales #salesleadership #salesstrategy

🚀 **Why MEDDPICC is Your Sales Superpower!** 💥 If you’re in sales and haven’t heard of MEDDPICC, let me break it down with a touch of fun. Think of it as the ultimate checklist that guides you from initial contact to closing that mega deal! Here’s what it stands for: 🔍 **M - Metrics:** What’s the measurable business value? Numbers don’t lie! 👥 **E - Economic Buyer:** Who’s the person with the final ‘yes’? Find them early. 🎯 **D - Decision Criteria:** What are they basing their decision on? Make sure you tick their boxes. 🔄 **D - Decision Process:** Know the steps, know the players, and keep the deal on track. 🛡️ **P - Paper Process:** Contracts, approvals, and signatures—map out the paperwork journey. 🏋️ **I - Identify Pain:** Understand the real problem driving the deal. No pain, no gain! 🗝️ **C - Champion:** Your inside ally who fights for you when you’re not in the room. Build them up! 🚩 **C - Competition:** Know your rivals. Be prepared to differentiate and win. Using MEDDPICC is like having a sales GPS that ensures you never miss a turn on the road to a closed deal. It’s a process, but more importantly, it’s a mindset. Ready to crush your quota? Give MEDDPICC a shot and watch your win rate soar! 🌟💼 #SalesExcellence #MEDDPICC #SalesStrategy thanks to Andy Whyte, a fellow Old Brutonian!

If a potential new client contacts you to learn more about your product or service, call them back. That seems incredibly obvious, but I have experienced it more than once. It sends the message that new business isn't a priority, and also says a lot about how responsive a company is to the needs of their existing customers, in my opinion. Last year, I had a potential new client contact me about my company's services and responded back to them right away to schedule a call. In the course of our initial conversation, the person I spoke with mentioned that they had contacted two other companies in addition to ours, but I was the only one who had called them back, and so would likely be choosing us. Spoiler alert - they are now a client, and we have a very mutually successful relationship with them. You won't convert every lead you get, but if you respond to the ones who show interest in you, you are missing out on potential new business. So call them back. #sales #customerservice #revenuecyclemanagement #medicalbilling #kollectmd

Just because a prospect listens to your product pitch doesn't make it a good sales call. The only GOOD sales call is one that advances the sales process. Product-pitching is dead. Selling today requires a series of sales conversations that advance the sale each time. Sure, reps are still delivering sales pitches and HCPs pretend to listen, but... ...if you're a product pitcher, there's a better than equal chance you're seen as annoying, an interruption to the HCP's day, and of low value. In case you're wondering what a pitch is? It's when you talk about your product 80% of the time while the prospect listens, nods, and then forgets you were ever there. Medical sales professionals don't pitch.

MEDDPICC is more than just a qualification framework. It's also a crucial blueprint for de-risking your deals. As a seller, de-risking your deals can ultimately make the difference between winning and losing them. By utilising MEDDPICC in this way - according to The Sales Collective's 👨🔬David Weiss - you can identify the potential gaps in your proposal, de-risk the deal and ultimately set yourself up for the best outcome. Join host Alex Miller as she unpacks some superb knowledge from David's brilliant sales brain as he gives tips on really owning 100% of your sales pipeline, making the most of your Metrics, how to grow your sales career and more! 

🚨 EPISODE FOUR of Skip To The Point is out now with the wonderful 👨🔬David Weiss. In this episode we talk about: 👉How to ask the RIGHT Discovery Questions 👉The importance of knowing 💯 of your pipeline as an AE 👉How to narrow focus on risk in your deals After we recorded this episode, I started implementing so many of these tid bits of knowledge right away. Day 3 December babyyyyy lets get it 💪 As always, link to watch in comments!

Because when sequences become monologues, it's time to change the script... 📜➡️🔄 #bdr #sdr #sales #salesoutsourcing #salesadvice #salescoaching #salestools #outreach #sequences #salessuccess

What if prospects don’t want to book a next step? Here’s how I make sure they always do! (unless I don’t want to) 🙌 This is part 4 of a 12-part series breaking down my take on the core activities you need to become a top AE 1. Prep before calls 2. Multithreading 3. Discovery 4. BAMFAM 5. Competitive deals 6. Pipeline management 7. Ensuring meetings stick 8. Proposals & MLPs 9. Calls with 4+ people 10. Using MEDDPIC as a map 11. Pricing/negotiation 12. Disqualifying Drop me a connection to see part 5 :) #sales

what does MEDDPICC mean to you? is it Meddic, Meddpic, Meddpicc, are you using BART? is your leadership hell bound on you to follow a framework. Qualify, qualify and then requalify, often is the difference between smashing your number or falling short in B2B sales. Meddpicc truly is ground breaking in terms of sales methodology and it just works for B2B complex deals.   In summary within the sales methodology it all breaks down to the following: -- What are you solving? is it value enough? use case? -- Is it top of mind for customer, big enough for a change - budget, business/transformation impact, ROI, whats the implication? -- is the customer/organization ready for the change?   PS: sometimes we miss the lifeline for Sales/Business engagement - the human factor. For B2B sales, do you align to the goals of your customer, what are their core values, whats the vision of your customer?   I recently had the opportunity to read MEDDPICC through Andy Whyte, and would like to thank Antoine Le Tard for recommending me this gem of a book. https://g.co/kgs/MJnD9Sz I would highly recommend this to anyone wanting to up their game in B2B sales. whats your mantra for B2B complex sales? DM me if you want to discuss Meddpicc. #MEDDPICC #B2Bsales #Valueselling #complexdeals