MEDDIC Mondays’ Post

🔥 BANT - the straightforward approach to assess a prospect's sales readiness in four dimensions The BANT is a simple framework as compared to the MEDDIC framework But there are many ways to expand on BANT Like asking questions that struck a cord in the prospect's mind... 💰 Budget • Have funds been allocated to address this issue? • Is the purchase funding already approved? • What budget range are you looking at for this project? ✍🏻 Authority • Are other stakeholders involved in the decision-making process? • Will others evaluate the solution with you? • What role do you play in the purchasing decision? 🎯 Need • How critical is it for you to solve this issue? • What happens if you don’t address this need? • What are your top priorities when considering a solution? ⏰ Time • Any critical deadlines we should be mindful of? • How soon do you aim to see results from a solution? • Is there any urgency around solving this issue? Remember, there's no right or wrong way to pose a question While frameworks like BANT provide guidance The key is to qualify the right prospects by asking critical questions Choose your questions wisely As they play a pivotal role in the qualification process 👇 P.S Awesome resource links in the comment #TechSales #BANTFramework #SalesReadiness 🚀

Sales Leaders: Your MEDDIC/MEDDPICC scoring is WRONG. Here's why: MEDDIC/MEDDPICC is the gold standard for deal qualification. But there's a problem. Most sellers fill out their MEDDIC scorecard based on assumptions. They "think" they: - Know who the buyer is. - Understand the decision process. And they're confident about the paper process. But they never actually confirm these details with the buyer. This creates a dangerous illusion. Your deal looks qualified on paper, but reality tells a different story. I've seen "solid" opportunities fall apart because the decision-maker wasn't who we thought. The solution? - Stop assuming. - Start asking direct questions. Validate every element of your MEDDIC qualification with the buyer. Because a high MEDDIC score based on assumptions isn't just useless… It's dangerous. Want to improve your close rates? Make your next customer call about confirming, not assuming. Do you agree?

Imagine an Ozempic for sales teams. Taking them from sales 'fatties' to sales 'fitties' by Jan 25? Maybe there is something... See video (58 secs) for more. .. To be clear, there's no quick fix or miracle cure to improve sales - no injections or instant solutions (not yet anyway). But we have a proven process for finding and clearing the roadblocks for sales teams. Getting them speaking to the right people at the right time. Asking powerful questions. Then delivering compelling visions that make customers excited to move forward. Through our sales training programmes (both online and in-person), we help teams become proactive, intentional and razor-sharp in their strategy and delivery. Over the last 3 years, our clients have enjoyed an average of 32%pa revenue growth. There's no sales flab - just lean selling teams. To find out how we get these results, get in touch: www.truesalesacademy.com

How do you ensure your qualification methodology is making an impact? Misconceptions and mistakes are all too common in implementing MEDDICC - consider these strategies to improve execution and drive better outcomes from your sales qualification strategy. https://bit.ly/3TU4rP7

Understanding and engaging with the Economic Buyer is crucial for sales success. In this blog post, we explore this critical component of the MEDDICC framework.

𝗛𝗼𝘄 𝗶𝗺𝗽𝗼𝗿𝘁𝗮𝗻𝘁 𝗶𝘀 𝘀𝗮𝗹𝗲𝘀 𝗾𝘂𝗮𝗹𝗶𝗳𝗶𝗰𝗮𝘁𝗶𝗼𝗻 𝗮𝗻𝘆𝘄𝗮𝘆? Companies with a formal sales qualification process realize a 28% higher win rate compared to those without one Source: CSO Insights Stay tuned for 𝗡𝗢𝗩𝗘𝗠𝗕𝗘𝗥 𝗤𝗨𝗔𝗟𝗜𝗙𝗜𝗖𝗔𝗧𝗜𝗢𝗡 𝗠𝗢𝗡𝗧𝗛 with Yuri van der Sluis & Bob Bogaard #Sales #SalesQualification #BANT #MEDDICC  

🧠Sales Methodologies 🧠 Are they being used in the right way? 🤔 I have had the pleasure to be coached and mentored across many different sales methodologies in my B2B Sales career by some amazing people. 𝗧𝗵𝗲 𝗖𝗵𝗮𝗹𝗹𝗲𝗻𝗴𝗲𝗿 𝗦𝗮𝗹𝗲 𝗠𝗘𝗗𝗗𝗜𝗖𝗖 𝗦𝗣𝗜𝗡 𝗚𝗮𝗽 𝗦𝗲𝗹𝗹𝗶𝗻𝗴 𝗦𝗮𝗻𝗱𝗹𝗲𝗿 𝗦𝘆𝘀𝘁𝗲𝗺 I have been trained to use the above in certain environments or to simply grow my own knowledge and mould myself to be to the best version of me in my career. Although the information digested has been incredibly insightful and educational across all fronts - some of these methodologies did not suit what I was selling, the environment I was selling into or being completely honest didn't suit me as an individual. I have been in a team where Challenger, SPIN and Gap was a great fit for the product I was selling and the persona I was selling into. I have also been in a team where MEDDICC was hugely talked about. Although it was a huge learning curve and very educational, it was overkill for the simplicity of the product and sales cycle I faced. What are the methodologies you are investing your time in right now and what has worked well for you in the past? Would love to hear your thoughts! #Sales #B2bSales #SalesMethodologies #SPIN #MEDDICC #MEDDPICC #CheallengerSale #GapSelling #TheSandlerSystem

Now that you've implemented a sales qualification framework like BANT, MEDDIC or SPICED - what is the best overall sales methodology for your organization? SPIN, Challenger Sales or Solution Selling? We help you choose the right sales methodology based on 💲 Your Sales Goals 🎯 Your Target Market 💎 The Complexity of Your Product 👥 The Sales Skills of Your Team Access the framework here https://hubs.la/Q02HWGjS0 #SPIN #salesmethodology #salescoaching