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Why MEDDIC?
Increase your win rates!
Recent Mondays
MEDDIC Works for Fast Deals, Not Just Enterprise Giants
There’s a quiet myth that wanders through sales organizations. It wears a suit, carries a giant enterprise contract under its arm, and whispers something like: “MEDDIC is only for big deals. Long deals. Slow deals. The ones with committees, corridor politics, and a legal cycle that ages you like a cheese wheel.” That myth persists because MEDDIC grew up in the world of enterprise sales. It was designed to bring clarity to chaos, especially when you’re swimming in a sea of sta
Wayne Johnson
6 min read
When Buyers Don’t Know How to Buy, MEDDIC Makes You the Leader.
Picking software should feel like a strategic business decision. Buyers imagine themselves being thoughtful and rational, weighing options with clarity and purpose. In practice, it often looks more like watching someone wander into a house of mirrors. Reflections everywhere. Opinions bouncing off walls. People are grabbing onto the first shiny thing that feels safe. As a software sales rep, you’ve seen this movie on repeat. Innovative teams make messy choices. Strong products
Wayne Johnson
5 min read
Burn the MEDDIC Checklist: How Elite Sellers Live and Breathe MEDDIC
A lot of reps tell me the same thing:“I’m trying to use MEDDIC, but it feels robotic. Like I’m checking boxes instead of actually selling." And that’s precisely where most people go wrong. MEDDIC isn’t meant to be a form you fill out after a call. It’s a lens you look through before, during, and after every conversation. When you internalize it, it becomes instinct, the way you see the deal, not something you do to the deal. I’ll break down how to make that shift, with a fe
Wayne Johnson
8 min read
Think You Have a Champion? Prove It.
The Champion Final Exam: How to Know if You Really Have One Salespeople love the word Champion . It rolls off the tongue like a promise, ...
Wayne Johnson
7 min read
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