Champion or Cheerleader? How to Find and Test Your Real Sales Advocate
Distinguishing between a coach and a champion—and validating a true champion—is a must for significantly increasing the odds of winning...
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Michael Heiser
2 min read
Hidden Stakeholders
I was recently reminded to never become too complacent with what you're hearing from your Champion, especially as you approach the final...
Michael Heiser
2 min read
Champion Preseller
MEDDIC for Presales - Champion As presales we go deep into the technical weeds. That’s what we do to understand the what, how, and why....
Wayne Johnson
3 min read
Motivate to Act
Recently a family member engaged me over the merits of the sales function in today’s ever-increasing SaaS and AI automated world. I took...
Wayne Johnson
3 min read
Time To Test Your Champion!
Operating under Incorrect pretenses can cause a big mess in your forecasted opportunities; one of the biggest mistakes is incorrectly...
Wayne Johnson
2 min read
Intentions Matter
Today we will take a step back from MEDDIC and talk about discovery; after all, to uncover MEDDIC, you must become an expert at...
Michael Heiser
2 min read
Understanding the Players
Hopefully, you’ve had a chance to review last week’s article, “Are you sure you know the Decision Process?” and concluded that you should...
Wayne Johnson
2 min read
A Demo Story - The Voice that Counts
Everyone was excited about the opportunity that was in front of us. The company was a Fortune 500 company and a leader in their industry....
Wayne Johnson
2 min read
Coach vs. Champion
After conducting hundreds and hundreds of deal reviews, one of the biggest mistakes I have seen in working opportunities when it comes to...
Wayne Johnson
1 min read
🎶 We are the Champions, my friends... 🎶
We all know the famous Queen song, "We Are The Champions," but this is a different kind of Champion. Today is all about defining what a...
Wayne Johnson
4 min read
What is MEDDIC?
Let's begin to define MEDDIC by what it is NOT vs what it is. MEDDIC is NOT a sales process, a sales methodology, or a cure for world...
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