Metrics That Matter
MEDDIC for Presales - Metric Last week, we mentioned how Presales should leverage MEDDIC to anchor discussions, technical criteria, and...
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Wayne Johnson
1 min read
QUICK INSIGHT: Solid Metric.
How solid is the Metric you are standing on? Today on MEDDIC Monday, we will give you a Quick Insight into whether you have a solid...
Wayne Johnson
2 min read
A Product Manager's Best Friend
MEDDIC is one of the best qualification frameworks for Sales, but did you know that MEDDIC can also be a Product Managers' best friend? ...
Wayne Johnson
1 min read
#1 Discount Killer
You have been working on a deal for about four months and are approaching the end. Negotiations are underway, redlines are feverishly...
Wayne Johnson
6 min read
Metrics, Metrics, and More Metrics!
For today's blog post, we will arm you with the Top 10 KPIs for several types of companies, some generic and some specific. Knowing who...
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...
Wayne Johnson
2 min read
YOU are the EXPERT!
This week I would like to bring up the topic of purchasing software. If you are reading MEDDIC Mondays, you are most likely a seller. ...
Wayne Johnson
3 min read
The Silent Competitor; Status Quo.
Looking over my 20 years of sales experience, the #1 reason deals push is indecision, staying with the status quo. An organization's...
Wayne Johnson
3 min read
Why should you double down on MEDDIC in 2023?
MEDDIC is a sales qualification methodology and is one of the most common strategies used in B2B software sales. It helps the sales...
Wayne Johnson
2 min read
Metric = 💵 + ⏰
Metric is one of the pieces of MEDDIC that sounds simple but is extremely difficult to build. MEDDIC Mondays will help you through this...
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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