Decision Process

3 min read

Ensuring Return on Presales Efforts

MEDDIC for Presales - Decision Process In presales, it's often heard that the Decision Process is solely the responsibility of the sales...

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...

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. ...

2 min read

Are you sure you know the Decision Process?

Let me tell you another story. It is about Ryan, the account executive, and Susan, the presales engineer, working on a significant deal...

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....

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...

2 min read

This, then that.

The Decision Process is often underestimated regarding the importance and challenges that may exist in understanding it. According to...