Presales

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Presales MEDDIC Mission

MEDDIC for Presales - The Final Thoughts By now, everyone should understand why MEDDIC must matter to presales. There is FAR more to...

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Criteria Clarity

MEDDIC for Presales - Decision Criteria Aside from the Champion, Decision Criteria resonate most with us presellers. The Decision...

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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....

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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...

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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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Connect the Dots

This Month is our MEDDIC Monday discussion from a presales view. This provides a structured approach to identifying and addressing technica

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MEDDIC for Technical Presales

In my role as a technical presales leader, I've gained extensive experience in various aspects of how presales engineers and architects...