L O L !!!!!!! *updates LinkedIn*

😅😅 finally Johnny taught me a lesson

Thank you James, sir! I hope you are doing well :)

Thank you Eddie 🙂

Thanks, Ruben! 🙏 ❤️

Indeed! Sellers are so fast to dig into budget, but enterprise orgs can have all of the budget in the world and if there are no resources to manage the implementation/on-boarding then the deal will never get through! 🙂

I agree. I think especially today with so much innovation salespeople are asking prospects to consider more change than ever before and if they don't make that change multiple times more compelling than the status quo then inertia prevails!

Thanks, John! Can't wait to hear about the new role you find yourself 😁. May your Champions be Strong 💪

That's super to hear, Tadeyo. Thanks for stopping by 😁.

Thanks Michael! I appreciate you taking a moment to say 🤝- Andy.

Metrics is more than just the goal of the buyer, it’s the product setting out its stall with what benefits it can bring. I.e. 20% decrease in operational costs once the product is implemented

Great spot! Thank you Danial 🙏.

Thanks for your time and trust Theo 🙂

Thank you, friends 🙂.

Thanks Leon! May your Champions be Strong 💪

Thank you Patrick!

Thank you, Joe 🙏

Very happy to help Phyllis 🙂

Thank you very much Felice 🙂

Thanks very much, Oliver!

Thank you for taking the time to comment Eli 🙂 🙏 .

You're very welcome, sir! May your Champions be Strong 💪 !

Thank you so much, Graham! 🙏

Hey Yann, Great to hear from you. Thank you for your kind words. The book should be available next month! No pre-order set up yet, but I will be sure to let you know when we do have it. It will first be published in English, but with enough demand will be translated too 🙂.

@@MEDDICC Thank you very much for your answer. Do you have documentation available about the weight of each letter depending of the stage of the process. Let me explain: It's hard to get your MEDDICC right at the very beginning of the process since discussions are just starting. What would be the topic you would focus on depending on the maturity of the opportunity: Qualification -> Building business case -> Negotiating -> Closing (these steps are just an (easy) exemple, feel free to pick yours! :))

​@@Ynn_dps Super question Yann! You are correct, it is hard to uncover all of the elements of MEDDICC early in your deal. My advice is to look for the Metrics, Pain, and Champion early in your deal cycle. Let's start with Metrics - The best way to bring Metrics into your deal early is via the Metrics of your existing customers that will be relevant to your prospective customer. Showcasing the value your existing customers get with your solution does three things: 1) It acts as social proofing that you have solved similar problems and delivered value to other customers 2) It will open your customer's mind to the sorts of problems you solve and the value that is derived from your solution. 3) You get to talk about a negative situation that your customer may have without directly criticizing them. Next up is the Pain - If you have worked through the Metrics with a curious approach and have asked good open-ended discovery questions throughout then you are likely to have uncovered some Pain. Your goal early in the deal should be not just to quantify (Indicate) the Pain but to Implicate it to your customer. This means you help them to really feel the negative consequences of their Pain. This will accelerate your deal towards an outcome. Finally, the Champion - Early in your deal your Champion is going to be trying to figure out if they can trust you and if you are going to provide value to them. You want to be seen as an advisor to them. Someone that will make them look good. By working through the Metrics and showing you have done your research you will have gone a long way towards building your credibility. The key is to continue to build value, but, critically, maintain a relationship that is based upon outcomes. This is where the Decision Criteria comes into effect. You can start to lean onto your Champion to help you establish the Decision Criteria. Likewise, you should level with your Champion as early as you can to start building a plan to engage the Economic Buyer. The other elements such as the Decision and Paper Process and the Competition are important to get in front of as soon as you can. But aren't as important as establishing the Metrics, Pain, and Champion. I hope this helps - I really love to see questions here, so please keep them coming 🙂

Happy Saturday, Lisa! If you can make me laugh with your favorite joke I'll send you a copy FOC 😁.

Thanks for the feedback Lance 🙂. I am pleased to let you know that we have invested in top tier studio equipment since the release of this video. Watch this space! 😁

Thank you 👍

Hi Ashton, MEDDIC is not a process. It is a framework. There is no order in which you follow it. The letters are just formed into MEDDIC/MEDDICC/MEDDPICC as that is easier to remember than CIPMDDE etc 😂.

Ramble First Blood was better than Ramble First Blood Part II... Oh wait, that was Rambo.

Imagine if it were that simple. Lol

You do need those thongs for sure, however if you are not able to promote that product to the right people, or you have not done done some basic profiling then your product mans little as there are myriad products that can take the place of yours. This is simply a framework. Organisations have policies and structure. This helps understand that structure and to work with, not against that.