Dynatrace is recognized by Gartner as the leader in APM and Cloud Observability, with revenue in excess of $1B. The company’s rapid revenue and personnel growth created a crucial need for systems and processes to support and maintain the quality of sales operations amidst the influx of new employees. Patrick Nalu, Sales Enablement Director – Read More
Congratulations on choosing MEDDPICC to improve forecast accuracy and closing deals effectively and with control. Attending a course and upskilling your team with MEDDPICC theory is the start, but to join the ranks of successful businesses seeing the promised results, you need to bring MEDDPICC to life in the field. To effectively integrate MEDDPICC into Read More
If you’ve ever tried to implement a structured sales process, then I’m sure at some point you’ve heard your reps bash against it.
It doesn’t work. The client isn’t complying with it. It’s too complex.
And so on…
Here is a list of the 4 most common objections to your sales process and how to handle them, so you can do everything you can to boost your team’s overall performance.
Looking to scale your team and still retain a predictable, healthy forecast? Do you collect plenty of sales data using different means, but still lack the insights to qualify your deals? Meet iSEEit, a native Salesforce app which allows you to visualize your entire sales process stages in structured steps and follow any sales methodology Read More
Today we want to cover an interesting topic of running sales campaigns with a single contact on the client side. Genuinely called single threaded. While the benefits are few and the potential risks of the deal falling apart are high, it’s a very common issue that sales people run into. We all had sales campaigns Read More
Until recently, customers seeking business solutions relied heavily on suppliers for guidance early in the purchasing process, as crucial information wasn’t readily available elsewhere. However, today’s customers are more well-informed than ever. When approaching suppliers, they often come armed with a clear understanding of the problem they need to solve, available solutions, and the budget Read More
Embarking on a journey to redefine sales excellence requires the right tools, methodologies, and a strategic approach. In today’s ever-evolving marketplace, success demands precision, synchronization, and a simplified yet powerful process. This blog delves into the transformative impact of integrating MEDDIC on Salesforce, exploring how the MEDDIC Sales Process can revolutionize your sales strategy. Get Read More
Securing Buy-In from Stakeholders in the MEDDPICC Journey In the previous episodes of our MEDDPICC journey we delved into critical elements such as identifying pain points, addressing broader business issues, nurturing a champion with a vested interest, and ultimately reaching the all-important Economic Buyer (EB). The EB, recognizing the significance of your solution, shares their Read More
Hands down, the MEDDIC sales process is one of the most effective out there. Here’s a step-by-step walkthrough of each one of MEDDIC’s key qualifiers.
Meeting the ultimate decision maker (aka Economic Buyer) to secure a deal is nothing new. Experienced sales professionals will always seek to gain access to people high up enough in the org chart to secure their deal. Although almost all Enterprise sales methodologies such as MEDDPICC, TAS, Value-based selling etc. place a big emphasis on Read More
