MEDDIC Sales Qualification Methodology Founder Jack Napoli on How to Enable and Drive Sales Teams

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This week we had the pleasure of interviewing Jack Napoli, the ‘Godfather’ of the MEDDIC sales process:

For those of you who aren’t familiar, MEDDIC is one of the most effective sales methodologies I’ve ever come across for qualifying deals thoroughly.

In fact, Jack and MEDDIC co-creator Dick Dunkel used it while at PTC to more than triple sales from $300 million to $1 billion in just four years. Personally speaking, MEDDIC helped me increase my close rate to over 90% and increase my team’s sales 60% year on year.

Today, MEDDIC is used by fast-growing startups as well as large corporations such as EMC, RSA, BMC and more.

Check out the interview here:

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How to Overcome Every Sales Team’s Biggest Problem

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There’s no question:

Improving the effectiveness of sales teams is a top priority for sales managers everywhere.

But there’s only 24 hours in day, and a million (and one) things you have to stay on top of:

Maybe you’re facing more “No’s” than ever. Or the churn rate of your sales people is climbing higher and higher.

But you don’t have the time to deal with that, because you’re stretched to your limits hiring new reps, managing the pipe and making sure your team is closing deals and hitting their numbers.

It’s more than most managers can handle.

That’s why I teamed up with Steve Ammann, Managing Director of the Sales MEDDIC Group, to put together some action items to help sales managers overcome the number one problem facing every sales team:

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CRM Hidden Costs

The Hidden Cost of CRM (or What Happens When You Manage Your Sales Process on Word Docs and Spreadsheets)

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CRM Hidden Costs

Here’s how we discovered that the CRM we were using at a large software company was costing us over $400,000 a year in lost time.

Back in 2010, I had one of the worst experiences of my entire sales career:

It was 4 o’clock in the morning, and we were still working on the top floor of our company’s office building.

It was the end of Q3, and we should have been out celebrating. Instead we were stuck in the office, working ourselves to death as we pored over spreadsheet after spreadsheet.

I looked around the room:

15 Regional VPs of Sales (including myself), the VP of Finance, and the Sales Operations Manager from our company at all had the same worn-out look on their faces.

We were completely beat. And we still hadn’t finished consolidating the data we needed for the next day’s forecast session.

It was a nightmare. And it was far from over.

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The Definitive Guide to an Effective Sales Process

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There’s no doubt:

The right sales process can make the difference between a sales team that’s shattering its goals vs. one struggling to hit quota.

That’s why we scoured the internet for you to find the best sales process information out there and created:

Sales Process: The Definitive Guide to a Higher Win Rate

This is the go-to resource for anyone looking to build, improve, or transform their sales process.

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MEDDIC Checklist

Your MEDDIC Sales Process Checklist

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Your MEDDIC Checklist

There’s no doubt:

MEDDIC as a sales process has helped many sales teams around the globe to achieve extraordinary results.

Statistics prove that 30%+ growth rates in saturated markets and 250%+ in start-ups are possible. In fact, many salespeople that touch MEDDIC will never again work without it.

Fast-paced companies like Workiva, MongoDB, Alfresco, Snowflake and many more have build a healthy pipeline and forecast on the fundaments of MEDDIC.

Read on to get a brief overview on this simple and lightweight qualification process.

 

Here’s the basic MEDDIC checklist:

 

MEDDIC checklist
MEDDIC
MEDDIC QualifiersExplanation
MMetricsWhat is the economic impact of the solution?
EEconomic BuyerWho has profit and loss responsibility for this?
DDecision CriteriaWhat are their technical, vendor and financial criteria?
DDecision ProcessThen what happens? Define validation and approval?
IIdentify PainWhat are their primary business objectives?
CChampionWho will sell on your behalf?

 

 

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