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

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:

Here are the key takeaways from the interview:

A successful company MUST be a learning organization

Because the leadership at PTC enabled the sales leaders to implement effective sales trainings, they were able to achieve significantly higher results.

After analyzing hundreds of wins and losses, Jack and his team were able to identify that when they won, they absolutely dominated in 6 areas:

• Metrics
• Economic Buyer
• Decision Criteria
• Decision Process
• Identifying Pain
• Champion

Those 6 areas became the cornerstones of MEDDIC. And when they were outsold and lost an opportunity, they could point to exactly which one of those 6 things was missing.

The 4R Philosophy of Educating Sales Reps

According to Jack, in order to implement a sales process successfully, sales reps must be able to:

• Retain what they’re taught
• Recall it at will
• Repeat it, both to their managers and their clients

And if they can’t do those three things, they have to be able to Research the answers they need.

How to enable and drive sales teams

A great sales methodology can make a good rep better, but it won’t make a bad rep good. That’s why Jack and his team designed MEDDIC on the ‘Good to Great’ philosophy:

Hire right

You’ve got to get the right people on the bus and get the others off.

Rigor and discipline.

You can’t just take a magic pill and become great, you’ve got to work at it.

Drive adoption through engagement, not compliance.

Sales people are like kids. They won’t do what you say, they’ll do what you do. As a sales leader, you’ve got to talk the talk and walk the walk.

Sales teams NEED a common language of qualification

That way you can have better communication, not just more.

You can’t manage results, you’ve got to manage the activities that drive results

This is a mistake that a lot of sales managers make. That means your sales process has to guide to do the right activities with the right people at the right time for the right reasons.

People don’t do what you expect, they do what you inspect

That’s why it’s critical to develop a way to quantify your forecast and create an evidence-based forecast that you can track.

Sales teams need simple, lightweight, and mobile tools in order to keep them on track over time.

That way they are able to keep the sales process constantly fresh in their minds, all the time and when they need it the most.

To learn more about how Jack Napoli and the Sales MEDDIC Group are helping sales organizations develop more visibility and a common language to close more deals, get in touch with him today.

Did you know we embedded MEDDIC into the heart of iSEEit on Salesforce?

You can use the iSEEit Opportunity Management Tool to implement MEDDIC directly on Salesforce to to manage all your opportunities – without having to rely on Word docs and spreadsheets.

Designed specifically for the B2B complex sale, iSEEit is the first Opportunity Manager to have MEDDIC right out of the box.