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Masters of MEDDICC - How to build a sales team ready for battle with Richard Dufty - Episode #12

MASTERS OF MEDDICC

CHAPTER

How to Accelerate Pipeline and Deals With MedPIC

I think one of the worst things we can do is build a champion, again, whether you use the word or not with that person, and then potentially break that or put it at risk. We ask people, I want to explain what we view as a champion. And you, you're my champion. Do you want to be my champion? It's kind of a little nerve-racking, kind of like i feel like I'm back in 10th grade asking,. But the same thing, if you don't ask and you don't know, right? What we do now is now, and again, and you say this so great in your training, you've got to use

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