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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

The Importance of Value Based Selling

I think compensation hasn't really kept up with the kind of market dynamics, the subscription economy. We're still kind of comping people in the old world of a three-year on-prem model for five million dollars. And so we're exploring ways here at our coast where how can we do that? How can you help tie that to your customers' needs and wants?" "We've always said, right, compensation drives behavior. It does," he added.

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