Utilizing MEDDICC for Qualification Throughout the Customer Engagement Process

In this podcast, we take a lot of the chatter we’ve heard about MEDDICC and break down our point-of-view about the methodology. John Kaplan sets straight some misconceptions and misapplications about the popular qualification framework. He discusses:

• MEDDICC’s common misuse as a compliance tool.
• How to properly incorporate MEDDICC as a manager.
• Using MEDDICC throughout the entire customer engagement process.

Here are some additional resources:

• Get MEDDICC Certified on Ascender!
• Avoiding MEDDICC Traps | Ascender Live
• Key Things to Remember About MEDDICC | Ascender Article
• Maximizing MEDDICC Results | Force Management eBook

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