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13min chapter
When deals die
The Revenue Formula
Navigating Deal Challenges and Understanding Champions
This chapter explores the frustrations of deals falling through, often due to last-minute rejections from unseen decision-makers like CFOs. It introduces the MEDDIC framework as an analytical tool to understand why deals fail qualitatively. The discussion emphasizes the importance of identifying and working effectively with champions in a sales process, highlighting the significance of addressing their pain points to secure successful deals.
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Discover
highlights
Listen to the best highlights from the podcasts you love and dive into the full episode