How to Overcome Deal Inertia: Key Lessons for Sales Professionals

Finding Champions and Economic Buyers is an essential step in a successful deal. But what do you do if it seems like you have someone who is both?

The Med Men are back for a second season, and they’re kicking things off by examining why people sometimes mix up their Champion with the Economic Buyer. Andy and Pim unpack the different ways this can come about, and the potential implications not just on your deal, but on your future relationship with the customer.

MEDDIC best practices tie into the correct identification of Champions and Economic Buyers - it’s about asking the right questions, and regular deal reviews with your team. With these consistent habits, you embed the right mindset to speedtrack your sales cycle!

If there’s something you’d like Pim and Andy to discuss in the next episode of The MedMen Show, comment below!

The MedMen Show is a MEDDICC MEDIA production, where CEO Andy Whyte and CRO Pim Roelofsen dive into aspects of the MEDDIC framework, and look good doing it.

Until next time - cheers!