The Audible-Ready Sales Podcast Where People Go Wrong with MEDDICC
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Mar 5, 2024 Exploring the proper use of MEDDICC in sales, debunking misconceptions and highlighting its benefits. Emphasizing the importance of utilizing MEDDICC throughout the customer engagement process. Discussing the need for authentic integration and practical application to drive success in sales teams.
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Proven Origin Of MEDDICC
- MEDDICC drove PTC to 43 consecutive quarters of hitting number and extreme predictability.
- That historical success shows MEDDICC's power when embedded deeply in an organization.
PTC Growth Story
- John recounts PTC's rapid growth and market success driven by discipline and MEDDICC.
- He credits company alumni and disciplined selling for hundreds of billions in market value post-PTC.
Use MEDDICC As An X-Ray
- Stop using MEDDICC as a checkbox compliance exercise.
- Use it as an x-ray to reveal real gaps and increase conviction on opportunities.