AI-powered
podcast player
Listen to all your favourite podcasts with AI-powered features
Make It Happen Mondays - B2B Sales Talk with John Barrows
David Weiss: Discovery - How MEDDIC Changed his life
Apr 3, 2023
David Weiss, busy CEO and CRO, joins John for a tactical conversation on discovery in sales. They discuss MEDDPICC, poor sales performance in a down economy, and the lack of fundamental sales knowledge. They also talk about qualification processes, the importance of the MEDDIC framework, investing in sales content, deal velocity and health, and identifying sales champions.
49:28
Episode guests
AI Summary
Highlights
AI Chapters
Episode notes
Podcast summary created with Snipd AI
Quick takeaways
- The MEDDPICC discovery process can greatly improve sales performance by identifying gaps and taking necessary actions.
- Champions play a vital role in influencing decisions and validating business cases, so it's important to continuously validate and engage with them.
Deep dives
The importance of discovery in the sales process
In this podcast episode, David Weiss discusses the significance of the discovery process in sales. He shares how he was challenged by a mentor to take his sales performance to the next level by using the discovery process called Medic. The episode highlights the importance of not losing sight of the fundamentals in sales, especially in a down economy. Weiss emphasizes the need for reps to master all aspects of the sales process, including discovery, pain-based solution demos, negotiation, and building business cases. He also emphasizes the importance of having champions who have access to power and are willing to sell for you.
Get the Snipd
podcast app
Unlock the knowledge in podcasts with the podcast player of the future.
AI-powered
Discover
highlights
Listen to the best highlights from the podcasts you love and dive into the full episode
Save any
moment
Hear something you like? Tap your headphones to save it with AI-generated key takeaways
Share
& Export
Send highlights to Twitter, WhatsApp or export them to Notion, Readwise & more
AI-powered
podcast player
Listen to all your favourite podcasts with AI-powered features
Discover
highlights
Listen to the best highlights from the podcasts you love and dive into the full episode