Make It Happen Mondays - B2B Sales Talk with John Barrows David Weiss: Discovery - How MEDDIC Changed his life
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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.
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MEDDPICC Impact
- David Weiss was a consistent top performer at ADP, always exceeding targets.
- After a leadership change, his new manager, Gregory Donovan, introduced him to MEDDPICC, which significantly improved his performance.
Mastering Sales
- Focus on mastering all aspects of the sales process, from discovery to negotiation.
- Continuously learn and refine your skills, breaking down the sales process into smaller, manageable chunks.
Pipeline Ownership
- Take ownership of your pipeline generation, aligning with SDRs and leveraging various channels.
- If pipeline is a challenge, build authentic relationships with potential buyers on social media and establish thought leadership.