A solid qualification methodology is a cornerstone of your efforts. 0:00
- Why a solid qualification methodology is a cornerstone of efforts to coach and develop talent, and how it creates a peer coaching environment

Have you ever heard of MEDDPICC before? 5:46
- He was referred to Medallia by someone who worked out already and was asked if he had ever used medic before.
- A month into the role, he was able to figure out why he had lost every single deal over the last five or six years in his career.
- Mark shares why he thinks MEDDPICC is the best sales methodology, and why it is the cornerstone of talent development in sales.
- Mark shares what it was like before and after bringing MEDDPICC into his organization, and what it has been like since then.
Dysfunctions of a team. 10:01
- Five dysfunctions of a team, peak performance as a team when everyone on the team is holding each other accountable vs leadership holding the team accountable.
- The definition of a champion.
- Champion is a hard behavioral shift for people to go from referring to someone as a champion to realizing that they are a coach.
- MEDDPIC has a bad rap in certain instances but is customer-centric and beneficial for customers for three reasons.
What elite sales looks like in action. 14:18
- If the answer is no, they will just qualify out and they won't waste the customer's time. The second conversation will be rooted in discovery.
- The three steps to creating value.
- Focus on metrics and pain first, then focus on decision criteria, and then champion enablement and build them up to help you.
- Elite reps control the sales process from the very start.
How do elite sellers differentiate themselves from other sellers? 17:50
- How elite sellers are quick to identify and not wasting cycles, and how it takes time and experience to get that consistent, consistent and quick process done.
- How LinkedIn's enterprise sales are changing.
- The tweak is that certain parts of the framework become more important when there is an established relationship in place.
- Identifying pain points and delivery of business impact is critical.
Decision criteria and decision process. 21:27
- Decision criteria and decision process are two separate things, but it is more important than ever to drive urgency around priorities.
- The decision making process has probably changed in the current situation, and salespeople need to be deliberate about their discovery.
- How often reps and leaders need to go in and rework their sales skills and make it part of their daily practice and how they think about it.
- Training and enablement every day.
How to embed med pick into the operating rhythm of the organization? 25:35
- How to embed MEDDPICC in the operating rhythm of the organization, and why the first line of managers need to know it well enough to be able to teach it and get buy-in across the organization.
- How to tweak the hiring profile if you decide to implement medic.
- In organizations or individual sellers, the two pieces reps most often fall short of are the implicate the pain and the champion.
- To be successful, sales reps need to have strong commercial acumen, curiosity and emotional intelligence to understand power and influence in an organization.
Resources for reps. 30:10
- Two resources mark would recommend to reps and sales leaders to check out, medic, and a new book called champion sell.
- Mark defines an elite seller as one who has commercial acumen, grit, resilience, growth, mindset, and coachability.
- Lead sellers have the ability to get customers excited about the future state of their solution and transmit that confidence and vision to the customer.
- Two key takeaways from today's episode, grab a buddy that you work with and figure out how to qualify your deals.

Ep. 670 - Pretty Soon We'll All Be Canceled