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The Revenue Formula
When deals die
Apr 30, 2024
The podcast discusses why deals are harder to close today, introduces the MEDDICC framework to diagnose performance, emphasizes the importance of identifying and working with champions, explores the journey from pain to metric, analyzes who signs the deal and how decisions are made, and highlights the qualitative insights in sales operations and revenue generation.
31:06
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Quick takeaways
- Understanding the economic buyer's perspective can help sales reps bypass CFO intervention and budget constraints in deal closures.
- Engaging champions within organizations and testing their access to decision-makers can increase the likelihood of deal success.
Deep dives
Analyzing Failed Deals
The episode discusses dealing with failed deals and the importance of rerunning analyses to understand and rectify the issues. It highlights the common occurrence of deals falling through, often due to CFO intervention and budget constraints. This challenges sales reps to bypass these hurdles by engaging directly with decision-makers and understanding the economic buyer's perspective. By delving into the reasons for deal failure and refining approaches using frameworks like MEDDIC, teams can improve deal outcomes.
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Discover
highlights
Listen to the best highlights from the podcasts you love and dive into the full episode