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David Weiss: Discovery - How MEDDIC Changed his life
Make It Happen Mondays - B2B Sales Talk with John Barrows
The Importance of Need in the MedPIC Framework
MedPIC is an acronym that stands for metrics, economic buyer, decision criteria, decision process, paper process, identify pain, champions, and competition/nThe speaker believes that need is the most important factor in sales because if there is a genuine need, budget can be found/nThe speaker suggests that checking off all the boxes in MedPIC may not be necessary/nThe speaker criticizes the approach of disqualifying people based on budget, authority, need, and timeline
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