We provide MEDDIC sales methodology based Workshops for qualification, sales process, value messaging and prospecting.
Our target market: The High Tech Complex B2B Enterprise Sales Environment
Do you need a common language for qualifying deals? We will teach your sellers the MEDDIC sales qualification methodology for today's enterprise sales environment. You will have a "common language" to discuss opportunities in the forecast. We focus on "how to" apply MEDDIC.
NEW PARTNERSHIP: We have formalized our partnership with Clari and recently presented at their Exceed Conference in Santa Clara. This is a very important partnership that will shape the future of B2B Enterprise level forecasting and the opportunity to close process.
New to MEDDIC? - read this acronym definition.
MEDDIC Foundation Workshop
SaaS Enterprise Sales Process Workshop
Create a sales process playbook deliverable based on a SaaS model with a stage gate sales process and the MEDDIC sales methodology
Value messaging and differentiation Workshop
We will craft value and differentiation messaging in the context of running an initial discovery call. We use whiteboarding and story telling techniques.
MEDDIC app for sf.com.
Resist the temptation to DIY ( or hack, MEDDIC in sf.com) .
This native salesforce app we co-developed with iSEEit does opportunity management with your sales stages, all the MEDDIC qualifiers embedded and gates per stage. We are authorized iSEEit partners and can provide you with pricing and packaging options. As service providers, we can bundle (think package discount) our services with the purchase of the application. The app is SF.com certified and on the APPEXCHANGE.
Compatible with Lightning or Classic versions and works on mobile.
Elite sales leader, Mark Cranney, now with Andreessen Horowitz, talks about MEDDIC qualification in the context of the sales process at the FORECAST 2016 event in the bay area. For a more in depth view on forecasting with MEDDIC, see Mark's article published here on the Andreessen Horowitz blog site.
What Our Clients Say
We trained 150 Kony sales team members at their SKO. Here is what the President had to say. "I knew MEDDIC, but I didn't know MEDDIC like these guys do. This workshop has exceeded my expectations."
- Blake Salle - President, Kony
We executed a remote delivery for the Qualtrics APAC sales team based in Sydney, Australia. Here is what they had to say 3 days after the event. "Our sellers are already speaking MEDDIC."
- Hollie King - Director of Sales Enablement, Qualtrics
We did the entire workshop remotely over 3 sessions at 1 1/2 hours each so everyone could participate and pay attention. Our sales leaders now know they can inspect opportunities using the common language of MEDDIC. Our sales reps submitted 20 new Metrics and all know the common language of MEDDIC. I am very pleased with execution and the content, especially the quality of the homework exercises. I am retaining SMG for follow on work."
- Dwight Griffith, President, TriStar
If you recall, I had a meeting with the Economic Buyer the night after our MEDDIC training.Your help was instrumental in positioning the economic impact and how our differences put us in a unique position to deliver. The call I had that evening and subsequent follow ups with the EB and between the account executive and the champion (he really was a champion because in the end, he advocated) convinced them we provided the best chance of delivering."
- Recent client quote from the CEO of a supply chain software company.
I just implemented the MEDDIC Methodology for my sales team this year and was wondering how I was going to "hack" Salesforce to track the stages, progress, and to capture all the information in a way that it could be analyzed over time. When I found iSeeIt MEDDIC app, I was relieved that I didn't have to do things the hard way and wind up with a solution that would sort of work but fall short of what I really needed. iSeeIt is purpose built for MEDDIC and keeps all of the valuable data in Salesforce where all of the other customer, forecasting, and deal tracking information already live. LINK to full review on the appexchange.
- Steve Reid
Some of our Workshop Clients
Some of the MEDDIC Salesforce.com App Clients
SMG MEDDIC client Medidata,produced record sales results in Q2, Q3, Q4 and FY 2016. We trained Medidata in Q1 of FY 2016 on MEDDIC.