It's time for FY 2020 SKO planning... Need a common language?
We can also help design your SKO as we attend a lot of these and have some best practice recommendations.
SALES MEDDIC GROUP - The official site of the MEDDIC (or it's derivatives; MEDDICC and MEDDPICC) sales methodology.
We provide MEDDIC sales methodology based workshops: Foundation, Sales Manager inspection, Sales process, Value messaging and Prospecting. We operationalize MEDDIC in salesforce.com with a MEDDIC app.
Splunk was using different variations of MEDDPICC in pockets across the globe. SMG was brought in
to consolidate the methodology into one common language and train the world wide sales teams as well as a performing a train the trainer with sales enablement so they could on-board new sellers with SMG's latest training material. Take a look below at the latest quarterly sales results published August 22nd - MEDDPICC and SMG - increasing sales performance.
- Software revenues were $350 million, up 46% year-over-year.
- Total revenues were $517 million, up 33% year-over-year.
- Signed almost 500 new enterprise customers
to consolidate the methodology into one common language and train the world wide sales teams as well as a performing a train the trainer with sales enablement so they could on-board new sellers with SMG's latest training material. Take a look below at the latest quarterly sales results published August 22nd - MEDDPICC and SMG - increasing sales performance.
- Software revenues were $350 million, up 46% year-over-year.
- Total revenues were $517 million, up 33% year-over-year.
- Signed almost 500 new enterprise customers
Why do anything?
Are you planning for your SKO? Need a refresher or a deep dive?
Are you planning for your SKO? Need a refresher or a deep dive?
- Sales leadership asking for a "common language" to discuss opportunities?
- Need to increase your win rates,large deal frequency, and deal size?
- Need to operationalize MEDDIC in sf.com?
- No common language leading to forecast inaccuracy, slipped deals?
- Expensive Technical resources applied to opportunities that are not ready to purchase?
- Win rates are below expectations leading to revenue shortfalls/missed targets?
- Can't scale the business globally?
- We have trained more sellers successfully in the MEDDIC methodology
- We have the most metric proof points from existing customers and excellent references from sales leaders.
- We have the best training material in the market
- We have a reasonable price point
- We are easy to do business with
- We operationalize MEDDIC or any derivative in sf.com with our MEDDIC app.
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.
Some of our latest clients include:
Some of our latest clients include:
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Quote from New Relic sales leader after MEDDIC foundation training:
" My team was the #1 sales team world wide in our Q3, ending 12/31/2017. We can attribute 100% of our deal execution success to
following MEDDIC on all our opportunities"
Quote from Hazelcast seller after MEDDIC foundation training:
"Jack and Steve took the subject of account-based, top-down, solution-selling and made it all more practical, more interesting and more targeted than any other approach I've ever been exposed to or worked within over the last 20+ years..."
Quote from ScienceLogic seller after MEDDIC foundation training:
"The interactive round table exercises within our team were very helpful to see how others approach MEDDIC and discuss how we could leverage the methodology within existing and previous opportunities"
" My team was the #1 sales team world wide in our Q3, ending 12/31/2017. We can attribute 100% of our deal execution success to
following MEDDIC on all our opportunities"
Quote from Hazelcast seller after MEDDIC foundation training:
"Jack and Steve took the subject of account-based, top-down, solution-selling and made it all more practical, more interesting and more targeted than any other approach I've ever been exposed to or worked within over the last 20+ years..."
Quote from ScienceLogic seller after MEDDIC foundation training:
"The interactive round table exercises within our team were very helpful to see how others approach MEDDIC and discuss how we could leverage the methodology within existing and previous opportunities"
WORKSHOPS
New to MEDDIC? - read this acronym definition.
MEDDIC Foundation Workshop
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SaaS Enterprise Sales Process WorkshopCreate 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 WorkshopWe will craft value and differentiation messaging in the context of running an initial discovery call. |
Operationalizing MEDDIC in Salesforce.com
The MEDDIC app for sf.com. Endorsed by MEDDIC co-creator, J. Napoli.
Listen to VP of Global Sales for WhiteHat Security, David Gerry, discuss how MEDDIC and the app drove down sales cycle time by 40%.
Another APP TESTIMONIAL: Necessary for true scale and adoption of MEDDIC
As a sales leader with years of experience with MEDDIC it has always been a struggle to embed it into the day to day to ensure scale and adoption. We are very sophisticated users of meddic and I was not sure if iSeeIt could help as we had a custom scoring method along with an advanced view of MEDDIC in our particular 6 stage sales process.
I was very pleased that iSeeIt brought these things out of spreadsheets and offline docs and into the heart of the opportunity review activity. It is now part of the day to day rhythm of our sales organization and is making an impact on forecast accuracy and deal acceleration.
It's not a perfect solution (yet) but it is a far better solution than manual alternatives and the iSeeIt team is very responsive and proactive in advancing the software. HIGHLY recommended.
As a sales leader with years of experience with MEDDIC it has always been a struggle to embed it into the day to day to ensure scale and adoption. We are very sophisticated users of meddic and I was not sure if iSeeIt could help as we had a custom scoring method along with an advanced view of MEDDIC in our particular 6 stage sales process.
I was very pleased that iSeeIt brought these things out of spreadsheets and offline docs and into the heart of the opportunity review activity. It is now part of the day to day rhythm of our sales organization and is making an impact on forecast accuracy and deal acceleration.
It's not a perfect solution (yet) but it is a far better solution than manual alternatives and the iSeeIt team is very responsive and proactive in advancing the software. HIGHLY recommended.
This native salesforce app we co-developed with iSEEit operationalizes MEDDIC in the context of your sales stages. 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.
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
