SMG | Meddic Sales - Improving Sales Performance

A key component is combining a general session with very specific break out sessions in small groups

General Session - MEDDICC Foundation - How to use MEDDICC for sellers and sales leaders
Followed by break out groups - some examples below

Sellers
- Live deal reviews with MEDDICC on sellers existing opportunities
- Champion deep dives – how to identify and develop them
- Discovery call questioning deep dive – aligning to initiatives
Sales leaders
- MEDDICC inspection deep dive
- Seller talent – how to build a MEDDICC team
Sales Operations
- Sales process stage alignment to MEDDICC – activities and gates

customize the right content for your 2021 virtual SKO.

MEDDICC Adoption Proof Point. May 7th, 2020. One day after Virtual MEDDICC training.
"Yesterday I had a call with a lead that started with “no budget, too early now, contact us next year” to “ok, let’s work together to convince my CIO that your Enterprise Architecture Solution is necessary for the company”. I pulled the lead using MEDDICC and what Steve taught us in the workshop (shout out to Steve).
Game changer sentence: but what is the cost of doing nothing?
Lead: hmmm
To do: Work together with the lead while mutually dedicating effort. We help him to illustrate the value that our solution can provide by putting together a presentation with the help of the territory manager (raise awareness, create engagement). Weekly contact with the lead for feedback and essential resources needed for the next steps.

Just wanted to share this story and how MEDDICC showed instant reflection."
Thanks,
Ben S. Manager, Sales Enablement

Learn More

MEDDICC Definition

MEDDIC (MEDDICC, MEDDPICC) is a sales methodology based on qualification for complex (enterprise level) Business to Business software sales environments. Below is the definition of the acronym. MEDDIC was created by Dick Dunkel and Jack Napoli while they were at PTC corporation in the mid 90's.

A Common Language

Who We Are

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, and Value messaging. We operationalize MEDDIC in salesforce.com with a 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.

MEET THE TEAM

Virtual Training Upgrade

We are combining our live deal review capability with some virtual interactive techniques to insure maximum engagement with sellers during our remote training sessions. Front Line sales leaders are integrated into our sessions to ensure their sellers treat the training class just like a virtual sales call with a customer. You can use our Drift conversational marketing Bot to make an appointment or contact us to schedule a call.

Ask Yourself

Why do anything?

Are you planning for your half yearly virtual event? Need a refresher or deep dive?
Sales leadership asking for a "common language" to discuss opportunities?
Need to increase your win rates, shorten sales cycles, increase forecast accuracy, get more large deals?
Need to operationalize MEDDIC in sf.com?

Why now?

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 revenueshortfalls/missed targets?
Can't scale the business globally?

Why SMG?

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.

“MEDDICC is a brilliant methodology for driving predictability through real deal insight. It is a transformational approach to sales and sales management effectiveness and we are adopting it aggressively across Proofpoint. The way in which the SalesMEDDIC team introduced it to our global salesforce at our SKO 2020 was engaging, compelling and highly instructive. The team left armed not only with the knowledge of MEDDICC but also with the motivation to put it into practice.”

Martin Mackay, SVP, EMEA, Proofpoint

"(SMG's) ability to adapt to a remote learning format while keeping your energy up and the team engaged was impressive. Our wheels are turning on ways to continue the discussion, incorporate what we learned about MEDDICC into the revised “RiskLens Selling System” and come out of the Covid fog with clarity, focus and commitment to excellence."