At the Sales Meddic Group, we are always on the lookout for fresh ideas about the B2B complex sales process including thoughtful insights, process clarifications or just an intelligent simplification on the art of selling to large companies in complex (multiple-buyer) sales environments.
According to Neil Rackham, 87% of sales training content is lost after 30 days. How can you stop this loss of investment? Are there better ways to improve sales performance and knowledge? Article originally posted by iSEEit.
I’m sure you’ve experienced this before: your employer spends hundreds of thousand of dollars to get all customer-facing sales reps together and ‘brainwash’ you on the latest product updates, sales techniques and SOX-compliance rules.
When all the hand waving and hollering is over during a robust forecast review the reality is pretty simple if you have the courage to face the truth:
As a MEDDIC sales training/coaching company, we were looking for a native mobile CRM that we could configure for clients with our MEDDIC qualification process. We had adopted the salesforce1 platform as a starting point and that worked, but there was more we wanted to be able to do without additional custom programming for our MEDDIC Meter app.
Perhaps a bigger issue was that we wanted to allow our clients the capability to configure their sales process to the prospects buying process and still apply our MEDDIC qualification methodology. Since 40-50% of the buying process is complete before prospects contact a sales person, we thought the CRM tool should not only take that into account but be able to adapt to the prospects buying process during the entire sales cycle without back end configuration and programming.
A colleague of ours suggested we check out iSEEit as they were posting some interesting and well written blogs on MEDDIC. Rizan Flenner, co-founder and CEO, showed us a demo and my first impression after the demo and running the trial software is – This is the kind of technology we were looking for- native mobile CRM is a game changer.
The things we like most:
· A Simple, lightweight and Mobile design theme
· Designed by sales people, for sales people
· A perfect fit for the High Tech B2B Complex sale – this is the world of MEDDIC
· The capability to define and map milestones specific to the opportunity in the tool at the right sales stage by the sales rep.
Those milestones can be defined by/with the prospect to reflect their buying process and customer verifiable outcomes
· A strong capability to connect all the information about a contact – social Media, etc
· A strong capability to create tasks and manage tasks and connect tasks to other sales team members
· I was inputting contacts, creating milestones, tasks, and forecasts all without any formal training – very intuitive
I strongly recommend taking a look at the iSEEit web page and getting a demo. If you know MEDDIC, you will see what I saw. If you or your sales force does not know MEDDIC, but want to learn it, check out our contact us page on salesmeddic.com.
While Scuba diving on the Honduras Island of Roatan, I was reminded once more of the power of a common language while doing very important things that in this case, can mean the difference between a great time or a life threatening situation.
B2B sales qualification and the squishy part of the buying cycle
I recently read a blog post on linked in shared by David Brock from Partners in Excellence. The post was titled the squishy buying cycle and did a good job of adding more understanding to the complex B2B buying cycle.
In the complex B2B sale – Top technical resources are the golden goose, but which opportunities do you take the goose too?
The top technical resources in your organization are highly sought after by your sales team. All too often, a top producer's revenue is the result of a technical resource’s skills, both technically and in communicating confidence to the prospect. Combine superior sales talent with this “Golden Goose” and that team's positive business outcomes tend to dwarf the rest of your sales forces efforts.
The MEDDIC acronym was developed at Parametric Technology Corporation (PTC) by the sales development team of Richard Dunkel and Jack Napoli. PTC had the reputation for one of the most successful sales organizations in the high Tech Industry. A true world class sales organization for the B2B complex sale.The M in MEDDIC stands for Metrics - so here is one: After the sales teams adopted the MEDDIC qualification process, sales grew from $300 million to $1 Billion and PTC met or exceeded every quarters revenue targets for 20 quarters in a row.
SMG | MEDDIC Sales