Let's talk basics
MEDDICC, SPIN and PowerBase are the fundamental sales frameworks that form the basis for understanding customer needs, navigating decision-making processes, and building influential relationships. These foundational methodologies streamline and elevate the sales process, ensuring a robust foundation for lasting success.
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Chapter 1 - MEDDICC
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Intro
Welcome to the MEDDICC course!
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Lesson 1: C - Competition
Understanding the competitive landscape is vital. This includes knowing who the competitors are, their strengths and weaknesses, and how your offering compares.
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Lesson 2: I - Identification of Pain
Learn ways to identify and develop pain your prospect needs to solve. Understand the implications and consequences to better tailor your solution.
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Lesson 3: M - Metrics
This lesson will show you how to identify and use quantifiable results to supercharge your sales approach in a practical and straightforward manner.
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Lesson 4: C - Champion
Discover the vital role of internal advocates and learn how to cultivate champions who propel your sales success with influence and enthusiasm.
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Lesson 5: Dc - Decision Criteria
Learn how to influence and negotiate decision criteria
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Lesson 6: E - Economic Buyer
Gain actionable insights on identifying and engaging the decision-makers who drive purchasing power.
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Lesson 7: DP - Decision Process
Learn actionable techniques to navigate and influence your prospect's decision-making journey
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Chapter Wrap-up
Chapter wrap-up
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Chapter 2 - SPIN
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Chapter 3 - PowerBase
What you’ll learn
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MEDDICC is an acronym that represents a framework for managing complex sales opportunities. Each letter in MEDDICC stands for a key element of the framework.
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SPIN Selling is a sales methodology. The term "SPIN" stands for Situation, Problem, Implication, and Need-payoff, which represent the four types of questions that sales professionals should ask during the sales process.
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PowerBase Selling is a sales methodology based on Jim Holden’s book that focuses on leveraging and understanding the power dynamics within a customer organization to enhance the sales process.