Meddicc Sales Training Sell More, Faster

What you'll learn
Sell more and close deals faster with the MEDDICC questions
Qualify the right opportunities and focus on winnable deals
Establish a scalabe framework & sales play book
Become a great sales coach
Increase your hitrate
Requirements
You are selling and managing professional sales - or are interested in understanding professional selling
You are a sales manager and wants to enchance your coaching skills
Your company runs MEDDICC and you wants to understand the method
Description
The MEDDICC sales training course will give you:- What is MEDDICC and why fast growing SaaS, like PTC, ServiceNow and others are using it to grow sales superfast- How can it help you close more deals faster by asking qualifications questions upfront - What questions to ask to the client and how to ask them, using modern neuro science questioning techniques- How you can shorten the sales cycle with finding the economic buyer already on the first sales call- How you can understand and influence decision criterias and apply competitive strategies- How you can create a GO-LIVE Plan with the client, shorten the sales cycle with uo to 50%- How you can coach other sales people to qualify winnable opportunities How you can quickly bonboard new sales people and get them up to speed on your MEDDICC play book- How you can tailor the 7 MEDDICC questions to fit your sales style (28 special questions included)- An international MEDDICC certificate after completing the quizThe course contains 16 videos, a special set of MEDDICC questions, a toolbox consiting of:- MEDDICC sales compass, for qualifying deals- MEDDICC Navigator, template for questions- MEDDICC Dealsheet, a notepad for collecting informationThe course also contains 3 practice cases, where you can apply the MEDDICC tools safely, send back to the instructor for feedback.
Overview
Section 1: Introduction
Lecture 1 Introduction to MEDDICC
Lecture 2 Overview of MEDDICC
Lecture 3 Overview of MEDDICC sales tools
Section 2: MEDDICC Key elements
Lecture 4 METRICS
Lecture 5 ECONOMIC BUYER
Lecture 6 DECISION CRITERIAS
Lecture 7 DECISION PROCESSES
Lecture 8 IDENTIFY PAIN
Lecture 9 CHAMPION
Lecture 10 COMPETITION
Section 3: APPLYING MEDDICC TO THE SALES PROCESS
Lecture 11 MEDDICC & THE SALES PROCESS
Lecture 12 MEDDICC Navigator
Lecture 13 MEDDICC SALES COMPASS
Lecture 14 MEDDICC GO-LIVE PLAN
Section 4: Practice Exercises
Lecture 15 Case study 1: FastCompany
Lecture 16 Case study: Western Hydro Electric power
Lecture 17 Case Study: European Freight Line
Lecture 18 Practical Experience, on how to use MEDDICC with Stephan Orth, CEO
Section 5: Final Test and Diploma
Section 6: Roleplays of MEDDICC
Lecture 19 Introduction of roleplay
Lecture 20 Metric roleplay and questions
Lecture 21 Economic buyer roleplay and questions
Lecture 22 Decision criterias roleplay and questions
Lecture 23 Decision process roleplay and questions
Lecture 24 Identify pain roleplay and questions
Lecture 25 Champion roleplay and questions
Lecture 26 Competition roleplay and questions
Lecture 27 Salesmanager coaching roleplay - quick coaching
Lecture 28 Salesmanager full MEDDICC Coaching on a sales case
Sellers that wants to Learn MEDDICC to sell more, faster through qualifying and winning b2b deals,Managers that wants Learn MEDDICC to coach sales people to sell more, faster through qualifying and winning b2b deals,Sales support & marketing: MEDDICC for creating high quality SQL & leads
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