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MEDDICC Advanced competitive sales strategies to win
Introduction
Course Overview (1:58)
Winning in competition (1:58)
Winning the deal if you are supplier A
Winning the deal if you are supplier B
Qualifying a Deal
Understanding MEDDICC (5:07)
How to respond to RFP´s (7:23)
Competitive Situations (6:54)
Competitive Analysis
Competitve analysis (6:21)
Selecting the Best Competitive Strategy
Competitive strategies (2:24)
Head to head competitive strategy (2:59)
Deal reshaping (9:35)
Deal re-positioning (5:40)
Divide and conquer strategy (5:45)
Executing to Win
Selling to the top management (1:46)
Building a Compelling Executive Summary (6:01)
Deal re-shaping questions (4:34)
Out of the box strategies
Getting to the negotiation table!
Example of a Dealreshaping executive summary (3:44)
Knowledge test by examples
How would you act? Grishham Industries (0:49)
How would you act? SigmaExell Plc (0:50)
How would you act? ElectriCo (1:07)
MEDDICC Salescompass
MEDDICC salescompass
Quiz
Quiz!
Tools
MEDDICC Salescompass
GO-LIVE PLAN
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MEDDICC Salescompass
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