Decision criterias | MEDDICC salestraining

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MEDDICC qualify like a pro

Introduction

Welcome to MEDDICC salestraining by Jens Edgren (2:42)
Overview of MEDDIC Sales Qualification Method (12:03)
Overview of Tools and Templates

MEDDICC Key Elements

Metrics (2:54)
Economic buyer (3:02)
Decision criterias (4:44)
Decision process (6:02)
Identify pain (7:01)
Champion (3:44)
Competition (4:40)
Applying MEDDICC to Sales Process

Tools

MEDDICC Navigator
MEDDICC Salescompass
MEDDICC GO-LIVE PLAN

Practice Exercises

MEDDICC Exercise #1
MEDDICC Exercise #2
MEDDICC Exercise #3
Practical experience - Interview with Stephan Orth - MEDDICC practitioner (10:51)

Final Test and Diploma

Quiz
Completion and Certification (1:07)

Bonus materials - Roleplay and demonstration

Introduction of roleplay (0:59)
Metric roleplay and questions (9:10)
Economic buyer roleplay and questions (5:55)
Decision criterias roleplay and questions (9:45)
Decision process roleplay and questions (10:02)
Identify pain roleplay and questions (9:22)
Champion roleplay and questions (5:51)
Competition roleplay and questions (9:39)
Salesmanager coaching roleplay (24:24)

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Decision criterias

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