scott@top1.fm<\/strong><\/p>\nTranscript<\/h3>\n
Scott Ingram: You\u2019re listening to the Daily Sales Tips podcast and I\u2019m your host, Scott Ingram. Today\u2019s tip comes from David Weiss. David is the Chief Revenue Officer of the Sales Collective and founder of DealDoc. Here he is:<\/p>\n
David Weiss: What’s up, everybody? David Weiss here. As you all know, I coach a lot of people on managing deals, and I use a really popular framework called MEDDIC to do that. And one of the biggest challenges that I see when people first start coaching to this is that they show up to a deal or they’re looking at one of their deals, and they try and figure out every single component of MEDDPICC or MEDDIC all at once. So a leader will go, All right, let’s go through the whole deal, every single letter, and let’s try and answer all of the questions on it. It’s good to have those things in the back of your mind.<\/p>\n
But what’s really important is, where are you in the deal? Why do you believe it’s stuck? What challenges are you running into? And then creating what I do is color coding around it, where I put it a definition around red, yellow, green on every single letter, M-E-D-D-P-I-C-C. Every single letter has a color code related to it. And then I look and I say, Okay, where am I in the deal? If it’s early stage, have I really identified an implicated pain down to a metric level? And have I tied that to a business case? If not, my deal is probably getting stalled, getting any degree of executive sponsorship or buy-in. If I haven’t done a good enough job understanding decision criteria and aligning that to competitive differentiation, I’m probably not going to build a champion. Because in order for someone to be a champion, they need to have seen the solution, seen competitors, and are absolutely unequivocally convinced that you are the right solution for them.<\/p>\n
So I really try and look at what are the challenges? Why is the deal stuck? Where are some of the things that I wish I had that I can’t currently get, like executive buy-in or this to be a priority or a champion inside the deal or become a vendor of choice? I start thinking, why are these things not happening? And then I go backwards and I look at the data. And I look at the data behind how you get to each of those things. And that’s where I use my color coding and say, okay, how do I now go solve that problem? Because once I solve that problem and build that stronger foundation, often the deal in sticks itself.<\/p>\n
So I don’t know how much you’re focused on that, but when you’re thinking about MEDDPICC coaching yourself to MEDDIC, being coached on it, start at where you see the challenge and work backwards into the data, and it often will reveal itself, and then that’s where you need to focus. Hope that was helpful.<\/p>\n
Scott Ingram: For links to connect with David<\/a> and learn more about him, The Sales Collective<\/a> and DealDoc<\/a>, just click over to DailySales.Tips\/1767<\/a>. Once you\u2019ve clicked over there, be sure to click back here for another great sales tip. Thanks for listening!<\/p>\n","protected":false},"excerpt":{"rendered":"“Start at where you see the challenge and work backwards into the data, and it often will reveal itself, and then that’s where you need to focus.” – David Weiss in today’s Tip 1767 What’s your thought about this? Join the conversation below and learn more about David! DealDoc App The Sales Tactician’s Playbook David…<\/p>\n","protected":false},"author":2,"featured_media":1144,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"content-type":"","_exactmetrics_skip_tracking":false,"_exactmetrics_sitenote_active":false,"_exactmetrics_sitenote_note":"","_exactmetrics_sitenote_category":0,"_genesis_hide_title":false,"_genesis_hide_breadcrumbs":false,"_genesis_hide_singular_image":false,"_genesis_hide_footer_widgets":false,"_genesis_custom_body_class":"","_genesis_custom_post_class":"","_genesis_layout":"content-sidebar","footnotes":""},"categories":[40],"tags":[],"class_list":{"0":"post-6195","1":"post","2":"type-post","3":"status-publish","4":"format-standard","5":"has-post-thumbnail","7":"category-daily-sales-tips","8":"entry"},"yoast_head":"\n
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“Start at where you see the challenge and work backwards into the data, and it often will reveal itself, and then that’s where you need to focus.” – David Weiss in today’s Tip 1767<\/p>\n