To help further embed some of the ideas we are working on with our clients - in each newsletter in the run up to Christmas we will share ideas for sales meetings to help further coach and develop your go to market teams.
Use these tips in either sales meetings or ideas for the new year’s kick off sessions.
Exercise: What's the most important letter in MEDDIC?
Instructions: Ask your team, one by one, to explain which of the letters of MEDDIC are most important for:
- Pipeline Creation
- Deal Progression
- Closing Opportunities
Encourage team members to give 2-3 reasons / points to support their argument.
You can then follow up with the question Which letter do you find the toughest to qualify?
Note to manager / founder - the idea here is to allow your team members to coach themselves on how they are considering MEDDIC in their opportunities and what the areas are which need more work.
By saying their thoughts out loud, this almost self-soothing technique will trigger actions in their mind for risk mitigation.