Welcome to the inspir’em newsletter

In this newsletter we share insights, ideas and resources to help you and your business grow; be that personal development, building the right team for your needs or putting the structures in place to grow and maximise your revenue.

This series focuses on building - whether that’s creating building blocks for success from founder led sales or rebuilding in a more established business. 

As this is the qualification edition, we have written a blog - What is MEDDIC/MEDDPICC? - for those who don't know (hint: it's a qualification technique).

We have also included our blog on why sharing Metrics - the M in MEDDIC - across your sales organisation will accelerate your growth. 

⚡NEW BLOG

What is MEDDIC / MEDDPICC

MEDDIC / MEDDPICC is a sales qualification technique. 

If a sales process is what you do. MEDDIC, or a qualification technique, is how you do it.

This blog sets out what MEDDIC / MEDDPICC stands for, the benefits of using it and who it is for in your sales organisation. 

⚡inspir'em Tips for Managers

Sales Meeting Guide:

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.

 ⚡Gong

30 Top-Performing Discovery Questions for Sales

The team at Gong have gone to the lab and scrutinized the data to bring you 30 unstoppable sales discovery questions, all broken down by the prospect’s stage in the buyer journey.

 ⚡Hubspot

21 Sales Qualifying Questions to Identify Prospects Worth Pursuing

Hubspot have provided you with some solid conversation starters to help you realise who is a successful customer in the making, and who is best suited to another solution.

 ⚡Mahan Khalsa & Randy Illig

Let's Get Real or Let's Not Play: Transforming the Buyer/Seller Relationship

The authors of this book argue that salespeople do best when they focus 100 percent on helping clients succeed. When customers are successful, both buyer and seller win. This book offers a new way to transform a sales culture with clarity, authenticity and emotional intelligence.

⚡inspir'em guide

MEDDIC Deal Sheet

A MEDDIC Deal Sheet to centrally capture deal information.  

Plus, questions to ask your customer, yourself or your team to ensure a quick close.

Download your copy HERE.

Free to inspir'em product subscribers - email [email protected] to get your copies.

⚡MEDDIC Blog

M Is for Metrics: Sharing Metrics Will Accelerate Growth

Metrics. The numbers that govern your deal from start to end.

Whether they are the metrics helping you to decide which customers to target or numbers helping the customer see the value of your solution to their business, they should all be logged for repeated, future use.

BUT Metrics don't live in a bubble. They are not just for your sales team. The biggest benefit for your go-to-market organisation comes from sharing Metrics across teams.

Another huge benefit of collecting metrics in a central document is the onboarding of new team members. Having all of the metrics to hand will help them get up to quota much quicker than without.

⚡inspir'em MEDDIC Sales Training

MEDDIC LIVE London, November 21st.

Join us on our final MEDDIC Live Sales Training Course of 2023. 

These one-day courses are a great way to learn the basics of MEDDIC. 

During the day you will learn:

• What MEDDIC is & how it benefits you and your organisation.
• How to start using MEDDIC in your day-to-day role from day one. 

This course is a fun and interactive place to learn MEDDIC, whilst meeting fellow sales professionals and making new connections that could help shape your future career. 

Note: our prices are increasing in 2024. Grab a final place at 2023 prices today!