Inspiring Your Learning Journey

Welcome to the penultimate edition of the MEDDPICC Leadership Series. 

If you're short on time, here are some quick links to the content in this week's newsletter:

• Register: Webinar - MEDDPICC Leadership Series
• Read: Coaching to Economic Buyer Blog
• Download: Economic Buyer Road Test (Sales & Leader Members only)
• Download: Converting Late-Stage Pipeline Guide (Leader Members only)
  

Friday’s Webinar: Economic Buyer

New Blog: Coaching to Economic Buyer

Identifying the ultimate decision-maker isn't just about finding the person who can allocate the spend; it's about understanding the priorities that drive their investment decisions and ensuring your solution and business case align with those goals.

Our latest blog gives leaders tips on coaching their team to identify and build a relationship with the Eb to improve close rates and forecast accuracy.

Watch: How to Land a Meeting with the CEO

Hear how one saleswoman went from VITO to a lasting relationship with Angela Cretu, then CEO of Avon. Plus tips on beating the inbox noise in your CxO outreach.

Refresh: Avoid the Long Grass with the Economic Buyer

Our original Economic buyer blog sets out why finding the person who owns the pain your solution solves is the key to finding the Eb. And unless they prioritise your deal, you risk being kicked into the long grass. 

Book Recommendation:

Why wait until late in the sales cycle to meet the Eb? Use Antony Parinello’s book, Getting to VITO, to start at the top and secure sponsorship for the case for change.

inspir'em Members: Continue your Learning Journey

Sales Members: Run an Economic Buyer Road Test

Economic buyers aren't always easy to identify, but they're critical to your success. Run this road test on a live deal to ensure you've identified the right person and have a plan of action for when you meet them.

Leader Members: Converting Late-Stage Pipeline Guide

This guide addresses common challenges customers might raise in late-stage deals that should be moving toward closing but aren't. Whether it's using the Competition or a limited budget as pricing leverage, or trying to incentivise you to lower your price, we offer MEDDPICC-based solutions to get the deal moving again.

News and Events

Webinars Remaining in the MEDDPICC Leadership Series. 

• 30 October: Economic Buyer
• 13 November: Decision Process & Paper Process

MEDDPICC Sales Training in Austin, TX

American customers can now attend our mixed-group MEDDPICC training on 3 February 2027. 

These group sessions are perfect for new joiners in larger MEDDPICC organisations or for small sales teams.

During this full-day course, you'll learn alongside sales professionals from other organisations, gaining fresh perspectives, sharing challenges, and building practical skills that help you qualify opportunities more effectively, focus on the right deals, and improve win rates.

Sales Kick-Off - Training ideas from inspir'em 

In this short video, we explain the benefits of bringing an external trainer to your next Sales Kick-Off. 

This investment supports your team's success and allows leaders to be fully present, strengthening team spirit, and focusing everyone on the outcomes they want to achieve in the year ahead.

Industry Event - Elite Business Live

London, 10-11 March 2027.

Join thousands of business leaders and entrepreneurs for two days of speakers, seminars, and workshops to gain insights and connections to grow your business.