Thoughts on MEDDIC and Sales Training from Discovery through Negotiation
09/04/20 • 40 min
Meghann Misiak, Associate Director of Go-To-Market Training at Moveable Ink, stops in to chat with The Collaborator about enablement's role in and around the discovery process.
Lots of insights from Meghann, including:
1️⃣The power of the MEDDIC sales checklist to help uncover the key pieces of information required to win deals.
2️⃣An approach she used when interviewing for the role at Moveable Ink (and it's one you should use if you are looking for a sales trainer job).
3️⃣The importance of building multiple champions in deals and how to approach it.
4️⃣Tips on helping your buyers better their own corporate goals so as to allow you to reach higher into the organization.
5️⃣A 4P Discovery Framework...
✅ Pain
✅ Personas
✅ Plan
✅ Process
Meghann Misiak, Associate Director of Go-To-Market Training at Moveable Ink, stops in to chat with The Collaborator about enablement's role in and around the discovery process.
Lots of insights from Meghann, including:
1️⃣The power of the MEDDIC sales checklist to help uncover the key pieces of information required to win deals.
2️⃣An approach she used when interviewing for the role at Moveable Ink (and it's one you should use if you are looking for a sales trainer job).
3️⃣The importance of building multiple champions in deals and how to approach it.
4️⃣Tips on helping your buyers better their own corporate goals so as to allow you to reach higher into the organization.
5️⃣A 4P Discovery Framework...
✅ Pain
✅ Personas
✅ Plan
✅ Process
Previous Episode
Christina Brady stops by to chat about the future of sales
Christina Brady, President at Sales Assembly and Co Managing Director of VentureSCALE, will stop by to chat with The Collaborator about these ventures, the future state of sales, how enablement teams can better support and collaborate with sales, and so on.
A few takeaways:
1️⃣ Enablement should partner with ops to identify trends and areas of opportunity.
2️⃣ Customer-facing teams need to work on non-verbal skills
Next Episode
How LatelyAI is reducing churn to sub 1% while crushing their sales numbers
Lauren Turow, Head of Growth at LatelyAI, joined The Collaborator again to provide updates on life inside of a fast growing startup. In this session, Lauren shares:
1️⃣ How LatelyAI has taken their churn rate from 3% to below 1% over the course of the last 3 months by focusing less on process optimization and more on the success of their customers.
2️⃣ That they are now crushing their sales numbers by getting smarter where they invest their sales cycles. A startup is often focused on winning everyone possible sales, even the wrong ones. Sellers generally do not have enough time to sell, most only have about 37% of their working hours to focus on selling activities. They need to focus on the right deals.
Trust Enablement's Podcast - Coffee, Collaboration, and Enablement - Thoughts on MEDDIC and Sales Training from Discovery through Negotiation
Transcript
0:00:00.160,0:00:03.679
john moore the collaborator here today i
0:00:02.560,0:00:07.040
am with
0:00:03.679,0:00:09.599
megan is it miss yak it's mishak
0:00:07.040,0:00:10.400
meshach it's foolish i get it all the
0:00:09.599,0:00:13.759
time don't worry
0:00:10.400,0:00:16.000
what's the right answer uh it's mishak
0:00:13.759,0:00:18.640
mishap okay you need to say the right
0:00:16.000,0:00:20.480
answer is miss shack so i love that
0:00:18.
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