The CEO's Strategic Playbook to Complex Sales helps B2B companies with 100-2000 employees to create value-focused sales teams. This 130-page playbook features insights from 8 global sales legends, including John McMahon (The Qualified Sales Leader) and Brent Adamson (The Challenger Customer). It contains essential learnings for scaling revenue efficiently, mastering value-focused selling, and winning bigger deals.
1 / Build a culture of trust around a single language
It's important to create a culture where people can be honest.
They should feel empowered to share the gaps in their deals and pipelines.
High-performers want to do a good job. And if they can be honest and build a solution from everyone's wisdom, that's not just a powerful solution for them, but for the company too.
A common language, like MEDDIC, makes it easier to understand each other and pinpoint areas that need development.
2 / Not all customers are good for you
Far too many companies take every deal they get.
People must ask themselves: what does a good customer profile look like for us?
Not only in terms of what we can win but also what a good win is for us.
What will get us to profitable growth rather than just growth?
3 / Don't keep MEDDPIC a secret
You can say:
"Hey, we use this framework called MEDDIC; you might have heard of it. Well, one of the elements is, for example, the champion. I think that you are that person for us. And here's why."
It can often empower and build up your champion even more.
