{"product_id":"meddicc-the-ultimate-guide-to-staying-one-step-ahead-in-the-complex-sale-paperback","title":"Meddicc: The ultimate guide to staying one step ahead in the complex sale - Paperback","description":"\u003cdiv\u003e\u003cp style=\"text-align: right;\"\u003e\u003ca href=\"https:\/\/reportcopyrightinfringement.com\/\" target=\"_blank\" rel=\"nofollow\"\u003e\u003cb\u003eReport copyright infringement\u003c\/b\u003e\u003c\/a\u003e\u003c\/p\u003e\u003c\/div\u003e\u003cp\u003eby \u003cb\u003eAndy Whyte\u003c\/b\u003e (Author), \u003cb\u003eDick Dunkel\u003c\/b\u003e (Foreword by), \u003cb\u003eJack Napoli\u003c\/b\u003e (Foreword by)\u003c\/p\u003e\u003cp\u003e\u003c\/p\u003e\u003cp\u003e\u003cstrong\u003eWhat do the world's most successful enterprise sales teams have in common? They rely on MEDDICC to make their sales process predictable and efficient.\u003c\/strong\u003e\u003c\/p\u003e\u003cp\u003e\u003cbr\u003e\u003c\/p\u003e\u003cp\u003eMEDDIC with one C was initially created by Dick Dunkel in 1996 when he was at PTC. Since then MEDDIC has evolved to be better known as MEDDICC or MEDDPICC and has proliferated across the world being the go-to choice for elite enterprise sales organizations. \u003c\/p\u003e\u003cp\u003e\u003cbr\u003e\u003c\/p\u003e\u003cp\u003e\u003cstrong\u003eIf you ever find yourself feeling any of the following symptoms with your deal, you could benefit from MEDDICC: \u003c\/strong\u003e\u003c\/p\u003e\u003cul\u003e\n\u003cli\u003eYour buyer doesn't see the value of your solution? (aka they think you are expensive)\u003c\/li\u003e\n\u003cli\u003eYou are unable to find, articulate and quantify Pain\u003c\/li\u003e\n\u003cli\u003eYou don't have a Champion or at the very least a Coach helping you navigate and sell\u003c\/li\u003e\n\u003cli\u003eYou find yourself unable to gain access to people with power and influence\u003c\/li\u003e\n\u003cli\u003eYou don't know how the customer makes decisions\u003c\/li\u003e\n\u003cli\u003eYou don't know who is involved in the decision-making process\u003c\/li\u003e\n\u003cli\u003eYou find yourself surprised by things that come up in the sales process\u003c\/li\u003e\n\u003cli\u003eThe decision criteria seem to move throughout the process, and you're constantly playing catch up\u003c\/li\u003e\n\u003cli\u003eYour Competition is landing strikes against you that you neither see coming nor are able to defend\u003c\/li\u003e\n\u003cli\u003eYou lose track of where you stand in your deals\u003c\/li\u003e\n\u003c\/ul\u003e\u003cp\u003e\u003cbr\u003e\u003c\/p\u003e\u003cp\u003eWhether you are an individual contributor or a sales leader embracing MEDDICC will help you to beat those symptoms and take back control of your deal.\u003c\/p\u003e\u003cp\u003e\u003cbr\u003e\u003c\/p\u003e\u003cp\u003eHistorically, learning MEDDICC has relied upon hands-on training, but now you can learn MEDDICC from an expert who uses it every day.\u003c\/p\u003e\u003cp\u003e\u003cbr\u003e\u003c\/p\u003e\u003cp\u003eThe Book deconstructs MEDDICC into easy to understand and implement steps. Breaking down every letter of the acronym into actionable insights complemented by commentary on how MEDDICC can help sales organizations to revolutionize their sales execution and efficiency.\u003c\/p\u003e\u003cp\u003e\u003cbr\u003e\u003c\/p\u003e\u003cp\u003eIn the words of the original creator of MEDDIC, Dick Dunkel: \u003c\/p\u003e\u003cp\u003e\u003cem\u003eWhether you are an individual contributor or sales leader, my advice is that you should start to implement MEDDICCinto what you do straight away. Embrace MEDDICC, and you and your team will more clearly understand the WHY to yourprocess, and you'll begin to execute your customer interactions with more purpose and achieve better results.And like so many others before, you will begin to reap the rewards of having a well-qualified pipeline of opportunitieswith clearer paths to success.\u003c\/em\u003e - \u003cstrong\u003eDick Dunkel, MEDDIC Creator.\u003c\/strong\u003e\u003c\/p\u003e\n            \u003cdiv\u003e\n\u003cstrong\u003eNumber of Pages:\u003c\/strong\u003e 266\u003c\/div\u003e\n            \u003cdiv\u003e\n\u003cstrong\u003eDimensions:\u003c\/strong\u003e 0.6 x 9 x 6 IN\u003c\/div\u003e\n            \u003cdiv\u003e\n\u003cstrong\u003ePublication Date:\u003c\/strong\u003e December 02, 2020\u003c\/div\u003e\n            ","brand":"BooksCloud","offers":[{"title":"Default Title","offer_id":51964672278829,"sku":"9781838239701","price":21.84,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0938\/3185\/6429\/files\/meddicc-the-ultimate-guide-to-staying-one-step-ahead-in-the-complex-sale-paperback-4506565.webp?v=1775477286","url":"https:\/\/ishookbooks.com\/products\/meddicc-the-ultimate-guide-to-staying-one-step-ahead-in-the-complex-sale-paperback","provider":"iShook Books","version":"1.0","type":"link"}