A bit about MEDDICC and our approach...
MEDDICC (or MEDDPICC) was originally developed by Dick Dunkel at Parametric Technology Corp (PTC) in the 1990s. With sales training from Jack Napoli and leadership from John McMahon using MEDDICC with great discipline, PTC grew from $0 to $1b in less than 8 years - an astonishing feat at the time. Our founder was there as well, and learned from the best 1st generation practitioners of the art backing his own 25 years of application.
Today it's been employed at nearly every B2B software unicorn and successful exit. It's the most important skill set your sales and customer success teams can master. The results?
Proven to provide better forecasting accuracy, sales cycle acceleration, higher ASPs and consistent execution across your business - even minimization of churn.
It's the foundation for "triangle" of NRR 130%+, GRR 95%+ and extended 2x YoY ARR growth.
Most companies make their buying decision based on your product. With MEDDICC you tilt the decision in your favor by reshaping how the customer both evaluates and makes their decision, adding a business value proposition and highlighting you as the best partner. Shift the playing field and you'll win far more than you lose.
We provide live, curated teaching giving your teams the ability to ask questions, challenge assumptions, and apply what they are learning to deals in real time, while they learn. We also offer live MasterClass coaching for sales leadership and your top sellers. As with most training, "doing" is as much or more important to make sure the learnings "stick". Sales leadership has to buy in, and become experts, early. We can stay engaged over time helping with periodic deal assessments, forecast reviews and constructive feedback to make sure your people internalize MEDDICC. Of course, we record the trainings for your future use in onboarding as you grow.
When choosing a teacher for your team, ask if they can trace their knowledge and practice back to the "source". We can, leveraging more than a century of collective teaching and 40 years of personal application and coaching hundreds of sales people.
Why settle for anything less than the best?
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