Soumettre la recherche
Mettre en ligne
Meddic Sales by MEDDIC Academy - 2018
•
6 j'aime
•
2,428 vues
Darius Lahoutifard
Suivre
MEDDIC is a sales methodology focused on qualification in Enterprise Sales.
Lire moins
Lire la suite
Ventes
Signaler
Partager
Signaler
Partager
1 sur 16
Recommandé
Champion building
Champion building
Darius Lahoutifard
2024 State of Marketing Report – by Hubspot
2024 State of Marketing Report – by Hubspot
Marius Sescu
Everything You Need To Know About ChatGPT
Everything You Need To Know About ChatGPT
Expeed Software
Product Design Trends in 2024 | Teenage Engineerings
Product Design Trends in 2024 | Teenage Engineerings
Pixeldarts
How Race, Age and Gender Shape Attitudes Towards Mental Health
How Race, Age and Gender Shape Attitudes Towards Mental Health
ThinkNow
AI Trends in Creative Operations 2024 by Artwork Flow.pdf
AI Trends in Creative Operations 2024 by Artwork Flow.pdf
marketingartwork
Skeleton Culture Code
Skeleton Culture Code
Skeleton Technologies
PEPSICO Presentation to CAGNY Conference Feb 2024
PEPSICO Presentation to CAGNY Conference Feb 2024
Neil Kimberley
Recommandé
Champion building
Champion building
Darius Lahoutifard
2024 State of Marketing Report – by Hubspot
2024 State of Marketing Report – by Hubspot
Marius Sescu
Everything You Need To Know About ChatGPT
Everything You Need To Know About ChatGPT
Expeed Software
Product Design Trends in 2024 | Teenage Engineerings
Product Design Trends in 2024 | Teenage Engineerings
Pixeldarts
How Race, Age and Gender Shape Attitudes Towards Mental Health
How Race, Age and Gender Shape Attitudes Towards Mental Health
ThinkNow
AI Trends in Creative Operations 2024 by Artwork Flow.pdf
AI Trends in Creative Operations 2024 by Artwork Flow.pdf
marketingartwork
Skeleton Culture Code
Skeleton Culture Code
Skeleton Technologies
PEPSICO Presentation to CAGNY Conference Feb 2024
PEPSICO Presentation to CAGNY Conference Feb 2024
Neil Kimberley
办理学位证(USC文凭证书)南加州大学毕业证成绩单原版一模一样
办理学位证(USC文凭证书)南加州大学毕业证成绩单原版一模一样
7pn7zv3i
NIGHT DREAN Genuine Call girls in Vasant Vihar Delhi | 83778 77756
NIGHT DREAN Genuine Call girls in Vasant Vihar Delhi | 83778 77756
dollysharma2066
办理昆特兰理工大学毕业证成绩单|购买加拿大KPU文凭证书
办理昆特兰理工大学毕业证成绩单|购买加拿大KPU文凭证书
zdzoqco
9953056974 Low Rate Call Girls In Ashok Nagar Delhi NCR
9953056974 Low Rate Call Girls In Ashok Nagar Delhi NCR
9953056974 Low Rate Call Girls In Saket, Delhi NCR
原版1:1复刻明尼苏达大学毕业证UMN毕业证留信学历认证
原版1:1复刻明尼苏达大学毕业证UMN毕业证留信学历认证
jdkhjh
HI-Profiles Call girls in Hyatt Residency Delhi | 8377087607
HI-Profiles Call girls in Hyatt Residency Delhi | 8377087607
dollysharma2066
Content Methodology: A Best Practices Report (Webinar)
Content Methodology: A Best Practices Report (Webinar)
contently
How to Prepare For a Successful Job Search for 2024
How to Prepare For a Successful Job Search for 2024
Albert Qian
Social Media Marketing Trends 2024 // The Global Indie Insights
Social Media Marketing Trends 2024 // The Global Indie Insights
Kurio // The Social Media Age(ncy)
Trends In Paid Search: Navigating The Digital Landscape In 2024
Trends In Paid Search: Navigating The Digital Landscape In 2024
Search Engine Journal
5 Public speaking tips from TED - Visualized summary
5 Public speaking tips from TED - Visualized summary
SpeakerHub
ChatGPT and the Future of Work - Clark Boyd
ChatGPT and the Future of Work - Clark Boyd
Clark Boyd
Getting into the tech field. what next
Getting into the tech field. what next
Tessa Mero
Google's Just Not That Into You: Understanding Core Updates & Search Intent
Google's Just Not That Into You: Understanding Core Updates & Search Intent
Lily Ray
How to have difficult conversations
How to have difficult conversations
Rajiv Jayarajah, MAppComm, ACC
Introduction to Data Science
Introduction to Data Science
Christy Abraham Joy
Time Management & Productivity - Best Practices
Time Management & Productivity - Best Practices
Vit Horky
The six step guide to practical project management
The six step guide to practical project management
MindGenius
Beginners Guide to TikTok for Search - Rachel Pearson - We are Tilt __ Bright...
Beginners Guide to TikTok for Search - Rachel Pearson - We are Tilt __ Bright...
RachelPearson36
Unlocking the Power of ChatGPT and AI in Testing - A Real-World Look, present...
Unlocking the Power of ChatGPT and AI in Testing - A Real-World Look, present...
Applitools
12 Ways to Increase Your Influence at Work
12 Ways to Increase Your Influence at Work
GetSmarter
ChatGPT webinar slides
ChatGPT webinar slides
Alireza Esmikhani
Contenu connexe
Dernier
办理学位证(USC文凭证书)南加州大学毕业证成绩单原版一模一样
办理学位证(USC文凭证书)南加州大学毕业证成绩单原版一模一样
7pn7zv3i
NIGHT DREAN Genuine Call girls in Vasant Vihar Delhi | 83778 77756
NIGHT DREAN Genuine Call girls in Vasant Vihar Delhi | 83778 77756
dollysharma2066
办理昆特兰理工大学毕业证成绩单|购买加拿大KPU文凭证书
办理昆特兰理工大学毕业证成绩单|购买加拿大KPU文凭证书
zdzoqco
9953056974 Low Rate Call Girls In Ashok Nagar Delhi NCR
9953056974 Low Rate Call Girls In Ashok Nagar Delhi NCR
9953056974 Low Rate Call Girls In Saket, Delhi NCR
原版1:1复刻明尼苏达大学毕业证UMN毕业证留信学历认证
原版1:1复刻明尼苏达大学毕业证UMN毕业证留信学历认证
jdkhjh
HI-Profiles Call girls in Hyatt Residency Delhi | 8377087607
HI-Profiles Call girls in Hyatt Residency Delhi | 8377087607
dollysharma2066
Dernier
(6)
办理学位证(USC文凭证书)南加州大学毕业证成绩单原版一模一样
办理学位证(USC文凭证书)南加州大学毕业证成绩单原版一模一样
NIGHT DREAN Genuine Call girls in Vasant Vihar Delhi | 83778 77756
NIGHT DREAN Genuine Call girls in Vasant Vihar Delhi | 83778 77756
办理昆特兰理工大学毕业证成绩单|购买加拿大KPU文凭证书
办理昆特兰理工大学毕业证成绩单|购买加拿大KPU文凭证书
9953056974 Low Rate Call Girls In Ashok Nagar Delhi NCR
9953056974 Low Rate Call Girls In Ashok Nagar Delhi NCR
原版1:1复刻明尼苏达大学毕业证UMN毕业证留信学历认证
原版1:1复刻明尼苏达大学毕业证UMN毕业证留信学历认证
HI-Profiles Call girls in Hyatt Residency Delhi | 8377087607
HI-Profiles Call girls in Hyatt Residency Delhi | 8377087607
En vedette
Content Methodology: A Best Practices Report (Webinar)
Content Methodology: A Best Practices Report (Webinar)
contently
How to Prepare For a Successful Job Search for 2024
How to Prepare For a Successful Job Search for 2024
Albert Qian
Social Media Marketing Trends 2024 // The Global Indie Insights
Social Media Marketing Trends 2024 // The Global Indie Insights
Kurio // The Social Media Age(ncy)
Trends In Paid Search: Navigating The Digital Landscape In 2024
Trends In Paid Search: Navigating The Digital Landscape In 2024
Search Engine Journal
5 Public speaking tips from TED - Visualized summary
5 Public speaking tips from TED - Visualized summary
SpeakerHub
ChatGPT and the Future of Work - Clark Boyd
ChatGPT and the Future of Work - Clark Boyd
Clark Boyd
Getting into the tech field. what next
Getting into the tech field. what next
Tessa Mero
Google's Just Not That Into You: Understanding Core Updates & Search Intent
Google's Just Not That Into You: Understanding Core Updates & Search Intent
Lily Ray
How to have difficult conversations
How to have difficult conversations
Rajiv Jayarajah, MAppComm, ACC
Introduction to Data Science
Introduction to Data Science
Christy Abraham Joy
Time Management & Productivity - Best Practices
Time Management & Productivity - Best Practices
Vit Horky
The six step guide to practical project management
The six step guide to practical project management
MindGenius
Beginners Guide to TikTok for Search - Rachel Pearson - We are Tilt __ Bright...
Beginners Guide to TikTok for Search - Rachel Pearson - We are Tilt __ Bright...
RachelPearson36
Unlocking the Power of ChatGPT and AI in Testing - A Real-World Look, present...
Unlocking the Power of ChatGPT and AI in Testing - A Real-World Look, present...
Applitools
12 Ways to Increase Your Influence at Work
12 Ways to Increase Your Influence at Work
GetSmarter
ChatGPT webinar slides
ChatGPT webinar slides
Alireza Esmikhani
More than Just Lines on a Map: Best Practices for U.S Bike Routes
More than Just Lines on a Map: Best Practices for U.S Bike Routes
Project for Public Spaces & National Center for Biking and Walking
Ride the Storm: Navigating Through Unstable Periods / Katerina Rudko (Belka G...
Ride the Storm: Navigating Through Unstable Periods / Katerina Rudko (Belka G...
DevGAMM Conference
Barbie - Brand Strategy Presentation
Barbie - Brand Strategy Presentation
Erica Santiago
Good Stuff Happens in 1:1 Meetings: Why you need them and how to do them well
Good Stuff Happens in 1:1 Meetings: Why you need them and how to do them well
Saba Software
En vedette
(20)
Content Methodology: A Best Practices Report (Webinar)
Content Methodology: A Best Practices Report (Webinar)
How to Prepare For a Successful Job Search for 2024
How to Prepare For a Successful Job Search for 2024
Social Media Marketing Trends 2024 // The Global Indie Insights
Social Media Marketing Trends 2024 // The Global Indie Insights
Trends In Paid Search: Navigating The Digital Landscape In 2024
Trends In Paid Search: Navigating The Digital Landscape In 2024
5 Public speaking tips from TED - Visualized summary
5 Public speaking tips from TED - Visualized summary
ChatGPT and the Future of Work - Clark Boyd
ChatGPT and the Future of Work - Clark Boyd
Getting into the tech field. what next
Getting into the tech field. what next
Google's Just Not That Into You: Understanding Core Updates & Search Intent
Google's Just Not That Into You: Understanding Core Updates & Search Intent
How to have difficult conversations
How to have difficult conversations
Introduction to Data Science
Introduction to Data Science
Time Management & Productivity - Best Practices
Time Management & Productivity - Best Practices
The six step guide to practical project management
The six step guide to practical project management
Beginners Guide to TikTok for Search - Rachel Pearson - We are Tilt __ Bright...
Beginners Guide to TikTok for Search - Rachel Pearson - We are Tilt __ Bright...
Unlocking the Power of ChatGPT and AI in Testing - A Real-World Look, present...
Unlocking the Power of ChatGPT and AI in Testing - A Real-World Look, present...
12 Ways to Increase Your Influence at Work
12 Ways to Increase Your Influence at Work
ChatGPT webinar slides
ChatGPT webinar slides
More than Just Lines on a Map: Best Practices for U.S Bike Routes
More than Just Lines on a Map: Best Practices for U.S Bike Routes
Ride the Storm: Navigating Through Unstable Periods / Katerina Rudko (Belka G...
Ride the Storm: Navigating Through Unstable Periods / Katerina Rudko (Belka G...
Barbie - Brand Strategy Presentation
Barbie - Brand Strategy Presentation
Good Stuff Happens in 1:1 Meetings: Why you need them and how to do them well
Good Stuff Happens in 1:1 Meetings: Why you need them and how to do them well
Meddic Sales by MEDDIC Academy - 2018
1.
Update: August 2018
©01consulting - MEDDIC Academy- Darius Lahoutifard - 2002-2018 1 Darius Lahoutifard
2.
Update: August 2018
©01consulting - MEDDIC Academy- Darius Lahoutifard - 2002-2018 2 • Your Sales Team Misses Quarterly Forecasts • You Waste Company’s Resources In Pre-Sales Efforts • Deals Slip Often From One Quarter To The Next • You Lose Deals You Were Counting On, To Competition, or to “No Decision” • Your Revenue Growth Is not In Line With Your Goals • Your Profits are eroded due to long and unsuccessful sales campaigns • Your Sales Force needs better QUALIFICATION skills Is Your Company Experiencing Any Of These Challenges? IF SO, THEN YOUR SALES FORCE NEEDS MEDDIC!
3.
Update: August 2018
©01consulting - MEDDIC Academy- Darius Lahoutifard - 2002-2018 3 • It’s the best QUALIFICATION Methodology for Enterprise Sales • It’s your “check list” for each of your sales campaigns • It guides you towards your next actions • MEDDIC increases the accuracy of your forecasts • MEDDIC helps taking off your rose glasses • No MEDDIC, no sales • You may miss a sale, just by missing one of the MEDDIC elements What is MEDDIC ?
4.
Update: August 2018
©01consulting - MEDDIC Academy- Darius Lahoutifard - 2002-2018 4 Metrics Economic Buyer Decision Process Decision Criteria Identify Pain Champion What does MEDDIC stand for ?
5.
Update: August 2018
©01consulting - MEDDIC Academy- Darius Lahoutifard - 2002-2018 5 Metrics • Quantify & Measure the Potential Gain • Should lead to the economic justification of the investment • Should lead to ROI – Return on Investment • “My Product reduces cycle time by 4” is a metrics • “My Product enables tasks which were not possible until now” is not a metrics as such. • “By enabling these new tasks, sales are multiplied by 4” is a metrics.
6.
Update: August 2018
©01consulting - MEDDIC Academy- Darius Lahoutifard - 2002-2018 6 Economic Buyer • EB is the one who has the power to spend • Do you know the EB ? Have you met him/her ? • Have you checked with him/her the decision criteria, and process? • What are his/her expectations? (Pain? Productivity? ROI? Metrics? Compelling Events?) • How about the sources of financing or budget? • And the timing?
7.
Update: August 2018
©01consulting - MEDDIC Academy- Darius Lahoutifard - 2002-2018 7 • What are the criteria used by the company to make the purchase decision? • What are the technical criteria? • How about the economic criteria? • Or Vendor’s criteria? • Any political criteria? • What else? • Check them with all key people in the account including the champion and the EB. Decision Criteria
8.
Update: August 2018
©01consulting - MEDDIC Academy- Darius Lahoutifard - 2002-2018 8 Decision Process • What is the decision process for a typical xxk$ decision in this account? • What is the decision process for a typical purchase similar to the one you try to sell? • List of the persons involved in such a decision? • How is such a decision made? (committee? One project manager? The Department VP’s task?). • What is the Paper Process? How long does it take?
9.
Update: August 2018
©01consulting - MEDDIC Academy- Darius Lahoutifard - 2002-2018 9 Identify pain • Nobody buys until there is a need. • What are the challenges in the company, which would require your product/service to relieve them? • What main initiatives are on going right now? • What are the business pains in the company right now? • How are they related to what you are selling? • Any compelling event?
10.
Update: August 2018
©01consulting - MEDDIC Academy- Darius Lahoutifard - 2002-2018 10 Champion • Champion is a powerful and influential person involved who is in favor of your solution, and sells inside the company. • Do you have at least one champion? • Does he/she meet ALL the criteria of being a champion? • Have you tested him/her as a champion? • Does he/she know that you are considering them as a champion and counting on them? Check Champion Building here.
11.
Update: August 2018
©01consulting - MEDDIC Academy- Darius Lahoutifard - 2002-2018 11 Testimonial #1 - Case Study We hired Darius for a half day Sales coaching session ( Meddic workshop) at our annual Kick Off meeting and he nailed it. Our Sales team was convinced that selling in Europe and Asia was "different" than North America. Darius was able to articulate several key challenges in the MEDDIC process and Champion building which are applicable globally. This really helped our sales teams get unified in our process and communications. The engagement with the sales team was fantastic which was a strong confirmation that they got it and were ready to adopt a better way to approach selling. The feedback from the team after the event was great and there is no doubt that his actions directly impacted that year's sales results. I highly recommend Darius. Ed Williams, CEO @ Autodesk / Blue Ridge Numerics
12.
Update: August 2018
©01consulting - MEDDIC Academy- Darius Lahoutifard - 2002-2018 12 Testimonial #2 - Case Study We connected with Darius to support our annual kick off meeting with a challenge to introduce the MEDDIC qualification process to a mixed audience of both technical and sales staff. Although the time was short, with only 2 x 4 hour sessions, Darius managed to articulate the message, and most importantly he involved every person in the room. Our staff left the sessions with an important, new, view on the basic criteria of qualifying a sales opportunity from both a technical and commercial perspective. Darius's experience and his ability to transmit the MEDDIC methodology into simple, logical steps based on actual scenarios, resulted in a significant step forward in our teams ability to approach sales opportunities in a far more structured manner. I can highly recommend Darius to deliver strategic methodologies in a form that is simple to follow, entertaining to experience, and of high value to any sales or technical organization. Peter Moorhouse, VP Global Sales & Marketing @ OPTIS
13.
Update: August 2018
©01consulting - MEDDIC Academy- Darius Lahoutifard - 2002-2018 13 Testimonial #3 - Case Study We wanted a sales intervention around MEDDIC to be carried out to evaluate gaps in our sales processes. After evaluating multiple options we engaged with Darius and it was a wonderful experience. His analysis of gaps and recommendations was sharp and actionable. We implemented some of these and the result is that 12 months out, our monthly revenue is 3x of what it was 12 months back. Rajeev Agrawal CEO @ Innoviti Payment Solutions
14.
Update: August 2018
©01consulting - MEDDIC Academy- Darius Lahoutifard - 2002-2018 14 IN-PERSON NEW! You can now learn MEDDIC both and / or ONLINE
15.
Update: August 2018
©01consulting - MEDDIC Academy- Darius Lahoutifard - 2002-2018 15 You want to implement MEDDIC in your Sales Organization through in-person training, workshops? Darius Lahoutifard, an early PTC International Sales Leader, has successfully delivered MEDDIC workshops to his own teams as well as to external companies from startups to Fortune 10 companies, in the past 20 years. Darius Lahoutifard For CORPORATIONS: CONTACT US HERE
16.
Update: August 2018
©01consulting - MEDDIC Academy- Darius Lahoutifard - 2002-2018 16 - You are in SALES and prefer learning ONLINE at your pace? - Or just joined a company practicing MEDDIC and there is no in- person training planned before months? - Or maybe considering a career move? For Individuals (or groups): SUBSCRIBE HERE LEARN ONLINE @ MEDDIC ACADEMY! We also organize in-person events at our locations for individuals. Get on our mailing list or contact us to know the next planned in-person sessions for individual learners. CONTACT US HERE