Our Qualification covers the fundamental knowledge of MEDDPICC
Our methodology covers the 'HOW' and the methods you can use to uncover pain, quantify value, differentiate and accelerate.
The Sales Process looks at the structured set of steps to convert prospects into customers. Analyzing stages, pipeline definitions and events.
Our products under the 'Measure' pillar help you assess the maturity of your GTM function and provides in-depth areas of improvement.
At it's core, mOS provides an opportunity management tool, designed to help sellers progress deals and highlight gaps in a proactive and efficient mindset
Built in org-chart, stakeholder mapping functionality. Add your core stakeholders across your opportunities and highlight potential gaps across Economic Buyers and Champions
mDB is not just a repository; it's a streamlined database aimed to simplify value propositions and enable alignment across GTM teams
Two-way sync with SFDC to ensure opportunities, stakeholders and deal information is integrated across CRMs
Clean, user friendly and easy to understand Dashboard. Showing you progress on deals, highlighting gaps and specific scores across MEDDPICC elements
An AI tool built into mOS, sharing best practices, support, guidance and data with Sellers ensuring they're getting the very best from MEDDPICC
We offer two core products; MEDDICC Playbook and MEDDICC Operating System; together these products enable teams to adopt MEDDPICC and to maximize implementation ROI.
Our playbook helps you go from questioning the how to understanding the why. All of our enablement programs are part of our playbook.
We only work with companies, where we can see a clear ROI on your membership.
Our purpose-built MEDDPICC SaaS helps you put theory into practice. Currently only available for businesses and teams.
We only work with companies, where we can see a clear ROI on your membership.
We only work with companies, where we can see a clear ROI on your membership.
We only work with companies, where we can see a clear ROI on your membership.
We only work with companies, where we can see a clear ROI on your membership.
Pain is a problem the customer has with their business that is serious enough that there is a need for a solution.
Simply put, if you don’t find enough pain your deal is on the fast track to lose. Either to your competition or to inertia.
The higher the pain, the higher the value, the higher the priority.
However, today's buyer is overwhelmed with solutions they can buy that will help them towards their goals. Your job as the seller is to identify the biggest pains the customers have and attach your solution to solving them.
Understanding the Pain is only the start of the Implicating Pain process. You need to take your customer from merely having the pain identified, through to where you indicate it to them in the form of a report or business case all the way through to where you do such a good job of illustrating the pain to them that they feel implicated by it and wish to solve it as soon as possible.
- Financial Pain
- Efficiency Pain
- People Pain
As you would expect, discovery is an imperative part of any pain discovery, and while you can find some pain from the outside in by reading public documentation and even from being able to try some of the organization’s services if you have access to do so, the main source of the most valuable pain is going to come directly from your customer via discovery.
No Pain, No Gain. Elite sellers know that finding pain is only the beginning of the process and that to gain the full benefit of any pains your customer may be feeling to progress your deal will require you to dig in deep to fully implicate the pain.
Think of a deal you are working on right now and ask yourself which of the following three scenarios best describes your status.
i1 — You have identified some pain
i2 — You have Indicated the cost of the pain to your customer
i3 — You have implicated the pain onto your customer and they feel the negative impact it is having upon their business
Unless you are at i3 you should feel like you have some work to do.