MEDMEN: Implicating Pain: The Fastest Way to Create Deal Urgency

If MEDDPICC isn't working in your team, the instinct is to blame the framework. But MEDDPICC isn't the problem.

Pain and urgency - the winning formula

Be honest: has a deal ever been won without urgency?

MEDDICC CEO Andy Whyte, CRO Pim Roelofsen and Director at Astronomer, Lucy Williams-Jones talk about how urgency is created with your customer, and how it looks different with every stakeholder.

We might say “This just stopped being a priority for the customer,” but in reality, it didn’t stop being a priority, it just stopped feeling like one.

Previous Episode

Next Episode