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  • WHY VALUE
  • WHY MEDDICC
  • WHY NOW

WHY VALUE

Nowadays, GTM teams that focus their whole proposition on product or ROI are missing out. You might have a great product, and the ROI might be through the roof, but neither of those matter if you fail to connect to what the customer really cares about: value. 

A recent Gartner study found that 72% of customers preferred a rep-free experience. We need to try harder than ever before to earn time with our customers – it’s not just about connecting the product to the value it brings, but about connecting to the business you are selling to and the value you bring them. 

This is where Value comes in.

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WHY MEDDICC

To deliver real value to your customers, the whole GTM needs to be involved, not just sales and pre-sales. Product need to know what customers care about so they know what features to focus on, Customer Success needs to know the goals the customers want to achieve so they can work to get them there, and Marketing needs to know what value customers get so they can emphasize it in their messaging. For this to be effective, there needs to be a common language in place that works for the full customer lifecycle. 

Used by the top GTM organizations in our industry, MEDDIC translates effortlessly across the full customer lifecycle. MEDDICC Value builds on the already well-established foundation MEDDIC to provide an easy to follow, value-specific framework that the whole GTM team can use to effectively position, sell and deliver value.  

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WHY NOW

MEDDICC Value takes tactics and processes you probably already use and gives you a common language and framework to not only deploy those tactics across your entire GTM team but to maximize them at the same time.

It gives you tools not just to position, sell and deliver value… but to discover it. 

Powered by a common language, you can start Identifying Pain that allows your product team to tap directly into what matters most to your audience. By aligning your roadmap with these critical needs, you’ll drive meaningful solutions that hit the mark. When it’s time to launch, your product marketing team can deliver clear, compelling value to the right stakeholders, setting up powerful opportunities for the sales team to close. As these deals turn into partnerships, the post-sales team steps in to bring the promised value to life, while product and marketing teams continuously gather feedback to fuel even greater impact.

Start positioning, selling and delivering on value, today, with MEDDICC Value.

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About this program

Program outline:

Introducing MEDDICC Value, the 2+ hour program that builds on the already well-established foundation MEDDIC to provide an easy to follow, value-specific framework that the whole GTM team can use to effectively position, sell and deliver value.

  • Positioning: Introduce the value your solution can provide from the outset, be that early in a sales engagement, or with the marketing team. Prove to your customer that you deserve their time by showing them what you already know about them.

  • Selling: Explain how your customer can directly benefit from the value your solution offers with practical examples, specific to them.

  • Delivering: Follow through and set goals for the value you will provide your customers, and put plans in place to help them achieve them. From Customer Success to Product, the whole GTM team can make an impact and secure value for the customer.

Host: Andy Whyte
Duration: 2 hours
Category:
Value
MEDDPICC
Topics Covered:
Value Pyramid
Sales Leadership

Program outline:

1

Part 1: The Three Whys

Value

Why Value
Why MEDDICC
Why Now

2

Part 2: Value & The GTM Triangle

Group (30)

Let’s Talk Value
The GTM Triangle

3

Part 3: M1s

Group (30)

M1s: Positioning Value
Empower GTM teams with M1s

4

Part 4: M2s

Group (30)

M2s: Value Personalization

5

Part 5: M3s

M3s: Value Delivery

6

Part 6: BUILDING M1s

How to build M1s
Proposition and Messaging

7

Part 7: BUILDING M2s

How to build M2s

8

Part 8: BUILDING M3s

How to build M3s

Introducing MEDDICC Value, the 2+ hour program that builds on the already well-established foundation MEDDIC to provide an easy to follow, value-specific framework that the whole GTM team can use to effectively position, sell and deliver value.

  • Positioning: Introduce the value your solution can provide from the outset, be that early in a sales engagement, or with the marketing team. Prove to your customer that you deserve their time by showing them what you already know about them.

  • Selling: Explain how your customer can directly benefit from the value your solution offers with practical examples, specific to them.

  • Delivering: Follow through and set goals for the value you will provide your customers, and put plans in place to help them achieve them. From Customer Success to Product, the whole GTM team can make an impact and secure value for the customer.

Host: Andy Whyte
Duration: 2 hours
Category:
Value
MEDDPICC
Topics Covered:
Value Pyramid
Sales Leadership
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End deal uncertainty

Level up your team!

The world’s best sales organizations use MEDDIC. Curious about how working with MEDDICC could help you improve forecast accuracy, increase productivity and shorten time to attainment?

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CHECK OUT OUR OTHER PROGRAMS

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Masterclass-1
The MEDDPICC Masterclass
website_meddicc_value_graphic_programs_leadership_and_enablement_1591 × 1080_sb_v3
Leadership & Enablement
The Leadership & Enablement Program
website_meddicc_value_graphic_programs_value_pyramid_1591 × 1080_sb_v2
Value Pyramid
The Value Pyramid Program

Want to know more?

Whether you’re wanting to know more about the membership packages we offer, speak to our sales team or learn more about mDB, fill out the form and a super friendly member of the team will be in touch.

  • We’re straight talking, which means we talk in relatable terms without the corporate jargon
  • We’re passionate about what we do, so just give us an excuse to talk about it and we’ll aim to provide you with the best advice for you or your business  
  • We genuinely care about helping sales professionals level up, because it’s why we do, what we do! 
Complete the form and we’ll be in touch

MEDDICC MEDIA

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