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
An AI tool built into mOS, sharing best practices, support, guidance and data with Sellers ensuring they're getting the very best from MEDDPICC
Explore our recent releases, learn about enhancements and see how we continue to evolve our purpose-built MEDDPICC platform to better serve your needs.
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.
We only work with companies, where we can see a clear ROI on your membership.
The Competition is any person, vendor, or initiative competing for the same funds or resources you are.
Each of these types of competition requires a different kind of approach.
Rule one of sales is Do Not Knock Your Competition. Seriously, don’t. It’s fine to have a competitive strategy, but if you think openly criticizing your competition is a strategy, you are wrong. Your strategy sucks.
Your natural competitors
Or initiatives that require the same funds or resources
The organization deciding to build it themselves
Doing nothing
Your Competitive Strategy should focus on putting you on the front foot over your competition.
There are three areas of your competition to consider:
Political: Who internally within the customer is aligned towards or is favorable to the competition?
Technical: How does our solution match up against the technical elements of the Decision Criteria?
Commercial: How are we articulating the unique value of our solution and/or the lost value of not selecting our solution?
Summary Snapshot of the sales process:
Early: Is there competition in this deal? Who is it?
Mid: What is our competitive strategy? Is it working?
Late: Are we the superior solution? Are we preferred/chosen?
Your competition can be much more than just your rivals with comparative solutions. Your competition can be other people internally fighting for the same resources either to build their own solution to the problem you solve or to invest in solving another issue altogether.
As a result of this complexity, it is essential that you quickly establish who your competition is and what the Political, Technical, and Commercial landscape with the competition looks like.
Once you have a good handle on who your competition is, you have to understand why your solution is better.
Elite Sellers do this by digging deep into the customer’s Pains and needs using Discovery to find differentiators and to set themselves apart.
Knocking the competition directly rarely has a positive outcome for the party being derogatory, and in some cases, it can backfire on them entirely.
Using a Competitive Strategy Plan can help keep all parts of a Competitive Strategy in focus and the Seller on the path to becoming the chosen vendor.