Sales Code coaching is different, very different…
Firstly, we start with you - the sales leader. Many don’t fully appreciate just how important and influential their role is. We work with leaders to build their awareness of their influence, and to ensure that influence has a positive impact on each salesperson’s behaviour and performance.
Secondly, based on our extensive experience, we believe the directive sales environment no longer delivers. Today’s savvy sales leaders aren’t telling, they’re coaching, their teams.
In this collaborative coaching environment, salespeople take ownership of their own performance to deliver the transformation sought, be that: predictability, linearity or working strategically with customers going through a digital transformation.
Finally, we use the proven MEDDICC methodology to apply structure and rigour to your sales process.
Utilising the MEDDICC framework effectively will enable your prospect to enjoy the experience of buying from you and your organisation.
What is MEDDICC?
MEDDICC is an opportunity qualification methodology that comprises all the key elements in the complex enterprise sale:
Metrics, Economic buyer, Decision criteria, Decision process, Identify pain, Champion & Competition.
▶ Metrics - Agree the measures of success your client needs to get the project approved and prioritised.
▶ Economic Buyer - Identify & influence the executive who holds the budget for your proposed solution.
▶ Decision Criteria - Help your client to define their requirements.
▶ Decision Process - Implement buyer-centric selling to close deals on time.
▶ Identify Pain - Ensure that you have identified your client's most pressing business problem.
▶ Champion - Identify the person with power and influence who will sell on your behalf in the business.
▶ Competition - Understand your strengths and weaknesses against the other players.
