Thoughts on MEDDIC and Sales Training from Discovery through Negotiation
Meghann Misiak, Associate Director of Go-To-Market Training at Moveable Ink, stops in to chat with The Collaborator about enablement's role in and around the discovery process.
Lots of insights from Meghann, including:
1️⃣The power of the MEDDIC sales checklist to help uncover the key pieces of information required to win deals.
2️⃣An approach she used when interviewing for the role at Moveable Ink (and it's one you should use if you are looking for a sales trainer job).
3️⃣The importance of building multiple champions in deals and how to approach it.
4️⃣Tips on helping your buyers better their own corporate goals so as to allow you to reach higher into the organization.
5️⃣A 4P Discovery Framework...
✅ Pain
✅ Personas
✅ Plan
✅ Process