A guide to scaling up sales, reaching sales targets and thriving in a fast paced AI and internet-driven B2B sales environment
MEDDPICC® is one of the world’s most widely used sales methods. It helps increase sales and close deals faster. MEDDPICC® is easy to learn and simple to use, and you will see your sales take off the minute you start using MEDDPICC®.
The new MEDDICC® gives you the tools you need to succeed in high tech sales. The book provides you with the MEDDPICC® sales method, a way of asking questions based on advanced psychology, along with templates and tools for using MEDDPICC® in your sales work.
The new MEDDICC® includes a 5, 30, and 180-day plan to implement the method, as well as unrivaled tools like the MEDDPICC® Sales Compass, and practical tips on how to coach sales managers at both group and individual levels using the sales funnel.
Jens Edgren is one of Europe’s most experienced sales directors and coaches. For more than 35 years, he has trained sales directors and managers at high tech companies worldwide. Jens Edgren has authored eight books, including the widely popular Solution Selling: Success or failure, which has been sold in thousands of copies. Jens is also a certified trauma therapist, working with young adults and teenagers coping with depression and suicidal thoughts. The intervention techniques effective in trauma treatment have proven to be very effective in the communication with buyers - since trust is an issue between buers and sellers. A full chapter is devoted to unconventional conversation and questioning techniques.
Björn Hansen, guest author, shares hard-earned wisdom from beeing a sales manager for 20+ years in hightech companies; how to unleash the potential in the sales team, how to coach and develop individual sales people and how to manage pipeline. Valuable tools and concepts for all in sales management.
Jon Cleaver, seller, manager and coach mainly in the energy and sustainability sector, has revised and added the book - contributing with examples and questions.
The author of the preface is Cris Collins, experienced managing director and country manager, shares firsthand experience from implementing MEDDICC in a large deal salesteam.