Who it’s for: meddicc is designed for large deals and complex b2b environments. It takes time and resources to work on complex deals over long sales cycles. If your business handles many clients, meddicc probably isn’t for you. But if you’re targeting high-value prospects and have the team for it, this methodology can help you navigate intricate deals with multiple stakeholders by securing the right buy-ins at the right times.
How it works: imagine you’re selling an enterprise-level software solution. Using meddicc, you discover that the key decision-maker is the cfo, but the it department’s concerns are the pain points to address. You identify a champion within the it department and tailor your pitch to highlight how your solution streamlines their workflows. Ultimately, you secure buy-in from the economic buyer (cfo) and the end users (it department).
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n.e.a.t. Selling shifts the focus from traditional roi to the broader job seekers data economic impact. N.e.a.t. Emphasizes needs, economic impact, access to authority, and timeline, offering a more holistic view of a client’s situation.
Who it’s for: n.e.a.t.’s focus on listening and understanding helps you understand your prospects’ needs quickly. This makes it easy for lead qualification teams to identify promising prospects whose problems your products or services can solve and those who wouldn’t be a good fit for your solution.
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