From my initial 10 minute intro on MEDDICC, when I was first looking for some detail on the process, to the MEDDICC book (that’s fast becoming an elite selle...
From my initial 10 minute intro on MEDDICC, when I was first looking for some detail on the process, to the MEDDICC book (that’s fast becoming an elite seller resource) to now the MEDDICC course, I’m continually impressed and inspired by what Andy has created. He’s the first to tell you he didn’t create the process (Dick Dunkel and Jack Napoli did at PTC), however his relaying of how the greats have used it to deliver millions in revenue, how he has used it, and now, how you can use it to qualify your deals, puts him in some very rare company.
I, like many others looking to hone their sales craft have a library of sales related books, the challenge is that you have to find out the hard way (with many hours spent) that very few hold up to scrutiny, and fewer still are held in high regard by the industry, there are a few (SPIN, Strategic Selling, Challenger), that elite sellers I know turn to time and again. When I first read MEDDICC I knew Andy had a classic on his hands, and judging from the sales people I have seen recommending the book (from the likes of Gartner et al), I’m in good company.
Andy’s created a highly accessible course on MEDDICC that’s added great detail and depth to my knowledge, if you are looking to really further your understanding of MEDDICC and how you can use it to qualify and close your deals, I highly recommend it!