If time is the biggest asset a seller has, they’ll want to utilize it in the most advantageous ways possible to give them a leg up on the competition. People.ai explains precisely how the proven MEDDICC methodology can work wonders for your team.
MEDDICC may be the most widely used qualification methodology in enterprise sales, but that doesn’t mean everyone in the industry has tapped into its potential up to this point. Here at People.ai, we’re firm believers in the efficacy of MEDDICC — so much so that we recently hosted a webinar on operationalizing MEDDICC within your own sales org.
Throughout the conversation Bill Norberg, Partner of Sales at the MEDDIC Group and Scott Johnson, VP of Sales at People.ai broke down what it takes for an organization to implement the MEDDICC ethos and how to reap its benefits, optimizing efficiency and blowing past the competition. Here are a few key takeaways:
It Starts at the Top
Before an organization can gain the advantages that an adoption of MEDDICC can provide, leadership has to go all in on the methodology and have their entire team follow in their footsteps through high-quality training seminars. At a foundational level, this establishes that the common language featured throughout MEDDICC will be adhered to across departments.
“That commitment from the top down,” said Norberg, who’s conducted countless MEDDICC training seminars across the past three decades, “that’s the number-one item that you need in order to be successful with MEDDICC or any methodology that you choose.”
Consistency is Key
The willingness of all team members to buy into the process ultimately means that consistencies in language will be integrated, which will lead to more efficient and robust data collection. Data insights will also be better understood across departments, with enhancements in coaching arriving as well.
“If you have inconsistent data, you’re going to have inconsistent coaching,” Norberg says. “You have people that are asking questions not in the same way for every deal, but depending upon who the sales rep is, they might ask different questions, and so that consistency of coaching becomes a real issue.”
Collect the Evidence
With consistent communication, sellers can be trained how to place the right opportunities in the pipeline at the right time. If they can avoid what Norberg called “sandbagging” — not revealing the viability of an opportunity early enough to collect data on the process — or retune their “happy ears” and remove their “rose-colored glasses” — believing every opportunity is promising for the sake of simply filling the pipeline — then they can begin to engage in evidence-based forecasting across their sales, an important skill that helps MEDDICC operationalize most effectively.
“That evidence is based around things that we talk about,” Norberg said, like: “identification of the pain, what’s the real business outcomes that client’s looking to accomplish, and how does that align with the metric story that you’re putting together for the ROI, to pull together the investment questions that you’re going to ask because you want that company to make an investment in your solution, your platform, your technology.”
Make a Case for Action
With the adoption of the MEDDICC approach, language, and forecasting, it can then be integrated into company operations through platforms like ClosePlan by People.ai, for example.
“Superb MEDDICC training, when that is coupled with a best-in-class tool, that is really how we get the most out of MEDDICC,” Johnson said. “Dollar for dollar, I don’t think there’s a better go-to-market investment out there.”
ClosePlan not only keeps track of data like dollar amounts and closing dates, but even assigns scores to various elements of the pipeline, such as the promise of a champion or the rate of pain. As Norberg said, ClosePlan provides pages of data that provide evidence “that you’re getting advancements in the sale, not just continuations.”
From this data, red flags can emerge, as was the case when Norberg and Johnson examined one opportunity in the demo, which had a relatively low champion rating, with a close date approaching and a high dollar amount attached to the deal. They examined another page with a flow chart of all the players in the deal, and Norberg easily identified that two prospective champions — on the business and technical sides — required more testing to qualify as such.
The team-wide access to this information allows a manager to quickly tutor a sales rep in methodologies that can help them, for example, verify a prospective champion.
“I can do this the same way with every seller,” Norberg said of the app, filled with data collected via MEDDICC principles. “I can look to see what the seller has done to collect the evidence, what they are doing to test their champions, I can create tasks, and I can do a more thorough and complete job — and I can do it in less time.”
For more information on the ways in which the MEDDICC methodology can guide your team toward faster, better outcomes, watch the on demand. For more information about People.ai or ClosePlan, please visit https://people.ai/.