Product Description
by Björn Hårdstedt (Author), Chris Collins (Foreword by), Peter Nyborg (Illustrator)
The New MEDDICC, sell more, faster is your guide to scaling up sales, reaching sales targets and thriving in a fast paced AI and internet-driven B2B sales environment.
MEDDICC is one of the world's most widely used sales methods. It helps increase sales and close deals faster.- by focusing on the deals you can win, and qualify how you can win them faster.
MEDDICC is easy to learn and simple to use, and you will see your sales take off the minute you start using MEDDICC(R).The New MEDDICC gives you the tools you need to succeed in high tech sales. It is packed with real-life stories form sales people and managers, providing examples of how to use MEDDICC in practice.
- The book provides you with the full MEDDICC sales method (including paper process)
- At least 10 questions to ask for each of the MEDDICC letters and how to ask them
- How to qualify deals with MEDDICC
- A new way of asking questions based on advanced psychology
- How to use storytelling to create a vision of a soution
- The MEDDICC salescompass for quick assessment of opportunities
- 4 win strategies when facing competition
- How to coach your salesteam to sustainable success
- Templates and tools for using MEDDICC in your sales work.
The new MEDDICC(R) includes a 5, 30, and 180-day plan to implement the method, as well as unrivaled tools like the MEDDICC Sales Compass, and practical tips on how to coach sales managers at both group and individual levels using the sales funnel.
The New MEDDICC is an easy and fun book to read - with knowledge you can use directly in your role as a seller, as CSO andCEOJens Edgren is one of Europe's most experienced sales coach. For more than 35 years, he has trained sales directors and managers at high tech companies worldwide, including Oracle, Microsoft, IBM, Fujitsu and Schneider - just to mention a few. Jens Edgren has authored eight books, including the widely popular "How to sell the answer to a problem" which has been sold in thousands of copies.Jens Edgren is a SEP practioner, trauma terapeut working with young adults who suffers from depression.
Co-author, Björn Hansen, has successfully managed high-tech sales teams for more than 30 years - implementing MEDDICC and Solution Selling. Björn shares his models for unleashing the potential in the team and the indivudual contributer. Preface by Chris Collis, countrymanager at Schneider with a long history of organizing and manageing highperformance sales team, Chris shares his experience of turning a team from being techoriented to focus on the customer value. Jon Cleaver - editor - has a vast experience in hitech selling, selling greentech - has added his experience and best advice to The New MEDDICC book.
