Meddicc Paperback – 25 November 2020

All sales folks should read this book... Whether you are an individual contributor or a.manager, this book guides you on how to control your deals and sales pipeline. Andy White perfectly lays out the process with immaculate details. Adopt these principles to your sales process and you will grow from a "good" seller to an "elite" seller.

Este libro abarca de manera específica cómo emplear una metodología de calificación a través de esquemas específicos, medibles y orientados al cierre de ventas.Es importante que consideres que NO es un proceso de ventas ya que este fungirá como un soporte al mismo.Andy Whyte describe y profundiza de manera simple y objetiva cada una de las siglas de MEDDICC.

Essential sales qualification guide for anyone in the software and/or SaaS space. A must read!

I came across the MEDDICC methodology from a podcast series (Hunters + Unicorns). I was led to the podcast because I follow John Kaplan and the work of his company, Force Management. A couple of things are important to outline. First, I've spent 20 years in enterprise sales, 9 of which was with the largest and most successful company in my industry (staffing). In my 9 years with that company, they never rolled out a succinct sales formula even close to something like MEDDICC. They had a sales process but it was flat and two dimensional. The company was highly successful in spite of itself. It was trial by fire and only the best survived. Thankfully, I had great mentors and coaches who were elite sellers in the company, and I learned my craft by piecing together their best practices and working hard to implement them into my sales game. A couple years after I left the company to start my own business, they engaged John Kaplan and Force Management to help implement MEDDICC into their foundational process. I wanted to figure out what "MEDDICC" was, but very few resources existed to understand it from a tactical perspective. I searched high and low for resources to learn MEDDICC, and just as importantly, how to implement it into your overall sales methodology. I stumbled across Andy's book, and BOOM!, there it was in black & white. On top of that, the co-creators of MEDDICC Dick Dunkel and Jack Napoli helped to contribute to the overall arch of the book. I've read countless sales books over the last 20 years, and there are some good ones, but this is the most succinct sales execution book I've ever read. This book is ideal for enterprise sales environments, and probably even better for technology or complex sales cycles. I'm selling to organizations who are making multi-million dollar buying decisions, and half the time they don't have a qualified buying process which can make selling and closing feel like vudu. What I love about MEDDICC, and more specifically Andy's book, is that it gives you a process for how to guide your prospect towards an effective buying process. Just as importantly, MEDDICC and the tools that are outlined in the book give the seller an effective way to qualify in or out of the deal. One of my mentors early on would preach that a "qualified NO", was just as good or better than a "qualified YES". What I've found is that elite sellers know what deals in their pipeline are "real", and what's "pie-in-the-sky". If you want to be an elite seller you have to demystify the winners and losers in your pipeline, and take the guessing out of forecasting wins and losses. If you want to understand MEDDICC and if you're looking for an elite qualification process this is the best book I've ever read on the topic. Reading this book confirmed many of my lessons learned in enterprise sales, and uncovered a number of my blind spots. When you can find a book that challenges you after 20 years in the craft, that's saying something. Thank you Andy for contributing to the sales profession in such a profound way and for capturing for all of us the magic of what John McMahon, and all the folks at PTC developed. We can all benefit from what has proven to be the best sales qualification process ever developed, and this is the best book to do that.

Ich hatte das Online-Training von Andy absolviert und danach das Buch als Auffrischung gekauft! Dies ist absolut hilfreich, weil man schneller mal etwas nachlesen kann, ohne durch die ganzen Videos im Kurs durchzusuchen. Das Buch ist gut strukturiert und bringt viele Praxisbeispiele. Es ist auch mit "normalen" Englischkenntnissen sehr gut zu verstehen. Ich nutze es ständig als backcheck und bei speziellen Fragestellungen zu einer der MEDDIC-Komponenten. Ich habe dann gleich mehrere Exemplare für meine Sales-Leute bestellt als Weihnachtsgeschenk. Es lohnt sich! Danke Andy!

MEDDIC, MEDDICC, MEDDPICC, Andy Whyte couvre toute les questions qui tournent autour de la méthodologie avec des examples concrets, des histoires et du vécu. Une approche simple et facile à lire et assimiler pour toujours qualifier...et dé-qualifier! (qualify out)Si vous souhaitez comprendre les origines et meilleures pratiques pour implémenter cette 'méthode' qui est le succès de nombreuses sociétés et startups à succès, alors n'hésitez pas, c'est le livre qu'il vous faut.