MEDDICC is a powerful tool—when used correctly. Force Management's Antonella O'Day covers common traps sellers fall victim to when trying to use MEDDICC and key ways to avoid them. These traps include:
Here are some additional resources:
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- Not getting specific enough with metrics.
- The budget holder rarely being the Economic Buyer.
- Trying too late to influence the Decision Criteria.
- Drifting too far away from the Decision Process.
- Focusing on the wrong pain, not quantifying the pain, and not understanding its root cause.
- Champion single-threading.
- Not considering all potential competition.
Here are some additional resources:
- MEDDICC Certification on Ascender
- Avoiding MEDDICC Traps | Ascender Live
Visit Ascender, a platform designed solely for salespeople who own a quota. If you enjoy the Audible-Ready Sales Podcast, Ascender is perfect for you! We put out content every day with insights to help you level up in your sales career.
Check out the platform here: https://my.ascender.co/Ascender/
Subscribe here: https://my.ascender.co/Ascender/PlanComparison
Check out this and other episodes of the Audible-Ready Sales Podcast on Apple Podcasts, Spotify, or our website.
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