The Session Pack comprises five parts supporting you to deploy MEDDICC across your Sales and Marketing business.
1. Introductions and Session Structure
2. Step 1. The Buyer's Journey
3. Step 2. Your Sales Process
4. Step 3. Deploying MEDDICC
5. Your Personalised Session Report and next steps
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These steps will vary depending upon your target customer base and solutions. However, all Buyer's Journeys follow five steps – Awareness, Consideration, Decision, Retention, and Advocacy.
Your Brand and your Value Proposition. The sales approach your Reps adopt (Ideal Sales Rep Profile) and whether you are addressing their priority needs (Ideal Customer Profile). Building relationships with the right Stakeholders and handling events to create a compelling reason to act. These and other factors will influence buyers' and stakeholders' decisions.
Improving your sales win rate depends on how well you support buyers and those influencing their buying decisions through their business and personal buying journeys.
Armed with your Buyer's Journey Framework, you are now ready to fine-tune your own sales process and sales pipeline stages.
An effective way to think of your sales process is a story unfolding to guide buyers to their final decision with a beginning, middle and end.
The beginning is when you discover the facts and line up the inciting action, which is the event that hooks buyers into the story and sets everything else into motion, including your proposed solution and business case.
The middle is when you create the drama played out in the buyer's business. Your proposed solution and business case will address the related business goals, risks, and conflicts.
The end is when you present your business case and the compelling reason why they need to act on your proposed solution.
By ensuring your sales process stages align with the buyer's journey stages, you transform your sales process and engagement into a story with a compelling throughline earning trust and confidence in your business case and guiding buyers to select your proposal.
Having reviewed your sales process and pipeline stages. We focus on supporting you deploy MEDDICC to reposition your business and sales teams to be perceived as more helpful because you are shifting your sales process and pipeline stages from inward-facing to outward-facing, aligned with the Buyer's Journey.
Because the stages of your sales engagement focus on helping buyers make better buying decisions, sales conversations will become more authentic and engaging.
Discovery is the most critical part of your enterprise sale. Without it, MEDDICC or MEDDPICC cannot be effective. Discovery is not a sales stage; it is a mindset requiring continuous curiosity, active listening, compassion and empathy.
MEDDICC is ideal for guiding discovery and avoiding moving into selling mode too early. Being better informed helps deliver a more compelling business case that avoids buyers struggling to understand how your solution will help them achieve their own goals.
Deploying MEDDICC across your Sales organisation ensures each sales stage can be inspected and developed throughout the sales engagement and deal reviews. Guiding sales executives on what they should focus on at each sales stage when developing their sales engagements help them deliver a compelling business case and proposal.
Sales managers and teams also benefit from more inspectable deals flowing through their sales pipelines. Deal reviews will improve your sales win rates more effectively because they focus on delivering value that supports improving sales forecast accuracy.
Armed with your Session Report, you will have insights on deploying MEDDICC and fine-tuning your existing sales and CRM systems, processes, and enablement to improve your sales win rate.
This Session Pack overview is an example. After listening to and understanding your challenges and goals, we will present your personalised Session Pack Proposal.