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MEDDICC
@meddpicc
Turn deal uncertainty into deal confidence with MEDDICC. We Enable. We Operationalize. #SaaS #MEDDICC #MEDDIC #MEDDPICC.
United Kingdommeddicc.comJoined June 2011
338 Following
996 Followers

MEDDICC’s Tweets

MEDDICC Retweeted
andy whyte
@whyteuk
we were blessed at
@meddpicc
to have had a sensational 2022! 🍾 -team grew from 3 > 16 💃 -rolled out a new brand 👌 -built a content engine 🎬 launched: -new website 🌐 -media team 🍿 -3 new shows 🎥 -meddicon 🎤 -mOS (saas) 🧑‍💻 -leadership & enablement program 📈 thank you!🙏
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MEDDICC Retweeted
Amanda B. Malko
@amandamalko
Closing out 2022 reflecting on a year of great learnings from events around the world, and with much gratitude for everyone who shared their wisdom with
@G2dotcom
and our global software community.
Quote Tweet
G2
@G2dotcom
Our CMO @amandamalko is sharing 7️⃣ B2B #Marketing themes observed during the 2022 event season — from @SaaStrAnnual, @WebSummit, our own #G2Reach22…& more! 🤔 What other #B2BMarketing themes are top of mind for you as we close out the year? learn.g2.com/b2b-marketing-
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MEDDICC
@meddpicc
Ever wondered how #MEDDPICC supports a #PLG strategy? The below screenshot is a great example. We're trialing two platforms simultaneously in what you'd call a PLG motion. Neither platform has made an effort to assist/influence our Decision Criteria. A missed opportunity.
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MEDDICC
@meddpicc
Sensational thread. Note how this thread orientates so deeply into ERP implementation, yet, the vendor, tech, bells and whistles and feeds, and speeds are irrelevant to how the CFO thinks. CFOs care about Economic Decision Criteria. Not Technical.
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The Secret CFO
@SecretCFO
McKinsey say 70% of ERP rollouts FAIL But why is it so HARD? Let me break it down: 👇
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MEDDICC
@meddpicc
There seems to be a sharp increase in rhetoric about how important it is in a downturn to engage with senior stakeholders, specifically the CFO. Newsflash: It's ALWAYS been important. They are called the Economic Buyer.
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MEDDICC
@meddpicc
How do you manage a team you previously worked alongside; - transparency is key! Make it clear how you will help them - remember you wouldn’t be in a leadership role if no-one believed in your ability to lead - rely on your IC’s and work with them as your sounding board
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MEDDICC
@meddpicc
How can people grow into leaders and leadership roles? - mentors, having someone to coach you who you can turn to for guidance - company specific leadership training - learn from your mistakes - seek out help, don’t be afraid to ask your manager for support and advice!
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MEDDICC
@meddpicc
Things our panel wish they’d had known before taking the step up; - influence is more important than power - leaders serve their team, not the other way around - you can make mistakes!! - coach around different personality types to get the best results
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MEDDICC
@meddpicc
When taking that step up, you should; - Be open minded - Take into consideration that everyone succeeds differently - Appreciate the diverse approaches and mindsets within your team, when your team is varied you can accurately reflect your customers
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MEDDICC
@meddpicc
We held an event last week called ‘The AE to Leadership Shift’ with four epic sales leaders, where they shared their honest advice and experiences. Here’s our key takeaways from the event 👇👇👇
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MEDDICC Retweeted
Oliver Symons
@SalesNerds
Metrics Matter. On a call with procurement last week, we were low balled with an offer of 80% less then our quote. From discovery we knew the SDR functions targets, achievement, pipeline gap and % conversion rate from opp to closed won. The lost revenue from missing target?
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MEDDICC Retweeted
SaaStock
@SaaStock
It's the question on everyone's minds... How can you hit your growth targets in a down market? 😵‍💫 Together with
@salesroomApp
, we interviewed 8 revenue leaders to hear what they are seeing in the market & share actionable strategies YOU can implement🚀
youtube.com
How to build a recession-proof revenue team? SaaStock X Salesroom...
How can you hit your growth targets in a down market?'There is no textbook answer', as Gidi Pridor, CMO and Chief Storyteller at Workvivo, puts it succinctly...
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MEDDICC
@meddpicc
All #Sales advice for #SDR’s is the same. ‘Gurus’ giving advice of ‘hacks’ to find opportunities. -Try this voicemail script 🙄 -Don’t say this when cold calling 🤡 -Send a video in your email 🤪 When the answer is and always has been: Relevance. There is no shortcut for this.
MEDDICC Retweeted
andy whyte
@whyteuk
unpopular opinion: using the term 'ROI' to customers is not selling value. it's merely talking about it. "our ___ solution will give you an ROI by ___" - so what? 💩 to sell value, the customer has to resonate with the value & that means demonstrating ROI not just saying it.
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MEDDICC
@meddpicc
Because if you are anything like everyone else we see who runs this exercise, you'll not only realize that the ICP you've been chasing 'ain't so ideal after all'... AND There are some pretty great-looking profiles you've not been targeting. Quick wins, ahoy! /End. Pls RT 🙂.
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MEDDICC
@meddpicc
Look at the data! 1. Pull data for (all) closed oppts in the last 24 months (less if you have short sales cycles (<60days) 2. Cohort your customers by profile (size/sector) 3. Analyze key metrics: -TAM -ACV -Win rate -Time to close -NRR rate -Churn rate 4. Sit down "Why?!"👇
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MEDDICC
@meddpicc
Obviously, your IPP needs to get value from your solution. But, too often GTM teams make 'value potential' their main criterion in IPP. Put simply, if HSBC/Nike are going to get 500% ROI, but the deal will take 500% as long to close, it's not an IPP. "So what should we do?🤨"👇
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MEDDICC
@meddpicc
Big logos mean: Big sales cycles Big decision processes Big approval processes that involve, Big procurement teams, Big legal teams, and, Big security assessments All of these things increase the CAC of selling to big logos. "But they get the most value!... 🫤" 🤷 👇
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MEDDICC
@meddpicc
A common error we see is that revenue teams confuse Ideal Customer Profile (ICP) & Ideal Prospect Profile (IPP). Your ICP typically gets lots of value from your solution and often comes with a big logo. Big logos are great when they are your customers, prospects not so much 🧵:
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MEDDICC
@meddpicc
We've been evaluating HubSpot agencies, and the best ones send through a video of themselves talking through their proposal. Best practice is obvs to talk through the proposal live with your Champion, but I do like this approach too. I, the EB, watch it rather than read it 👌.
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MEDDICC
@meddpicc
We have a scenario where out of three solution providers we are evaluating, the one we are not engaged with is winning. If that isn't mind-blowing enough, the one we are not engaged with is the lowest spec of all three. Their best salespeople work for their competitors 🤯.
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MEDDICC
@meddpicc
"Hi _name_, I work for _company_, and I'd love to chat with you about how you are running your _category_we_operated_in_ function. Here is my Calendly link. Looking forward to speaking. Best, _SDR_Name_"
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