popular ALWAYS BE QUALIFYING: popular 2021 M.E.D.D.I.C. online sale

popular ALWAYS BE QUALIFYING: popular 2021 M.E.D.D.I.C. online sale

popular ALWAYS BE QUALIFYING: popular 2021 M.E.D.D.I.C. online sale
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Description

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In the past few years, companies large and small have called on Darius Lahoutifard to get help with their non-performing sales team. Described symptoms are different from one company to another. Some suffer from shortages in revenue. Others complain about unreliable forecasts, with deals slipping constantly from one quarter to another before being lost or even abandoned a few quarters later. Some CEOs notice unproductive sales teams with an unusual high number of non-quota-carrying people needed in the sales force, hitting the bottom line hard. Darius noticed that all these symptoms are related to the same illness: inability to qualify. Since most sales teams put in place organizations including SDR (Sales Development Representatives) or BDR (Business Development Representatives) who qualify leads for Account Managers, there is a wrong unstated assumption, widely spread, that once a lead is qualified, the inside sales or field sales will have to work on them until they are won or lost. Ongoing qualification is often the issue. Qualification is not a binary step of the sales process. Qualification is a mindset and a habit to apply all along the sales process, from the first call to closing. This book covers both the Why and the How of sales qualification. The author was an early sales leader at PTC where the MEDDIC methodology took shape. He is also the founder of MEDDIC Academy, the first platform to bring the qualification methodology online. This book describes the M.E.D.D.I.C. (also known as MEDDPICC) sales methodology in depth. This is not a book of theories, research, or academic concepts, but it is pure execution techniques with practical recipes. At a high level, M.E.D.D.I.C. is a checklist that helps sales professionals to reveal the gaps in an opportunity and to execute properly to fill those gaps and close the deal or drop it early.

Review

"PTC achieved success thanks to the combination of a remarkable product and a talented and productive sales organization. In order to scale our go-to-market capacity, we needed to institutionalize and codify the sales best practices developed by the early team, so that new hires could rapidly ramp to full productivity. That''s what led our sales leaders to develop the MEDDIC methodology. I am delighted to see the book on that methodology published. ALWAYS BE QUALIFYING is easy to read and to apply. It''s sharp and to-the-point, just as MEDDIC itself. It''s relevant now more than ever. I highly recommend it to any sales team in technology."

>>>  Steven C. Walske
Steve is renowned for building one of the most impressive enterprise software sales-driven organizations in the world, PTC, where MEDDIC was born. As CEO, Walske took PTC from founding to over $1 billion in revenue. Under his leadership, PTC had 40 consecutive quarters of increasing revenues and profits as a public company. His disciplined, methodical practice is now emulated globally. He now serves on the board of several prominent Silicon Valley companies including Synopsys (NASDAQ: SNPS), Medallia and Platfora. Steve was previously Chairman at Bladelogic (acquired by BMC Software) and Endeca Technologies (acquired by Oracle). He advises VC-backed companies on sales processes and growth strategies for optimal revenue growth.
******************
... Darius''s persuasive text, with real world examples provide a foundation and set off best practices ready for sales professional/leader use. I highly recommend the book, Always Be Qualifying, to anyone in sales. "
>>>  Scott Rudy
Chief Sales Officer at Paycor; early and successive sales leader roles over 10 years at PTC
******************
"Salesmanship is not an art, it''s a structured process. MEDDIC is easy to understand and provides a common language for any company with the aim to build a professional sales organization. ALWAYS BE QUALIFYING is easy to read and provides a very good structure to the understanding of MEDDIC. The challenges of bringing a product to the market and delivering relevant forecasts are more relevant than ever. ALWAYS BE QUALIFYING will help you understand how to better qualify opportunities, drive sales to closure and reduce risk in your forecast."
>>> Göran Malmberg
Group CEO/President of Mentice AB (STO: MNTC) & Chairman/President of Mentice Inc.
******************
"... Always Be Qualifying is an easy read, and MEDDIC is a great sales methodology. If you are heeding the guidance and advice herein, you and your teams will reap the benefits. Jump in!
>>> Kris Thyregod , Vice-President & General Manager at Silver Peak
***************
"... ALWAYS BE QUALIFYING has no fluff. I really enjoyed the WHY and the HOW of MEDDIC. By the end of this book, sellers and leaders learn how to close deals with no discounts in a timely manner..."   
>>> Ramin Elahi, Sales Enablement Training Manager, Infineon Technologies & Adjunct Faculty, University of California SC Extension
****************
"... Darius Lahoutifard''s Always Be Qualifying crystallizes the techniques and mindset a top enterprise seller needs to achieve their objectives.  No academic theories, but rather, it arms the seller with the highly practical sales qualification methodology and techniques known as MEDDIC, which Mr. Lahoutifard helped shape while he was an early sales leader at PTC.  ...  It''s a methodology that shifts the urgency onto the buyer...
".
>>> 
Kevin Matsushita
Head of Partnerships and Alliances @ MINDTICKLE

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4.3 out of 54.3 out of 5
77 global ratings

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Top reviews from the United States

Sharafatian
5.0 out of 5 starsVerified Purchase
this can fit any sales project
Reviewed in the United States on August 23, 2020
Initially I bought the book just because I was curious. But soon I was faced with a massive job of having to sell a major business model using a business plan with 5 years of forwarding projecting modeling. I was faced with a monster of a company (franchisor) getting the to... See more
Initially I bought the book just because I was curious. But soon I was faced with a massive job of having to sell a major business model using a business plan with 5 years of forwarding projecting modeling. I was faced with a monster of a company (franchisor) getting the to accept a model that would lower their initial income but have major improvements in the long run. Nothing related to the concept presented in this book. But only on the surface. I started relating different aspects of my project to Sales project. Then everybody made sense. I used the tools and the necessities presented and started the qualifying process. The finished work unlike the past has been well received with very high probability of acceptance.
Mr. Lahoutifard well done ✔
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VERONICA A QUINONES
5.0 out of 5 starsVerified Purchase
Very good book! Qualify versus Selling
Reviewed in the United States on October 13, 2020
The book is very informative and gives good examples of how to qualify. I definitely recommend you read this book and share with your sales team. Also, visit his website where you can advance on this book. Darius has been helpful and we look forward to implementing MEDDIC... See more
The book is very informative and gives good examples of how to qualify. I definitely recommend you read this book and share with your sales team. Also, visit his website where you can advance on this book. Darius has been helpful and we look forward to implementing MEDDIC in our organization.
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Murat Cakir
5.0 out of 5 starsVerified Purchase
Technical Sales Professionals'' MEDDIC Wand
Reviewed in the United States on September 7, 2020
Darius Lahoutifard''s book is describing a very well defined process for better customer qualification. Once you review your past attempts with lost deals, you will notice that you never qualified them correctly. I wished I''d known these details long ago. But it is never too... See more
Darius Lahoutifard''s book is describing a very well defined process for better customer qualification. Once you review your past attempts with lost deals, you will notice that you never qualified them correctly. I wished I''d known these details long ago. But it is never too late and the book is pretty recent. Feel lucky if you read and master it before your competitors'' sales reps do.
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Kindle Customer
5.0 out of 5 starsVerified Purchase
Knowledge without Action is Useless
Reviewed in the United States on December 21, 2020
Thank you for helping me pull all my years of solution selling into a proven qualifying methodology with a tried and tested approach that I have no doubt will make 2021 a huge sales success!
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CGS
5.0 out of 5 starsVerified Purchase
Great Book for Technical Sales Professionals
Reviewed in the United States on August 11, 2020
Highly recommended!
One person found this helpful
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Kevin O'brien
5.0 out of 5 stars
Great addition to your existing process
Reviewed in the United States on November 2, 2020
I have read a great deal of sales books and the majority try to either require massive change on the part of sales reps or are just one new spin on familiar concepts, where an author takes a standard methodology and confusingly renames everything with terminology that is... See more
I have read a great deal of sales books and the majority try to either require massive change on the part of sales reps or are just one new spin on familiar concepts, where an author takes a standard methodology and confusingly renames everything with terminology that is never industry standard. What I like about this book is it is very straightforward and can be used or bolted on to whatever process you follow now. There''s no made up terms or massive change management just a well executed methodology that is easy to understand and teach. The other thing I really liked about this book is it does a good job of covering the basics for new reps while still providing some additional insight into sales steps that veterans have likely been doing for years. Overall, this book is short, to the point and elegant in its simplicity.
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Amazon Customer
5.0 out of 5 stars
Sales Qualification Simplified!
Reviewed in the United States on June 29, 2020
With the tremendous impact sales teams have on a company’s top and bottom line, it is critical that the quota carrying professional can ramp up quickly, disqualify opportunities not likely to close, and relentlessly focus on qualifying the opportunities that will exceed... See more
With the tremendous impact sales teams have on a company’s top and bottom line, it is critical that the quota carrying professional can ramp up quickly, disqualify opportunities not likely to close, and relentlessly focus on qualifying the opportunities that will exceed their goals. Darius Lahoutifard’s Always Be Qualifying crystallizes the techniques and mindset a top enterprise seller needs to achieve these objectives. This book is not filled with academic theories, but rather, it arms the seller with the highly practical sales qualification methodology and techniques known as MEDDIC, which Mr. Lahoutifard helped shape while he was an early sales leader at PTC. He emphasizes the need for sellers to continuously qualify opportunities throughout the sales cycle, to stop wasting time on dead-end deals, and focus on those that deserve their attention. It’s a methodology that shifts the urgency onto the buyer so the compelling event is not the sellers need to close a deal, but the buyer’s need to avoid missed revenue, missed cost savings, or reduction of risk. Always Be Qualifying also highlights the unexpected benefit MEDDIC has on improved team spirit and cohesiveness because the MEDDIC methodology not only improves sales performance, it creates a common language and understanding across the entire selling team.
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Kristian Thyregod
5.0 out of 5 stars
MEDDIC works!
Reviewed in the United States on June 26, 2020
Zurich, June 26, 2020 In the best of times, selling complex enterprise software is an all-in team-based effort; many a times, it’s even a 24/7/365 competitive engagement cycle with frequent changes across multiple key decision making constituents and parameters.... See more
Zurich, June 26, 2020
In the best of times, selling complex enterprise software is an all-in team-based effort; many a times, it’s even a 24/7/365 competitive engagement cycle with frequent changes across multiple key decision making constituents and parameters.

Faced with dynamics as such, it’s critical for sales teams to constantly and continuously gather both account and opportunity intelligence, analyze it and strategize to make updates and/or revisions to win playbooks. To do so, you need a proven, structured and easy-to-operationalize Sales Qualification Methodology.

MEDDIC delivers; the qualification workflow and critical gates are laid out enabling both in-the-field execution and coaching/mentoring. And, the MEDDIC workflow is logical and can easily be an overlay on most companies’ sales stages, entry & exit criteria. Lastly, MEDDIC is also a great qualification process for (big) deal reviews & inspections, and provides a great, factual learning experience for the expanded sales team.

This is an easy read, and if you are heeding the guidance and advice herein, you and your teams will reap the benefits.

Jump in!
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Top reviews from other countries

Amazon Customer
4.0 out of 5 starsVerified Purchase
Practical sales guidance
Reviewed in the United Kingdom on August 10, 2020
This is a great book it''s easy to read and gives you practical tips that work alongside any current process. Only lost 1 star because of the price. Hopefully it will be worth every penny in my comms when I implement the methodology.
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ipro
5.0 out of 5 starsVerified Purchase
Easy read, useful, good book.
Reviewed in the United Kingdom on May 26, 2021
Enjoyed the book, short, honest and instantly useful. Easy to implement based on understanding other sales methodologies.
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Cliente Amazon
5.0 out of 5 starsVerified Purchase
Great Framework
Reviewed in Germany on September 14, 2021
Great Framework to apply in your daily activities and work within modern sales organizations, and especially B2B tech companies.
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Kindle Customer
5.0 out of 5 starsVerified Purchase
Just completed live MEDDIC training the book was more in depth!
Reviewed in Australia on August 3, 2021
Fantastic, simple but provided clarity, and advice on each stage! A must read for every seller and manager. Highly recommended
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Client Kindle
1.0 out of 5 starsVerified Purchase
Old fashion sales methodology
Reviewed in France on July 2, 2020
Happy to read what made the success of a bunch of sales managers 30 years ago! Was fun! It is basically a fantastic recipe for any sales manager who hires 10 reps where only 2 would be needed, overdistribute quotas and keeps them busy with long questionnaires to fulfill...See more
Happy to read what made the success of a bunch of sales managers 30 years ago! Was fun! It is basically a fantastic recipe for any sales manager who hires 10 reps where only 2 would be needed, overdistribute quotas and keeps them busy with long questionnaires to fulfill late at night ;-) Oh and I loved the reference to Glengarry Glenn Ross: isn''t that the movie which ends up with sales reps stealing money from their own company?
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