MEDDIC AND SPICED ILL38 MIN.

MEDDIC and SPICED 2023 – Two Different Approaches

Note it is not MEDDIC vs. SPICED.

Blog
Impact Sprint7 MIN.

The Underperformance Problem in SaaS: How to Lift Up the 40%

Learn to identify the causes of underperformance, why traditional solutions are ineffective, and how teams are using a modern sprint-based approach to address this pressing issue.

Blog

SaaS Definitions

Definitions and meanings of commonly used terms, acronyms, and roles in the SaaS business environment.

Blog
4 MIN.

Analyzing a deal

Asking why a deal was won or lost will help you forecast more accurately in the future. It will help you understand what worked and what didn’t and figure out how to drive repeatable success.

Blog

Become experts in Remote Selling

Use remote selling’s best practices to drive sustainable growth across your organization

Blog

How to create a Target Account List for your Enterprise team

Your target account list should be based on your ICP, based on the strategy of where you want to expand, and prioritized in a tiered system.

Blog
8 MIN.

How to Trade Instead of Negotiate

Sales used to be all about negotiation. Two people would sit across the table from each other, haggling over the fine points of a proposal until both were confident that they had negotiated the best p ...

Blog
5 MIN.

How to Manage the Decision Process

There are a few key elements that sales and CS professionals need to understand, in order to guide the decision process for their prospects and customers. The inexperienced rep will ask their customer ...

Blog
3 MIN.

Emotional Versus Rational Impact

If your sales team is still talking about needs and benefits, then they aren’t giving customers what they want. The focus in today’s world should be Impact. What exactly do we mean by Impact? Huma ...

Blog
9 MIN.

How To Design An Enterprise Playbook Aligned With Your GTM

Moving upmarket to sell to larger companies is a typical stage in a company’s growth journey. But what’s the best way to make that transition easier and faster? After advising many businesses on h ...

Blog
10 MIN.

How to create a Target Account List for your Enterprise team

What is a Target Account List? As digital marketing continues to evolve, the most successful B2B companies are putting more and more emphasis on targeting the right accounts. They don’t want to wast ...

Blog
8 MIN.

Rethinking the SKO

Modernizing from Sales Kick Off to Revenue Kick Off for more impact Companies are beginning to evolve and modernize their SKOs – turning them from one-time, entertainment-focused events into mor ...

Blog
3 MIN.

How to Engage Executives at your Key Accounts

Enterprise go-to-market teams are challenged now more than ever to engage executives to build pipeline and grow existing customers. At the same time, executives are more overwhelmed than ever with dig ...

Blog
11 MIN.

What is missing from MEDDIC

MEDDIC focuses primarily on closing the deal. SPICED can complement MEDDIC in order to fill the gap for the application to recurring revenue.

Blog
15 MIN.

Cultivating a successful sales culture

Creating the right culture is essential to any company’s success. The key pillars of a successful sales culture include a clearly articulated mission and revenue goals, the use of science-based meth ...

Blog