Proactive Decision Criteria: A Game-Changer for Sales Leaders
Description
Even if you have what looks like the perfect scenario in a deal, you can’t just sit back and expect the deal to fall into your lap, because you never know what could change.
In this episode of MEDMEN, Andy and Pim tell the stories of two solutions they were looking at buying, and how the final decision was influenced by the way the vendors chose to engage with them (or not engage with them).
Being proactive with Decision Criteria and stakeholder engagement is essential to differentiate yourself from the competition – and if these vendors knew that, the result might have been different.
If you have any questions, or any suggestions of what you’d like to see the MEDMEN cover next, make sure to comment below!
Until next time - cheers!
ABOUT MEDMEN:
MEDMEN is a MEDDICC MEDIA production, where CEO Andy Whyte and CRO Pim Roelofsen dive into aspects of the MEDDIC framework, and look good doing it.
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