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Description of  Meddicc Advanced Competitive Sales Strategies Must Win Deals

Published 3/2024 MP4 | Video: h264, 1920x1080 | Audio: AAC, 44.1 KHz Language: English | Size: 1.49 GB | Duration: 1h 20m Must win opportunities What you'll learn MEDDICC sales training: How to win deals in tough competition - when the odds are against you. Competitive sales situations, How to Identify, analyze and win Qualify and win formal purchasing processes (RFP/RFQ) How to apply advanced MEDDICC competetitive analysis How to select the best competitive win strategy How to create a competitive executive summary Requirements Description MEDDICC ADVANCED SALESTRAININGIn this MEDDICC sales training you will learn how to win deals in tough competition - when the odds are against you.This is the only MEDDICC sales training focused on winning when competing to win RFP ands must-win-opportunities.How to Identify, analyze and win:Competitive sales situationsQualify and win formal purchasing processes (RFP/RFQ)How to apply advanced MEDDICC competetitive analysisHow to select the best competitive win strategyHow to do deal-reshapingHow to sell to executivesHow to create a competitive executive summaryHow close the dealIn this very practical training you will learn how to use MEDDICC to do competitive analysis, select the best competetitive sales strategy and execute it to success. You will be able to increase your ability to communicate with your team about the opportunity and secure recources.This MEDDICC course is packed with examples ansd easy to use sales tools,Content preview:Competitive analysisWhat are your unique value proposition? How can you standout and be your customers best choice?Learn how to make a solid competitive analysis in less than 15 minutes and highlight red and green flags to your team - and select a winning strategyCompetitive winning strategiesWhat is the best winning stratetgy?Learn from world-class sales organizations - and master the 4 most successful sales strategies.Coach to winWinners are teamplayers. With the MEDDICC salescompass you will be able to evaluate the progress of you competitive sales efforts - and take action.What does others say:Mike Wilkisson, Salesdirector at Schneider:Thank you Jens for the learning & development through MEDDICC over the last two years. You've supported the team across an array of professional development, driving success and enabling us to form new and exciting processes that drive our client engagement.Look forward to continuing our development as our clients, markets and organisation evolvesJohan Nyman, KAM SD-WorxIt is "a step up" and above all useful in competition.Especially like:Decline RFPs/tenders in a nice way and try to "come to the table" otherwise qualify early (the guys on the team, want to answer everything without meeting the customer or influencing).Packaging/"wording" of the four different types of position, head to head, reshaping, re-position, land&expand.Sell a "preliminary study" slightly below 10% of order value (8-8.5% as you say), or go-live plan to anchor a process. Overview Section 1: Introduction Lecture 1 MEDDICC Competitive Sales Strategies course introduction Lecture 2 Winning in competition Lecture 3 Winning the deal if you are first (supplier A) Lecture 4 Winning the deal if you are late in the game (supplier B) Section 2: MEDDICC Qualifying a deal Lecture 5 MEDDICC - what, when and how to use to qualify your deals Lecture 6 How to respond to RFP?s and formal tenders, Qualify hard and save time Lecture 7 Competitive sales situations - an overview Section 3: Competitive Analysis Lecture 8 Competitive analysis Section 4: Selecting the Best Competitive Strategy Lecture 9 Competitive strategies Lecture 10 Head to head competitive sales strategy Lecture 11 Deal Reshaping competitive sales strategy Lecture 12 Deal Repositioning competitive sales strategy Lecture 13 Divide and conquer competitive sales strategy Section 5: How to executing competitve sales strategies to Win Lecture 14 Selling to Top-Management C-level Suite Lecture 15 Building a Compelling Executive Summary Lecture 16 Dela re-shaping sales conversation questions Lecture 17 Out of the box sales strategies Lecture 18 How to get to the negotiation table Lecture 19 Example of a Dealreshaping executive summary Section 6: Knowledge test & case studies Lecture 20 How would you act? Grishham Industries Lecture 21 How would you act? SigmaExell Plc Lecture 22 How would you act? ElectriCo Section 7: MEDDICC Salescompass Lecture 23 MEDDICC salescompass Section 8: Quiz Section 9: MEDDICC Sales Tools Lecture 24 MEDDICC Salescompass Lecture 25 GO-LIVE PLAN