The Economic Buyer Edition
Welcome to the third inspir’em newsletter
In this newsletter, we will be sharing insights, ideas and resources to help you and your business grow; be that personal development, building the right team for your needs or putting the structures in place to grow and maximise your revenue.
In each newsletter we will share our knowledge from the tech industry covering:
?? free information and advice on:
?Go to market strategy
?Organisational design & hiring
?Revenue execution
??news of our upcoming events
??how-to guides
??online & face to face course information
NEW CONTENT - Avoid the long grass with your Economic Buyer
With Q4 now in full swing, the last thing you need is your deal to get stuck in the long grass because you haven't connected with the Economic Buyer, nor have they sanctioned your business case.?
The next blog in our MEDDIC best practice series is all about avoiding the pitfalls of a stalled pipeline by ensuring you get to the right person. We will also give you tips to make sure that your deal is on the top of their budget priority list so you can close and hit your end of year numbers.
ARTICLE FROM THE WIDER INDUSTRY:
Even after you have identified the correct Economic Buyer, you still need them to approve the spend for you to close your deal.
Being able to influence the Economic Buyer during the deal process is an essential part of the process, and we have found a great article for you on doing just that: '5 Tips for Influencing Senior Stakeholders'
This article gives you tips on identifying the correct stakeholder and underscores that understanding their motives is a key factor in influencing them. Communication and strategy skills will also help you get the deal signed off and over the line.
BOOK RECOMMENDATION for all you sales leaders:
John is a 5-time CRO of public enterprise software companies and has implemented the MEDDIC sales protocol in many of the places he has worked. He provides many great lessons and is?a proven voice to read and learn from.?
FURTHER LEARNING - MEDDIC Foundations Courses
We run both online, virtual and face to face courses for MEDDIC. Our MEDDIC Foundations course is perfect for those new to the MEDDIC methodology and those wanting a refresher. After completing this course you will understand:
Visit our website to see our courses and find out how MEDDIC can help your business grow
We also deliver a bespoke, in-person MEDDIC programme (can be delivered virtually), tailored to your specific company needs.?Contact us to discuss how we can help transform your sales organisation.