The Round-Up Edition
Welcome to the final inspir'em newsletter of 2022.
Since September, our customers have shared their amazing journeys with us to support coaching their teams to deliver personal growth and an increase in revenue.
Before we get into the round up of our blogs - we would like to take a moment to say thank you to all our customers for their business in 2022. We have had so much fun with you and your teams and we look forward to working with you in 2023!
Merry Christmas,
From Emma & the inspir'em team
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2022 Round Up
Over the course of Q4, every other week, we have shared 7 new blog posts from our MEDDIC Best Practice Series; each one covering a real world application of the letters that make up MEDDIC, plus an extra one on the importance of enablement.
As an end of year round-up, here they are, all in one place, in the order you meet these letters in your typical sales cycle:
Identifying pain and demonstrating how your solution is the antidote is the first step in the sales process, it’s what will get you through the door.?
Always remember, your customer’s success is?your?success.
Metrics is all about collecting and collating numbers; from knowing the size of the company that is most likely to buy your solution, to quantifying how much more money your solution can generate for them and many more besides.
These numbers will work hardest for you if they are shared with the whole go-to-market organisation. By keeping your metrics siloed within each team you are not optimising your sales capabilities, directly affecting company growth.
Choosing the right Champion is the difference between getting your deal over the line and not. They are the key to your success.?
Use this blog to see if you have chosen the right person for the job, and it will flag up some warning signs that you might need to change tack.?
In this Economic Buyer blog we focus on 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.
领英推荐
When talking about Decision Criteria, every department will have their own criteria and they will all be different.
Some will be vitally important, whereas others might fall under the ‘nice to have’ category.
This blog gives you ideas, hints and tips about mitigating customer bias and where to look for that ‘must have’ criteria so you can get your solution to the top of the shopping list.
If you are working back from the Christmas deadline to close your deals, you need to ensure customers are in a closing motion by mid-November or that important Q4 deadline will slip by.?
Knowing what the?Decision Process?looks like for your customer to purchase software is a vital piece of this puzzle.?
A close plan, or mutual success plan, will help you work through each step and keep to the Q4 deadline.
and finally, Enablement Excellence - the importance of Embedding
This blog is one for sales & enablement leaders and is all about embedding excellence in your sales organisation thinking about the SKOs of 2023.
It highlights the investment needed by managers to ensure the return on investment for any enablement exercise. This is especially true if bringing in outside expertise to help increase your revenue.
As much as we would like it to, change doesn’t happen overnight. The fastest, and by far the best results in terms of increased deal size and increased win rates by the sales team, are seen when the managers are?in the room?when we deliver our sales training.
So, for tips and ideas on how sales managers and the enablement team can maximise our training and increase revenue, this blog is for you.
??LIVE MEDDIC COURSES ??
We have added two NEW MEDDIC course formats for the new year. Suitable for founders, sales leaders, quota carriers, pre-sales and customer success individuals.
Book a place to kick off your Q1 2023. On these courses you will:
We also deliver a bespoke, in-person MEDDIC programmes (can be delivered virtually), tailored to your specific company needs.?Contact us?to discuss how we can help transform your sales organisation.