Meddicc Advanced Competitive Sales Strategies Must Win Deals

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

You are selling and managing professional sales - or are interested in understanding professional selling

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

Sellers, managers and bid-managers that wants to sell more, faster through qualifying and winning b2b deals