Our Friday re-cap of MEDDPICC, the framework for understanding and predicting the likelihood of a sale or renewal. Today, Casey reminds listeners of the key parts of MEDDPICC and how to start putting the framework into action.
Takeaways

MEDDPICC is a methodology to help customer success managers and sales reps understand the likelihood of customer renewal.
Champions within customer organizations are crucial for fighting for renewal or purchase.
Criteria for identifying a champion include access to the economic buyer, respect and influence within the organization, active selling on your behalf, and a personal interest in your software.
Listeners are encouraged to evaluate their customer relationships and improve them.

Resources
⁠⁠⁠⁠⁠Connect with Casey⁠⁠⁠⁠⁠
⁠⁠⁠⁠⁠Connect with Todd⁠⁠⁠⁠⁠
⁠⁠⁠⁠⁠Visit the show page⁠⁠⁠⁠⁠
⁠⁠⁠⁠⁠Get to know BrainStorm⁠⁠⁠⁠
Credits
Show direction: ⁠⁠⁠⁠Debra Wilson⁠⁠⁠⁠
Show design: ⁠⁠⁠⁠Kensie Smith⁠⁠⁠

Ver todos los episodios