by Tom Williams | Homepage-Block-1, White Papers, Here's What To Do
MAPChallenger! A DealPoint Whitepaper When we read the second Challenger book, Challenger Customer, we got truly excited. Some of the leading thinkers in the industry were saying buyers need help buying. We concur! But if you don’t have an easily adoptable...
by Tom Williams | Homepage-Block-1, White Papers
MAPMEDDPICC! MEDDIC is a great methodology because it’s not too prescriptive, and with the freedom to add just about any letter of the alphabet to it — MEDIC, MEDDICC, MEDDPICC, MEDDPICCR – it’s flexible enough to meet every org’s needs....
by Tom Williams | White Papers
A maturity model helps organizations understand how sophisticated their strategy & process is for a particular capability or business process. The first capability maturity model was created by the DoD in the 1990s, but since then the idea has extended from...
by Tom Williams | White Papers
After 50+ interviews with sales leaders at companies like Dell, Workday, Oracle, and Cornerstone, it’s clear that the best sales teams practice proactive disqualification, which is the idea that being “qualified” is not some everlasting attainment of sainthood, but...
