Deep dives on sales process best practices
Sharing what we know
The MAPChallenger knows exactly where every deal stands, which Mobilizers needs to do what, and when the deal will close, go live and deliver customer ROI.Read the whitepaper for more
For today’s high-expectation, low-risk buyers, MEDDIC has four major gaps. A Mutual Action Plan as a front-end to MEDDIC fills the holes.
Any sales manager who is looking to understand where the greatest gains can be made across their team should use this collaboration maturity model to evaluate individual contributors, the team as a whole, and their technology stack.
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...