6 min read

MEDDIC vs MEDDPIC vs MEDDPICC: Does It Really Matter?

By Roque Versace on Apr 14, 2020 3:22:13 PM

In the past few years, Zendesk brought its sales forecasts from 25% accuracy to beat the 5% industry standard and achieve an astonishing 1%. How?

The company owed the improvement in large part to implementing MEDDPICC, a variation of the MEDDIC sales methodology. Along with a second variation, MEDDPIC, each methodology provides a powerful foundation and common language for qualifying sales opportunities.

All three methods help sales teams home in on the best deals and make sure they close, but in slightly different ways.

Topics: Best Practices Growth Sales Leaders Sales Operations Sales Process Sales Enablement
6 min read

Using Troops to Stay Agile and Effective During COVID

By Scott Britton on Apr 9, 2020 4:46:44 PM

The word that keeps coming up again and again on every leadership call I’ve been on is “agility.”

Topics: Sales Strategy Sales Leaders Sales Operations Remote Work
2 min read

What Is Sales Operations and Why You Need It

By Scott Britton on Oct 18, 2016 7:28:07 PM

If you're in or around the world of high-growth technology companies, maybe you've noticed an increasing demand for Sales Operations, and business operations more broadly.

Topics: Sales Sales Operations