Meddicc Advanced Competitive Sales Strategies Must Win Deals

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

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