#97 - Staying ahead with MEDDICC (Andy Whyte, Founder MEDDICC™)

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS When you are trying to clone that first rep, make sure that you don’t confuse personality with skill set. Your customers have the answers. Talk to your customers...

9 Sep 202434min

This is an except from the Topline podcast with Sam, AJ, and Asad Check out their GTM podcast here: https://www.joinpavilion.com/blog/tag/topline-podcast Join our weekly newsletter Things you can...

6 Sep 202414min

FOUR ACTIONABLE TAKEAWAYS Instead of lecturing a rep who hasn't followed expectations, ask what's preventing them from doing the task. This helps identify roadblocks or allows the rep to own up to th...

5 Sep 202432min

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS In rip-and-replace deals, start by asking why the existing solution was chosen to understand the problems and motivations behind it. Late in the deal, confirm wi...

3 Sep 202436min

FOUR ACTIONABLE TAKEAWAYS Do not neglect internal research when you're preparing for a sales call. Find out if your company has spoken to them before and dig internally. Prep for your sales calls by...

2 Sep 202434min

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Clearly communicate metrics, quotas, and potential performance improvement plans (PIP) during onboarding Design compensation plans that allow top performers to e...

29 Aug 202434min

FOUR ACTIONABLE TAKEAWAYS If you make a mistake while recording a prospecting video, don't discard it. Send it anyway, as it can add authenticity and still lead to positive outcomes. When you feel t...

27 Aug 202431min

FOUR ACTIONABLE TAKEAWAYS If you say yes to doing something for a prospect and then realize you shouldn’t have offered that, call them to apologize. If you are giving reasons to a prospect for why s...

26 Aug 202430min