Episode description
Episode description
Our Friday re-cap of MEDDPICC, the framework for understanding and predicting the likelihood of a sale or renewal. Today, Casey reminds listeners of the key parts of MEDDPICC and how to start putting the framework into action.
Takeaways
- MEDDPICC is a methodology to help customer success managers and sales reps understand the likelihood of customer renewal.
- Champions within customer organizations are crucial for fighting for renewal or purchase.
- Criteria for identifying a champion include access to the economic buyer, respect and influence within the organization, active selling on your behalf, and a personal interest in your software.
- Listeners are encouraged to evaluate their customer relationships and improve them.
Resources
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Credits
Show direction: Debra Wilson
Show design: Kensie Smith