Get your meddic certification for customer support with airSlate SignNow

How to create outlook signature

hello friends and welcome to another video now in this video i'm going to be working to dispel the top 10 myths that i hear about medic on pretty much a weekly basis let's get into it medic myth number one medic is a sales process wrong medic is not a sales process medic is a qualification framework or methodology a sales process is something that is a series of steps that takes your deal from your first engagement with customer through to the closed cell and all of the steps and stages that you have in between that process uh qualification framework tells you first and foremost should you be in the deal and if you are in the deal what things should you be doing in the deal to stay on top of it to stay qualified that you should be within it now you may be thinking well that sounds quite similar you know why does it matter well it matters like this because when people start to think about a sales process and they think they think they can only have one which is kind of correct you can't have two sales processors however medic works with all sales processes it complements sales processes the same with sales methodologies medic complements them and it actually makes them better how you talk to your customers the process you follow to engage with your customers that is what medic suits to qualify now there's all kinds of misconceptions that come when you make get this wrong and it could be thinking that well we can't use medic because we already have a sales process we can't use medic because we already have a sales methodology medic is not good for how customers like to talk to us so that's why it's really important you don't get that bit wrong and that first myth brings me neatly onto medic myth number two which is that customers dislike being sold to with medic this is a weird one for me because there's no reason why customers should know that you're selling to them with medic i guess the only reason it could happen is if you're kind of leaning into medic too much let's just think about what would happen if that was to be the case first and foremost you'll be focused really on the pain and the metrics so you'd be looking to really quantify any pain you found with metrics which for me i think if i'm a customer that's a good thing secondly you're going to be focused very much around the criteria in which the customers make the decision and the process in which they're going to be making that decision which again for a very interested customer is a good thing you're going to be focusing on making progress and then third the stakeholders now if you've got a properly engaged customer who's serious about buying a solution then they're going to want your help to engage stakeholders who are part of that decision process so for me the only customer that would be unhappy with somebody using medic would be a customer that isn't really qualified and probably one that you need to qualify out of and therefore medic's done its job medic myth number three medic is just for forecasting no wrong you're using it wrong i mean don't get me wrong it's the best thing out there to help you accurately forecast but it's the work that it helps you to do as a salesperson leading up to making that forecast where medic really really proves its value it's going to help you figure out first and foremost should you be in this deal or not obviously if you're not in the building you're never going to forecast it but more importantly if you are in a deal it's going to help you to figure out what are the things you're going to need to do to get yourself in a position where you can accurately forecast a deal and that's just an outcome of good selling be able to accurately forecast is a symptom of good selling you can only accurately forecast if you're doing a good job of selling and if medicus can help you to do a good job of selling and you know as i say a byproduct of that is you're able to accurately forecast then you'll always always be a very successful sales person because you've obviously got the skill but being able to accurately forecast will mean that the sales leaders are working at the hottest opportunities who want you to come and work for them so much more than just medic myth number four if we use medic then we'll qualify out of too many opportunities yeah that's a thing right if you qualify opportunities and they're not qualified you should qualify out that's that's how it works that's a good thing that's a good thing it means that your sales team are not pursuing unqualified opportunities it means it frees up their time to focus on qualified opportunities and with the time they have left over they can put back into pipeline generation so it's a very good thing now i'm not going to just dismiss that objection or objection you're telling my sales guy right i'm gonna dismiss that myth um just like that because i know that's very easy to let's dig in a little bit more to a problem here's here this sales leader thought that they had a um a small total addressable market tab and that they shouldn't dismiss any opportunities at the earliest opportunity because they need nurturing which is cool right we don't all some people are creating categories with new products and that kind of thing it doesn't remove the fact that to have an opportunity you have to have a champion or at least have a pathway to a champion it doesn't move the fact that the customer has to have a pain that you need to solve and you have to be able to quantify those pains with metrics so all of those things regardless of how small and how new your product how small your market is and how new your product is still exist and so dismissing those just because you want to kind of build this faux pipeline is a very bad thing to do so yeah it's not gonna somehow ruin your sales pipeline by qualifying better it's only gonna make it better medic myth number five you don't need any more letters than the original six letters of medic m-e-d-d-i-c i mean i don't hear this one so much anymore thankfully but there are still a few people out there that think that the evolution of medic to include an additional c for competition and the p for paper process is um necessary they think that those those letters can be rolled into the former letters and actually did a whole video about this so i'm not going to go too much into depth about it but what i will say is this every single day in our industry over a hundred new sas companies start a hundred a hundred new sas companies potentially a hundred competitors to you right and the reason why they can do that is because technology is of course eating the world software is eating the world and there's more ways to solve it's also easier to start a software company today so whether it is a direct rivalry of yours or whether it is another initiative that's taking the same budget that you're trying to align your project to or another form of competition could be the organization you're selling to decides to somehow build the solution themselves the competition landscape is far broader than before so it's worth in my view calling it out as something to very much focus on the qualification of so that's why you should consider but if you don't want to you don't have to but you should consider adding an additional c to your medic and then when it comes to p for paper processes how it's most commonly used think about it medic was created 25 years ago you bought software on premise you owned the licenses they're perpetual licenses there was no slas around cloud agreements there was no data privacy laws like there are today there was no you know all of these things you know all of that different those different layers of complexity that go into the paper process didn't exist back then so it makes sense to in my view to stop deal slipping to cool out the paper process but if you want to put it inside the decision process if that works for you then all power to you the last thing i'll say with you on this point was the point i always make the guy that invented medic is dick dunkel he currently leads sells enablement at a really cool company big up and coming company but for them the p in med pig stands for partners not for paper process so if he can see it fit to change it then you can as well don't let anybody tell you anything different medic myth number six medic is uh just for sales teams wrong medic is best when it's used as a common language across the entire revenue organization and in some cases even further than that if you think about how you involve the executives in the sales process so what i mean by that is if you think about the common language of how you discuss your revenue how you discuss your engagement with customers and potential customers having the same definitions and the same view of things is a very very good thing it's very very useful i've actually done a video about this which i'll link somewhere but the idea is this if you think about your go to market who you're talking to and what you're saying to them medic helps play a role in that obviously all the way through the sales cycle and then post sale what better handover than a medic handover to customer success it's going to tell you why they bought what problems you're solving what value they're expecting who is involved in the decision process how did they make a decision and why did you win most importantly overall and how can you sort of really sort of delight and hit the ground running from there so yeah medic is much much more than just a framework for the sales team medic myth number seven yeah medic just won't work for us because uh we're different or our products different or our industry is different or whatever not quite true in fact not true at all because whether it's public sector private sector whatever the industry is whatever the technology is you're selling medic can play a very very valuable part to help you understand should you be in the deal and what should you be doing in that deal to win the only exception to this is if you're selling a commodity but even then i would say that it's going to help you to distinguish yourself against the other people selling the same commodity because you won't all be identical otherwise the only differentiator will be priced and then you know you don't really need sales people then it's just like send over your best price medic myth number eight medic has to be implemented this is a funny one this one because there is no gold standard with medic there are organizations that implement medic very very well they make it part of their sales process they include as part of the steps in the crm they include it in their value messaging they go to market the way they talk to their customers everything you know medic becomes their common language when they talk about any engagement with a customer or potential customer which is great but what it doesn't mean is that to use medic you have to go to that level of implementation in fact as you'll see in a later myth medic works very very well and first and foremost should be used just as an individual contributor to help you qualify where you are in your deals so no medic does not have to be implemented to be used medic myth number nine medic is bad for sales culture now this is one that i don't want to just dispel as a myth because i think that this is something that's very very important it's definitely something that's very dear to my heart it's a sales culture i genuinely believe you cannot have a elite sales organization unless you get the culture right i think it's a really really fundamental part of having an elite sales team to get the most out of a sales organization you have to have good culture and what i often see happen is that medic becomes an extension of a bad sales culture and let's be honest here bad sales culture is generally driven or at least tolerated by sales leadership so the buck kind of for me the sales culture not the overall company culture but for the sales culture it lies with the sales leadership and if you have bad sales leadership and you give them medic it's just gonna be another tool they can use that enables them to be bad sales leaders the analogy i like to use here is is to think about medic the same way as you think about the laws the laws of the land if you have a society that has laws it's a much better society than one that doesn't have laws but if you live under an evil dictator then they'll use those laws to be against their people and unfortunately medic can kind of fall into that kind of uh situation but if you have good sales leaders whose goals are to make you successful and buy proxy they're going to be successful their medic just becomes another tool in your arsenal to help towards making you successful not to micromanage you not to kind of pull faults with what you're doing none of that stuff that is about medic myth number 10 is medic is just for sales leadership now as we discussed in medic myth number eight i think it was around medic having to be implemented where i said actually there's the real value of medic the number one value for me of medic comes from just being an individual contributor just using yourself to qualify what you need to be doing in deals to be able to put yourself in pole position to win that for me is the number one value of medic so let's just for a second imagine you work for a company that has no targets no forecast but you're still a driven sales person you're still trying to earn commission you're still trying to make sales put yourself in that scenario you still need to understand what is the pain that you're solving you still need to quantify that pain that's the i and the m of medpick or medic you need to understand that the the stakeholders in the buying decision not just the overall authority and champions and coaches and all that sort of stuff but also who are your competition that's a big part of medic as well and then you really have to understand the actual process in which they're going to go through to make that decision you need to understand what is the criteria they're making that decision this is all fundamental things about medic that regardless of the sales leadership regardless of forecasting regardless of any of that stuff that to be able to sell well in modern enterprise sales in complex sales you still need to have those things so medic yes is great for sales leaders to help their sales teams to make sure they're qualifying and thinking about all the different things that can provoke ourselves into moving deals forward but even without sales leaders it's a great great framework for you to use so there you have it the 10 most common myths of medic dispelled gone never to be heard from ever again and if you ever do hear them you know to send them this video that's it my friends thank you very much for tuning in please hit the subscribe button hit the like button and if you thought we've missed any myths out that we should have talked about please put them in the comments below until the next time let your champions be strong see ya