Meddic metrics for operations

How to create outlook signature

I did a post about medic last week you know I don't have any idea of what what posts are going to do well or not but I did a post about medic last week and my goal in the post was not to like my goal for talking about medic isn't to say it's like it's terrible it doesn't work my point is it was built in 1996. so one of the most common sales methodologies that people use was built in 1996. wow A lot has changed my friends since 1996. okay let's talk about a few of those metrics okay sometimes people don't have a metric tied to something right maybe sometimes people just have a hunch that this is going to help them like don't get me wrong having a metric is important but it's not like the end-all be-all the biggest issue with met with medic if your organization subscribes to medic it's the disciple Etc is the concepts for me around economic buyer and champion and probably even competition too my friends today there are like eight people who could be the economic buyer and like a small deal there are like the definition of champion I can ask 10 reps tell me what a champion is and I get 10 different answers like look I'm all for getting more people involved in the process but the thought that if I identify the economic buyer and I get a champion that I'm going to close more deals is just is not true you need to engage a lot of people in a deal I think with stats are like there's five to seven people involved in every single deal all of them could either be you could have the lower level person be the the the final naysayer in a meeting with a group to say like now we're not doing that no way that's not going to impact me so again adapt these processes to your business most sales methodologies I kid you not have found this crazy stat most of them are like 20 30 the most recent one is Challenger sale and that was before like Amazon Prime really even came out think about that Netflix wasn't even a thing when Challenger sale was like developed like they're just so many advances that the most important piece of advice I can give you is build a custom customer Journey for your customers a lot of customers in there customs and customers okay that those are the people that are going to win the people that do surprise and delights the people that map a customer Journey first and then use pieces of these in their process but it's not it's not your methodology and and I don't care what you like you know you can tell me and I did another follow-up post about how medic is 100 a methodology because again if it's something that you're telling it's informing the questions that people ask it's informing the way that we're supposed to interact with people if you literally Google definition of sales methodology it is it is medic so you know it's it's really important as we move forward where buyer Journeys are more Dynamic that you don't subscribe to a one-size-fits-all methodology and jam it into your customer instead you map an ideal customer Journey where they can learn asynchronously you've got different ways they could maybe view a demo they could self-service if they really want to and then talk to a person you have to build these more complex customer Journeys it's just it's just going to be critical as you scale your sales organization and move forward so I'm all for some of these methodologies but make it work within your customer Journey not your sales process that you're shoving down [Music] thank you