Udemy
    •  
    •  
    •  
    •  
    •  
    •  
    •  
    •  
Subscribe
Turn what you know into an opportunity and reach millions around the world.
Learn More
Your cart is empty.
Keep shopping
MEDDICC Advanced Competitive Sales strategies Must win deals
Rating: 3.6 out of 5(25 ratings)
95 students

MEDDICC Advanced Competitive Sales strategies Must win deals

MEDDICC MEDDPICC Must win opportunities
Created byJens-Peter Edgren
Last updated 3/2024
English

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

Explore related topics

Course content

9 sections • 25 lectures • 1h 20m total length

  • MEDDICC Competitive Sales Strategies course introduction1:58

    An overview of MEDDICC Advanced - competitive sales strategies - how to anticipate and plan.

    But most important: Know your position: First or late in the customer buyer process

  • Winning in competition5:07

    The customers know that if they let several suppliers fight for a deal, the conditions will be better. Some customers use formal procurement to control contacts with suppliers, where their purchasing department has set up the requirements specification and handles all negotiation. Other customers have less formal processes but give two or more suppliers an opportunity to present a quote.

    In order to win deals more often when you have competitors, you need to know how customers create their requirements specification, select the suppliers that will to compete and find out how they make their decision. You can divide your customers into two categories: those who know what solution they need and those who lack knowledge on what solution they need. The first category often selects a supplier, says what they want to buy and asks for a quote. Sometimes, they ask for a formal requirement specification and send it to several companies who can then submit a quote. The customers then choose the supplier with the lowest price. If you are to win this type of procurement, you must create a really good relationship with your client (usually one or a couple of people) and set your price at about the same level as your competitors. Then, your competitive advantage becomes your good relationship to your client. It is of great value for the customer because they know it is safe to do business with you: they can trust you to deliver. If everything else is equal, it is the relationship to the client that is crucial. Review your hit rate on this type of deals and you will see which customers trust you and which seem to trust your competitors more. Sellers often underestimate the value of building these types of risk-minimizing relationships.

  • Winning the deal if you are first (supplier A)1:20
  • Winning the deal if you are late in the game (supplier B)1:46

Requirements

  • You are selling and managing professional sales - or are interested in understanding professional selling

Description

MEDDICC ADVANCED SALESTRAINING

BASED ON THE BOOK "The New MEDDPICC sell more, faster" by Jens P EDGREN - avaiable on Amazon

In 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 situations

  • 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 do deal-reshaping

  • How to sell to executives

  • How to create a competitive executive summary

  • How close the deal

In 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 analysis

What 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 strategy


Competitive winning strategies

What is the best winning stratetgy?

Learn from world-class sales organizations - and master the 4 most successful sales strategies.


Coach to win

Winners 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 evolves


Johan Nyman, KAM SD-Worx

It 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.



Who this course is for:

  • Sellers, managers and bid-managers that wants to sell more, faster through qualifying and winning b2b deals

Report abuse