This article provides methods to effectively expand the network of important customers. How you can motivate and engage your contacts to open new doors - with the aim of gaining a greater understanding of the customer's needs, creating more business opportunities and expanding your business. With more contacts, your risks of losing the account are minimized if your most influential champions change positions.

The signals I get from many companies – especially SaaS companies – that times are a bit rough right now. Sales are down, customers postpone decisions, and the pressure for performance increases.

Sales challenge: customer meetings are moved forward at short notice or cancelled – how to save?

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In this chapter you will learn one of the most important keys to winning the big deals, that is finding your What i. You will learn why you must have at least one person with the customer who sells for you when you are not there.

In this chapter, you will get a method for early mapping the customer's decision-making process, which steps and time frames apply.

Gain a deeper understanding of how customers make decisions and how they use decision criteria to choose the best option.

Learning from people who have world-class sales performance seems to be the best way to succeed.

MEDDICC is not a sales process or even a sales method. MEDDICC is basically 7 questions that sellers must have answers to in order to decide whether the deal is worth investing in or not.

"Letting the salespeople make forecasts themselves is like giving the keys to the prison to the prisoners" 1) Mike Bosworth

Implementing MEDDICC in the sales force

Control the decision process with MEDDICC

Storytelling, the key to successful needanalysis

Harness the power of storytelling to connect, engage, and influence buyers. Transform your sales pitches into compelling narratives that drive action and build lasting relationships.

MEDDICC qualify like a pro

Champion is an individual within the potential customer's organization who actively supports your solution, advocates for your product or service, and helps navigate the internal decision-making process.

What is pain? The consequence of doing nothing when disaster strikes

MEDDICC® - winning requests - decision process

Winning Strategies

Creating good looking Sushi were a way to increase sales too.

The Solution Selling process of selling products, services and projects is basically the same.

Every seller has a super skill

I guess you want your sales people to feel energized, take initiatives and be proactive with customers.

Co-creative leadership - from MBO to principles - a Discovery at Burning Man

Why Social Selling masters sell 170% more

A cold sales case. Many salespeople seem to collect them, at least their pipelines are full of them.

A hardened Seller exclaimed, "Tomorrow will be my happiest day, I will sell 74 percent of my budget." He referred to the fact that his planned closing date of large deals was the last day of that quarter. Unfortunately, closure was not confirmed with the customer.

Sellers today spend all day at the office, building a LinkedIn network. What is wrong with calling a prospect and go out and sell?

The mortality rate of new sellers or experienced sellers at new positions is terribly high.