Nobody Regrets Qualifying Out. But so few people do it enough.

Andy Whyte has a few thoughts here on value, stakeholders & process.

👉 Here are 5 Insights from him on how to qualify more & better

with Andy Whyte on our Europe’s B2B SaaS Sales Podcast (1st comment).

1️⃣ Focus on value instead of your pipeline.

Very few sales people qualify “hard” enough.

They focus primarily on if they can add a deal to their pipeline.

Instead focus on if you, your company & your offering adds enough value.

2️⃣ Trust is built upon value & respect.

Trust is hugely underdiscussed in sales.

Lead with social proof from customer case studies.

Have an open conversation, identify pains, rank them.

Then implicate & quantify pains & how you can help solve them.

3️⃣ “Transfer pain” by being prepared.

Don’t prepare your demo “talking about all your bells & whistles.

Instead invest into preparing insights on why buyers take action.

Then leverage those to share why other companies took action already.

4️⃣ MEDDICC is NOT a retrospective after-action review tool.

Adding 7 fields to Salesforce will not make reps more successful.

Because sales people hate admin work, but love actionable insights.

Therefore use MEDDICC starting in your preparation before even the 1st call.

5️⃣MEDDICC is “like Brazilian Jiu-Jitsu (BJJ) for qualification”.

BJJ isn't the only 'framework' in MMA for “groundwork”.

Champions have used Judo, Sambo, Wrestling among others.

But simply no other framework has the quantity of Champions as Brazilian Jiu-Jitsu..

Thanks so much for your contribution to making qualification so much better!

#podcast #startupsales #b2bsaassales #startup #salesplaybook #qualification