Here is how you increase sales by 233%

B2B SaaS founders, listen up!

Here is how you increase sales by 233% in 4 years (or less):

MEDDICC is one of the most effective sales methodologies I’ve ever encountered for qualifying deals thoroughly.

In fact, the founder of the model – Jack & Dick Dunkel, while at Parametric Technology Corporation, used MEDDICC to more than 3x sales from $300 million to $1 billion in just four years!

Let’s break the model down:

🟢 Metrics:

↳ Use our tool to save $15,0000 each week by reducing TAT by 50 hours
↳ We can boost your revenue by 50% in less than a year

Tailored metrics to each client as needed – that’s the secret formula.

🟢 Economic Buyer:

Don’t hope a junior in a potential client’s company to pitch for you.

Spend your effort selling to the person with the authority to buy your product/service. Find that person and focus your effort on them.

🟢 Decision Criteria:

Align offerings with your client’s needs to project yourself as understanding and helpful.

Be technically, financially, and value fit for them.

🟢 Decision Process:

Ensure you understand their journey, from how they evaluate a deal to what they consider while purchasing.

Make sure you tick all the boxes.

🟢 Implicate The Pain:

Highlight their most pressing problems – revenue, costs, personnel, efficiency, etc.

Project yourself as their sole solution.

Saying: “My product will improve productivity” – is not impactful.

Say: “My product can improve productivity by 30% and help save costs by $50k/year.”

Your solution must directly affect the business’s time, cost, and revenue, making it more likely they will consider purchasing your product NOW.

🟢 Champion:

You’re an inside well-wisher. This guy wins if you win.

They don’t control the final buying decision. Still, they are great with their work, well respected and can sway the decision if they claim to benefit from your solution.

Identify the champions and nurture them by connecting them with subject matter experts, references, case studies, etc.

🟢 Competition:

Sometimes, your biggest competitor isn’t other companies fighting to win the same client but

↳ Internal projects
↳ Existing setups
↳ Fear to change

Plan for them as well.

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♻️ Repost to share with your network of SaaS guys!