The elaboration of a pitch on the customer's Return on Investment or Payback Period is one of the key skills needed for every B2B Enterprise Sales person selling equipment, installations, software, hardware, SaaS, etc... Even though this course is not part of the original MEDDIC, it is extremely important for reps to be able to transform METRICS into a financial pitch which can lead to the purchase order.
A good ROI pitch delivery helps to:
- Justify your pricing
- Avoid discounting
- Shorten sales cycle
- Create a sense of urgency
This course is composed of:
- 11 min video
- 10 slides
- 1 Quiz (to be added soon)
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About the instructor
- Founder of MEDDIC ACADEMY,
- Former Executive at Agile/Oracle, PTC, Schlumberger.
- Serial Entrepreneur in SaaS and Enterprise Software with 2 exits.
I started my career in France as a robotics engineer, a sales engineer. I quickly moved to sales with almost 200% quota achievement each year.
I got promoted to management and later, at age of 28 I became the
CEO of a subsidiary of Schlumberger running a $10M million business.
So I was successful very fast. But I was more interested and intrigued by startups.
I joined PTC where I took my business unit from $4M to $27M in 3 years, and up to 150 people, in the most strategic region for the company;
France, the fiefdom of the main competitor, Dassault Systemes.
With my team at PTC, we proudly outsold Dassault in their own home market.
PTC is obviously where MEDDIC was invented. After PTC I founded 4 startups with 2 exits and led sales teams at established companies such as Agile/Orcale and Think3. I trained my teams on MEDDIC in all those roles.
But my passion for SALES goes far beyond MEDDIC: For my startups, I was the first sales rep in my own company selling to everyone: selling to customers of course
but also selling to employees because I wanted to bring in the best talents, and selling to investors because I needed to raise funds (and I raised 5 rounds, an aggregate of almost $20M). Thats' why you are seeing here other sales courses
that I have built based on my 30 years of experience.
Remember: "Nothing Happens Until You sell something to someone."
Welcome to MEDDIC ACADEMY!