Though you might have incorporated MEDDICC into your sales process, you, like many new adherents of the methodology, may find difficulty figuring out the E: Economic Buyer. A common challenge is determining who exactly the Economic Buyer is and whether or not there is more than one in a deal, particularly a complex one. Force Management Senior Facilitator Brian Walsh joins us to clarify a bit of the mystery that surrounds the Economic Buyer. He covers:

Why there is typically only one Economic Buyer in an account.
Key traits to look for when trying to identify the Economic Buyer.
How to respond if there is a new Economic Buyer in your deal.
How to request the help you need as you navigate your deal.

Here are some additional resources:

Getting to the Economic Buyer | Ascender Course
- https://bit.ly/3Km50LF
MEDDICC Certification on Ascender
- https://bit.ly/3zGfgJz
What to Do if You Can’t Gain Access to the Economic Buyer | Ascender Article
- https://bit.ly/40Q7yIK
What’s the Best Way to Test My Champion? | Ascender Article
- https://bit.ly/3Ml30WB

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Identifying the Economic Buyer

The Audible-Ready Sales Podcast

Using MEDDICC to engage the Economic Buyer

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