The Audible-Ready Sales Podcast Handling Competing Initiatives
Mar 26, 2024
John Kaplan, a sales and revenue growth expert, shares practical tactics for discovery and prioritization. He explains how to uncover competing priorities with targeted questions. He discusses using MEDDICC to map decision criteria and measure impact. He shows ways to create urgency by helping customers own their pain and when to pause while staying engaged.
AI Snips
Chapters
Transcript
Episode notes
Run Deep Discovery On Priorities And Plans
- Do run deep discovery to uncover business outcomes, sequence, and specific plans they have to reach objectives.
- Ask targeted questions like how initiatives are prioritized, what's the biggest business issue, what they're currently doing, and how success is measured.
Use MEDDICC To Reveal Competing Initiative Priority
- Insight: MEDDICC/MEDPIC elements directly reveal competing initiatives' priority through decision process, criteria, metrics, and economic buyer mapping.
- Mapping identification of technical and business pain plus negative consequences tells you whether your initiative will rise to the top.
Link Technical Pain To Business Consequences
- Do tie technical pain to business consequences and show how your differentiation influences decision criteria and success measures.
- Use proof points and case studies after you demonstrate you understand their pain and the decision criteria you can affect.