Curious to hear from the community, what is the best sales approach for enteprise? MEDDICC, MEDDPICC, Challenger Sale, Command of the message etc. Also, what approach do the major tech companies train their sales team on?

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Learn them all and pick and choose your tools from each. I was originally professionally trained in one of the Big 4’s sales methodologies. I’ve learned, been trained in or read the books from the above…. Along with whatever a sales leader at whatever tech company wanted us trained in at Sales Kick Off that year.

That said, I currently sell artificial intelligence and find myself drawing mostly from the challenger sale at the moment as I have to challenge technology leaders to think differently.


Amazing man. Appreciate it. I am looking to transition into a more emerging tech sale like cloud or AI, so this great.

There's a difference between and sales process and a sales cycle measurement system. MEDDPICC is not a process, it's a way to determine how you're doing in the sales cycle (think Red/Yellow/Green). Insight Selling is the best sales process I know of, as its focus is on Collaboration and taking advantage of your (and your company's) deep knowledge of your prospects' industries & challenges.


Appreciate the insight.


Force management


Any recommended book or resource?

Meddic + challenger sale but before this, extremely good qualification during discovery using spinabt. More importantly always look for the compelling event.


Super helpful! How can you make it more conversational? Tone, voice, speed?

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