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A good Customer RelationshipManagement (CRM) tool is crucial here. Clarify what the MEDDIC sales process will look like in your organization: Work out step-by-step instructions for how sales reps should apply MEDDIC, so everyone’s clear on precisely how to use the framework effectively.
Territory sales managers are typically focused on a few large, high-priority accounts. They use customer relationshipmanagement (CRM) software — typically equipped with AI and automation tools — to schedule calls, update customer and lead details, and keep track of outreach.
This is different from other sales techniques where you’d begin by engaging in relationship-building chatter, such as inquiring about the buyer’s weekend plans. A Challenger seller starts the sales call by immediately educating the buyer. They are telling, not asking, about the buyer’s problems.
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