QUALIFICATION TRAINING
Identify, Qualify And Acquire Quality Leads
MEDDIC lead qualification training
Identify, qualify and acquire high quality leads.
MEDDIC SALES Training
stop wasting time on unqualified leads
instead LEARN HOW TO IDENTIFY, QUALIFY and ACQUIRE LEADS THAT are most likely to buy
When leads are qualified properly, less time is wasted on people not likely to buy from you; allowing you to hone in on the ones who are.
SOCO®‘s lead qualification training incorporates MEDDIC and MEDDPICC sales qualifying methodologies, depending on the deal size and buying process of our clients.
Our sales qualifying training is designed to train teams to develop the skills needed to assess and rate their leads, allowing them to determine the best way to effectively handle each lead.
Signs that your team needs to learn how to qualify
- They're not selling to decision makers
- They have a 'good feeling' about a prospect, but don't have a criteria to base it on
- They don't know what makes a high quality prospect
- They're chasing deals that aren't likely to close
- They don't know what a company champion is - or why they're crucial
- They don't know the customer's budget or how to find it out
- They don't know the criteria your prospect uses to make decisions
Why the MEDDIC Sales Qualification Approach?
MEDDIC, MEDDPICC and its variants are hugely popular sales qualification methodologies because they ensure sales representatives find out all of the information needed to not only make sure your lead is worth pursuing, but to also make sure you’re selling to the right person at the company. When qualifying is done properly, reps will have a much better understanding of their prospect’s buying process and will be able to do sales forecasting with improved accuracy.Â
Here are the benefits to having your team use MEDDIC to qualify sales leads.
less time wasted on 'bad leads'
Qualifying leads involves rating your leads against a pre-determined criteria to ensure they’re a good fit for your solution. By doing so, sales professionals can avoid wasting time on people not likely to do business with them, while putting all of their efforts into the people who should be purchasing your solution.
only sell to decision makers
Too many sales professionals sell to people who can only say “no” but can never say “yes”. To maximise conversions, sales professionals need to find out who all of the decision makers are, so they can address their individual needs.
understand prospect's Decision making Criteria & process
By determining the factors your prospect uses when making a buying decision, you can decide whether your company can meet their criteria. This will also enable your team to create a sales presentation that addresses their specific buying needs.
establish an internal Champion
With large, complex deals, it’s essential to have an internal champion – someone who will actively work towards the company’s adoption of your product. Establishing an internal champion is an important part of the MEDDIC sales qualification process.
thE RESULT
When reps go through MEDDIC lead qualification training, they’ll learn how to implement each of these steps, so your company will have a consistent and structured way to determine whether a lead is a good fit or not. They’ll also gain valuable knowledge about the company that is needed to help your team sell to them more effectively.Â
QUALITY QUALIFICATION: MEDDIC lead qualification TRAINING
Identify, qualify and acquire high quality leads.
MEDDIC SALES qualification TRAINING: IDENTIFY, QUALIFY & ACQUIRE
SOCO®‘s MEDDIC Lead Qualification Training is for sales teams responsible for identifying, qualifying and acquiring high-quality leads. In particular, it focuses on how to consistently determine whether a lead is the right customer for your company. At the same time, how to skilfully gain valuable knowledge about the company, enabling teams to sell more effectively.
In this program, attendees will learn how to apply these skills by learning through a combination of strong content, interactive and industry-specific activities, group discussions, role-plays, case studies, engaging videos and Q&A’s.
Duration
1/2 to 1 Day or Multiple 120 Minute VILT Sessions
For who
Sales Professionals, Sales Teams & Entrepreneurs
Format
Live Workshop or
Virtual Instructor-Led Training
Which Approach is Best: MEDDIC, MEDDICC OR MEDDPICC?
With several lead qualification methodologies to choose from (including MEDDIC, MEDDICC, and MEDDPICC,) all with unique benefits and drawbacks, selecting the right framework for your team is challenging.
At SOCO/, we can train on any of these methodologies, and the decision to use one over the other should be based on your product and sales process.
To do so, we thoroughly analyse your sales process to determine the best methodology to help your team qualify prospects more efficiently and effectively.
This thorough approach ensures that your sales qualification process is only as complex and in-depth as it needs to be, ultimately leading to higher close rates and increased revenue.
Course Outline
- Uncover decision making criteria
- Sell to people most likely to buy
- Determine decision makers​
- Establish an internal champion
- Create accurate sales forecasting
LIVE IN-PERSON, LIVE VIRTUALLY OR ON-DEMAND LEARNING
CHOOSE THE TRAINING DELIVERY THAT WORKS FOR YOU
Live In-PERSON TRaining
SOCO®‘s onsite training, brings our experienced instructors to you. Learners can learn new skills with their colleagues, while engaging in role plays, brainstorming exercises and active group discussions. They will get coaching and feedback during the session to learn, practice, and improve new skills.
E-LEARNING | SOCO ACADEMY
VIRTUAL INSTRUCTOR-LED TRAINING (VILT)
All of our live virtual training programs are highly engaging and interactive. Our VILT solution combines over 20 years of sales experience with video and digital technology. It creates a virtual classroom that mimics in-person learning.
We achieve this by using a combination of chat, polls, and live discussion to participate in the training. As well as encouraging the use of breakout rooms for group discussions and sharing critical points to reinforce training.
MEDDIC SALES QUALIFICATION TRAINING IS AVAILABLE IN GLOBAL LANGUAGES
SOCO Sales Training offers training in various languages, including European languages and APAC languages like Indonesian, Thai, Mandarin, and Vietnamese. Regional teams can learn new skills in their native language while minimizing downtime and maximizing results. Training sales teams around the world so everyone can learn the same cutting-edge skills.
MEDDIC lead qualifying PROGRAM MATERIALS
All participants receive complete MEDDIC Qualifying Training workbooks, post-training reinforcement content and access to our exclusive community Facebook group for ongoing support.
IDENTIFY, QUALIFY AND ACQUIRE high quality LEADS
•QuickBooks•
•MAERSK•
•Salesforce•
•Fuji Xerox•
•Zendesk•
Get a quote or find out the right pillars and modules for your team. Our experienced program advisors are happy to help.