Only elite sellers use MEDDPICC this way — The I in MEDDICC has a few definitions. A common misconception is that the I is just a way of getting to the P which stands for PAIN. …

It’s the White Elephant in the room. — Jeremiah is one hell of a professional. He’s been working in Human Resources for over 17 years. When I first met him as part of a panel of people interviewing him for his role at Branch I instantly knew he was the real deal. …

You are losing deals because you miss this easy win! — Ask top-performing salespeople what they feel is the most important stage of the sales process and they’ll tell you it is discovery. It’s a question I ask in all sales job interviews and I’ve never hired anyone who doesn’t gravitate their answer around the importance of understanding their prospect. It…

How me going out of my way to help an elderly lady got me scorned — I have patience for the old lady that has incorrectly plugged her headphones into her iPad and is watching the Lion King on full volume on the train. Where as, the chap that plays Grime on loudspeaker on the tube I have less patience for. So, when I sat opposite…

A Tale of a Robbery, A Dead Dog, and a Louis Vuitton Suitcase — This is a story from an acquaintance of mine. I do not have permission to tell it, but he’s kind of a dick, so YOLO. The story goes that a young lady named ‘Sarah’ was asked to house-sit for her parent's friends who were going away for a week's skiing…

That’s French for I’m an idiot, don’tcha know?! 🇫🇷 — Our eyes met across the crowded underground train. At the very least I expected an emotionless reaction from her. I kind of hoped for a friendly glow, but, what I actually saw was a snarl, a look that suggested I had done something wrong. My mind raced to make sense…

and I lost! even though I am still not quite sure how — The annual season ticket for my train commute costs me more than my mortgage. It takes a lot for that to settle in with me. …

A story about a beautiful human — As I hurtle towards my 40th day in Coronavirus related isolation it’s really started to dawn on me the gravity of the situation. …

MEDDIC, MEDDICC, MEDDPICC Sales Methodology — (Since initially writing this article over two years ago I have since implemented MEDDICC at another organization and am writing a book about my experience and the MEDDICC sales qualification framework. I have also written an update version of this post over on meddicc.com. …