ALWAYS BE QUALIFYING
ALWAYS BE QUALIFYING

Author: Darius Lahoutifard

Publisher: 01consulting

Published: 2023-10-21

Total Pages: 143

ISBN-13:

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In the past few years, companies large and small have called on me to get help with their non-performing sales team. The described symptoms are different from one company to another. Some need more revenue. Others complain about unreliable forecasts, with deals slipping constantly from one quarter to another before being lost or even abandoned a few quarters later. Some CEOs notice unproductive sales teams with an unusually high number of non-quota-carrying people needed in the sales force, hitting the bottom line hard. All these symptoms are related to the same illness: inability to qualify. Since most sales teams put in place organizations including SDR (Sales Development Representatives) or BDR (Business Development Representatives) who qualify leads for Account Managers, there is a wrong unstated assumption, widely spread, that once a lead is qualified, the inside sales or field sales will have to work on them until they are won or lost. Ongoing qualification is often the issue. Qualification is not a binary step of the sales process. Qualification is a mindset and a habit to apply throughout the sales process, from the first call to closing. This book covers both the Why and the How of sales qualification. I was an early sales leader at PTC where the MEDDIC methodology took shape. I am also the founder of MEDDIC Academy, the first platform to bring the qualification methodology online. This book describes the M.E.D.D.I.C. and the MEDDPICC® sales methodology in depth. This is not a book of theories, research, or academic concepts but pure execution techniques with practical recipes. At a high level, MEDDIC is a checklist that helps sales professionals reveal the gaps in an opportunity and execute correctly to fill those gaps and close the deal or drop it early. This book is an excellent complement to the training and workshops we deliver online and in-person globally.

ALWAYS BE QUALIFYING
ALWAYS BE QUALIFYING

Author: Darius Lahoutifard

Publisher: 01consulting

Published: 2020-06-30

Total Pages: 144

ISBN-13: 0989295761

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In the past few years, companies large and small have called on me to get help with their non-performing sales team. The described symptoms are different from one company to another. Some need more revenue. Others complain about unreliable forecasts, with deals slipping constantly from one quarter to another before being lost or even abandoned a few quarters later. Some CEOs notice unproductive sales teams with an unusually high number of non-quota-carrying people needed in the sales force, hitting the bottom line hard. All these symptoms are related to the same illness: inability to qualify. Since most sales teams put in place organizations including SDR (Sales Development Representatives) or BDR (Business Development Representatives) who qualify leads for Account Managers, there is a wrong unstated assumption, widely spread, that once a lead is qualified, the inside sales or field sales will have to work on them until they are won or lost. Ongoing qualification is often the issue. Qualification is not a binary step of the sales process. Qualification is a mindset and a habit to apply throughout the sales process, from the first call to closing. This book covers both the Why and the How of sales qualification. I was an early sales leader at PTC where the MEDDIC methodology took shape. I am also the founder of MEDDIC Academy, the first platform to bring the qualification methodology online. This book describes the M.E.D.D.I.C. and the MEDDPICC® sales methodology in depth. This is not a book of theories, research, or academic concepts but pure execution techniques with practical recipes. At a high level, MEDDIC is a checklist that helps sales professionals reveal the gaps in an opportunity and execute correctly to fill those gaps and close the deal or drop it early. This book is an excellent complement to the training and workshops we deliver online and in-person globally.

Always Coming Home
Always Coming Home

Author: Ursula K. Le Guin

Publisher: Univ of California Press

Published: 2001-02-27

Total Pages: 546

ISBN-13: 9780520227354

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An "ethnographic" novel that portrays life in California's Napa Valley as it might be a very long time from now, imagined not as a high tech future but as a time of people once again living close to the land.

MEDDICC
MEDDICC

Author: Andy Whyte

Publisher: Meddicc Limited

Published: 2020-11-25

Total Pages: 266

ISBN-13: 9781838239701

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What do the world's most successful enterprise sales teams have in common? They rely on MEDDICC to make their sales process predictable and efficient. MEDDIC with one C was initially created by Dick Dunkel in 1996 when he was at PTC. Since then MEDDIC has evolved to be better known as MEDDICC or MEDDPICC and has proliferated across the world being the go-to choice for elite enterprise sales organizations. If you ever find yourself feeling any of the following symptoms with your deal, you could benefit from MEDDICC: Your buyer doesn't see the value of your solution? (aka they think you are expensive) You are unable to find, articulate and quantify Pain You don't have a Champion or at the very least a Coach helping you navigate and sell You find yourself unable to gain access to people with power and influence You don't know how the customer makes decisions You don't know who is involved in the decision-making process You find yourself surprised by things that come up in the sales process The decision criteria seem to move throughout the process, and you're constantly playing catch up Your Competition is landing strikes against you that you neither see coming nor are able to defend You lose track of where you stand in your deals Whether you are an individual contributor or a sales leader embracing MEDDICC will help you to beat those symptoms and take back control of your deal. Historically, learning MEDDICC has relied upon hands-on training, but now you can learn MEDDICC from an expert who uses it every day. The Book deconstructs MEDDICC into easy to understand and implement steps. Breaking down every letter of the acronym into actionable insights complemented by commentary on how MEDDICC can help sales organizations to revolutionize their sales execution and efficiency. In the words of the original creator of MEDDIC, Dick Dunkel: Whether you are an individual contributor or sales leader, my advice is that you should start to implement MEDDICCinto what you do straight away. Embrace MEDDICC, and you and your team will more clearly understand the WHY to yourprocess, and you'll begin to execute your customer interactions with more purpose and achieve better results.And like so many others before, you will begin to reap the rewards of having a well-qualified pipeline of opportunitieswith clearer paths to success. - Dick Dunkel, MEDDIC Creator.

Qualifying Times
Qualifying Times

Author: Jaime Schultz

Publisher: University of Illinois Press

Published: 2014-03-15

Total Pages: 305

ISBN-13: 0252095960

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This perceptive, lively study explores U.S. women's sport through historical "points of change": particular products or trends that dramatically influenced both women's participation in sport and cultural responses to women athletes. Beginning with the seemingly innocent ponytail, the subject of the Introduction, scholar Jaime Schultz challenges the reader to look at the historical and sociological significance of now-common items such as sports bras and tampons and ideas such as sex testing and competitive cheerleading. Tennis wear, tampons, and sports bras all facilitated women’s participation in physical culture, while physical educators, the aesthetic fitness movement, and Title IX encouraged women to challenge (or confront) policy, financial, and cultural obstacles. While some of these points of change increased women's physical freedom and sporting participation, they also posed challenges. Tampons encouraged menstrual shame, sex testing (a tool never used with male athletes) perpetuated narrowly-defined cultural norms of femininity, and the late-twentieth-century aesthetic fitness movement fed into an unrealistic beauty ideal. Ultimately, Schultz finds that U.S. women's sport has progressed significantly but ambivalently. Although participation in sports is no longer uncommon for girls and women, Schultz argues that these "points of change" have contributed to a complex matrix of gender differentiation that marks the female athletic body as different than--as less than--the male body, despite the advantages it may confer.

It's Always Personal
It's Always Personal

Author: Anne Kreamer

Publisher: Random House Trade Paperbacks

Published: 2013-01-01

Total Pages: 258

ISBN-13: 0812979931

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An innovative study of gender, emotion, and power, It’s Always Personal is an essential companion for everyone navigating the challenges of the contemporary workplace. How often have we heard “It’s nothing against you, it’s not personal—it’s just business”? But in fact, at work it’s never just business—it’s always personal. In this groundbreaking book, journalist and former corporate executive Anne Kreamer shows us how to get rational about our emotions, and provides the necessary new tools to flourish in an emotionally charged workplace. Combining the latest information on the intricacies of the human brain, candid stories from employees, and the surprising results of two national surveys, It’s Always Personal offers • a step-by-step guide for identifying your emotional type: Spouter, Accepter, Believer, or Solver • Emotion Management Toolkits that outline strategies to cope with specific emotionally challenging situations • vital facts that will help you understand—and handle—the six main emotional flashpoints: anger, fear, anxiety, empathy, joy, and crying • an exploration of how men and women deal with emotions differently “A stimulating read bolstered by snippets of some of the best recent work on emotional intelligence and the science of happiness.”—The Wall Street Journal “So what should be the rules and boundaries for showing how you feel while you work? That’s a question asked and answered in Anne Kreamer’s fascinating book . . . [a] look at an issue that rarely gets discussed.”—The Washington Post “Finally, someone is willing to unpack the morass of anger, anxiety, sadness, and joy that drives the workday. . . . [Kreamer] has hit the ‘It’s about time!’ button.”—Elle “[A] lively, well-researched exploration of emotions on the job.”—Oprah.com “Explores how to be true to your ‘emotional flashpoints—anger, fear, anxiety, empathy, happiness and crying’—without sabotaging your career.”—The New York Times Book Review

Wait Till Next Year
Wait Till Next Year

Author: Doris Kearns Goodwin

Publisher: Simon and Schuster

Published: 2009-11-24

Total Pages: 255

ISBN-13: 1439188580

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By the award-winning author of Team of Rivals and The Bully Pulpit, Wait Till Next Year is Doris Kearns Goodwin’s touching memoir of growing up in love with her family and baseball. Set in the suburbs of New York in the 1950s, Wait Till Next Year re-creates the postwar era, when the corner store was a place to share stories and neighborhoods were equally divided between Dodger, Giant, and Yankee fans. We meet the people who most influenced Goodwin’s early life: her mother, who taught her the joy of books but whose debilitating illness left her housebound: and her father, who taught her the joy of baseball and to root for the Dodgers of Jackie Robinson, Roy Campanella, Pee Wee Reese, Duke Snider, and Gil Hodges. Most important, Goodwin describes with eloquence how the Dodgers’ leaving Brooklyn in 1957, and the death of her mother soon after, marked both the end of an era and, for her, the end of childhood.

It's Always Something
It's Always Something

Author: Gilda Radner

Publisher: Simon and Schuster

Published: 2009-05-19

Total Pages: 305

ISBN-13: 1439148864

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Fresh from the Second City troupe in Toronto, Gilda Radner created such memorable characters as Emily Litella and Roseanne Roseannadanna as a member of the original cast of Saturday Night Live. The wife of Gene Wilder, Gilda was plagued by persistent health problems and two miscarriages, and was diagnosed with ovarian cancer in 1986. Brave, funny, and painfully honest, the twentieth-anniversary edition of It's Always Something is the story of Gilda's journey while living with cancer and her determination to continue laughing. "Cancer," she said, "is about the most unfunny thing in the world." But Gilda's gutsy and unique sense of humor never left her as she describes two years of cancer treatment -- surgery, chemotherapy, and radiation treatment, as well as the high and low points of her own career. Told as only Gilda could tell it, and newly revised to include a resource guide for those living with cancer, It's Always Something is the inspiring story of a courageous, funny woman determined to enjoy life no matter the circumstances.

The King is Always Above the People
The King is Always Above the People

Author: Daniel Alarcón

Publisher: Penguin

Published: 2017

Total Pages: 258

ISBN-13: 1594631727

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LONGLISTED for the 2017 NATIONAL BOOK AWARD FOR FICTION An urgent, essential collection of stories about immigration, broken dreams, Los Angeles gang members, Latin American families, and other tales of high stakes journeys, from the award-winning author of War by Candlelight and At Night We Walk in Circles. Migration. Betrayal. Family secrets. Doomed love. Uncertain futures. In Daniel Alarcón's hands, these are transformed into deeply human stories with high stakes. In "The Thousands," people are on the move and forging new paths; hope and heartbreak abound. A man deals with the fallout of his blind relatives' mysterious deaths and his father's mental breakdown and incarceration in "The Bridge." A gang member discovers a way to forgiveness and redemption through the haze of violence and trauma in "The Ballad of Rocky Rontal." And in the tour de force novella, "The Auroras", a man severs himself from his old life and seeks to make a new one in a new city, only to find himself seduced and controlled by a powerful woman. Richly drawn, full of unforgettable characters, The King is Always Above the People reveals experiences both unsettling and unknown, and yet eerily familiar in this new world.

Never Split the Difference
Never Split the Difference

Author: Chris Voss

Publisher: HarperCollins

Published: 2016-05-17

Total Pages: 203

ISBN-13: 0062407813

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A former international hostage negotiator for the FBI offers a new, field-tested approach to high-stakes negotiations—whether in the boardroom or at home. After a stint policing the rough streets of Kansas City, Missouri, Chris Voss joined the FBI, where his career as a hostage negotiator brought him face-to-face with a range of criminals, including bank robbers and terrorists. Reaching the pinnacle of his profession, he became the FBI’s lead international kidnapping negotiator. Never Split the Difference takes you inside the world of high-stakes negotiations and into Voss’s head, revealing the skills that helped him and his colleagues succeed where it mattered most: saving lives. In this practical guide, he shares the nine effective principles—counterintuitive tactics and strategies—you too can use to become more persuasive in both your professional and personal life. Life is a series of negotiations you should be prepared for: buying a car, negotiating a salary, buying a home, renegotiating rent, deliberating with your partner. Taking emotional intelligence and intuition to the next level, Never Split the Difference gives you the competitive edge in any discussion.