The Value Based Conversation (from the MEDDICC Maturity Model discussion) 5/7

"Art is what happens when I'm with the customer. Science is what happens when I'm not. There's a lot of science that's required to make the art form happen. MEDDICC is science. My value-based conversation with the cusotomer is art." - Dave Davies
This segment features Dave's rich description of how sales messaging and the MEDDICC qualification framework work together for improved sales efficacy and overall operational efficiency.
"There has to be some science behind all of that which powers the art form of the actual sales call."
This clip is taken from the MEDDICC Maturity Model discussion, where Force Management President and Co-Founder John Kaplan and Chief Operating Officer Dave Davies join Rachel Clapp Miller to outline the MEDDICC Maturity Model and the ways you can drive long-term success with MEDDICC.
Watch the entire MEDDICC Maturity Model discussion by using the link at the end of this video.