Sales methods

From prospecting to closing, Sales qualification frameworks are essential tools for navigating the sales journey. From BANT to MEDDIC, the market offers plenty of options to structure your approach. If you are familiar with The Bold & Sharp Workbook on Qualification, you know that qualification frameworks should not be confused with sales methodologies. You know…

In every sales journey, you’ll encounter a variety of buyer personas. Among them, the blocker can be the most challenging. However, a blocker isn’t always an obstacle; sometimes, they can be turned into an asset. The key lies in identifying their true role and motivations. Let’s break this down using the DUNCK© framework created by…

In the world of B2B sales, getting access to power granted is often highlighted as a cornerstone of complex sales methodologies like Solution Selling or Target Account Selling. When done well, the challenge of gaining access to key decision-makers becomes an opportunity to get early blessing, accelerate sales cycles and elevate you as a trusted…

Attention B2B hunters! Got a good lead? The next step will make all the difference. You’d better start your first meeting in style and avoid the mistakes of the average salesperson.   Congratulations! You have mastered the art of generating a robust sales pipeline and dispatching the pipeline workload between you, your lead generation and…

Sharing the Bold & Sharp Workbook On Qualification was the occasion for many exchanges. Here’s a look back at the main topics raised, which deserve some clarification, starting with MEDDIC, MEDDICC, MEDDPICT and IMCCDDE.   MEDDIC is a Qualification Framework: MEDDICC has a strong following, and that’s a good thing. We prefer W10, by far.…