THE VALUE & PRICING BLOG
The latest stories, blog articles, and pricing news from the Ibbaka team
Jointly creating value stories with the economic buyer and the sales champion: making MEDDIC even more powerful
The key to value based selling is for buyer and seller to collaborate on the value story. Doing this creates buy in and commitment on both sides. Value stories have an important role to play in supporting the MEDDIC approach to sales.
The Elusive M: Why Measuring the M in MEDDIC is a Challenge
MEDDIC is a popular approach to lead qualification for B2B SaaS. The M stands for Metrics and itis often where sales struggles. Some even skip over this. The value based approach provides the tools needed to manage the M in MEDDIC.
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