Deal Qualification
topic on 1 show · 2 statements across 2 episodes
2 statements about Deal Qualification, every show
MEDDPICC Is the Soundest Framework for Deal Qualification
“I'm a big fan of the MedPick methodology. I know you had Mark Goldberger on here. I think he talked about it. So that, I think, is the That's the soundest framework that I'm familiar with for deal qualification.”
Fougere: Deal qualification requires actively searching for flaws to overcome optimism
“You have to realize that human nature is such that you want to have the rose-colored glasses on, you want to believe the deal is good, and you need to know that the opposite is probably true. And you've got to look for the dirt and you've got to build that int…”