Want both you and your partners to win more deals? 🤑💰
🎥👇 Let’s break down co-selling in 3 minutes with Andy Whyte
Everyone wants to win, right? But when you partner up, each side is still playing to win for themselves!
That’s why it’s just as important to 𝘀𝗲𝗹𝗹 𝘁𝗼 your partners as it is to 𝗰𝗼-𝘀𝗲𝗹𝗹 with them.
It all comes down to two motions:
1️⃣ Co-Sell – Collaborating to close customer deals.
2️⃣ Sell-To – Convincing your partner to prioritize your solution.
Both sound simple... until they’re not.
That’s where MEDDPICC changes everything.
💬 One common language for vendors and partners.
⭐ Alignment on value, process, and stakeholders.
📈 Collaboration that accelerates revenue.
That’s why we built the 𝗠𝗘𝗗𝗗𝗜𝗖𝗖 𝗣𝗮𝗿𝘁𝗻𝗲𝗿 𝗣𝗿𝗼𝗴𝗿𝗮𝗺 powered by MEDDPICC - to bring structure to the chaos and help 𝗕𝗢𝗧𝗛 𝘀𝗶𝗱𝗲𝘀 𝘄𝗶𝗻 𝘁𝗼𝗴𝗲𝘁𝗵𝗲𝗿. 🤝
Ready to start winning together? Link is in the comments 🔗
#CoSelling#SalesAlignment#MEDDIC#Partnerships#CommonLanguage
Co selling with Medpac in 3 minutes. If you're Co selling about Medpac, you're leaving revenue on the table and slowing your deals. Here's why in 3 minutes. First, let's clear some things up. We're not talking about Medpac just for qualification. We are talking about it as a common language. Also, some folks try to swap the P for paper process to be for partners or the add a second PC. So it's like mid per pick. That's the wrong move because in partnerships and channel. And every single element of nitpick. Why? Because the best Cosell motions nail briefings, what value we're bringing the customer, which stakeholders matter, and the process to win together. Med pictures everyone, vendor and partner a common language to navigate the deal together. There are two levels to Co selling with Medpac. First, the macro level, the big picture between you and your partner, aligning on things like your total addressable market sinking propositions. Mapping accounts and knowing exactly which value you bring to which customer. And then the second is the micro level, which is about individual deals. Communicating things like what pain does the solution solve and what happens if that pain stays unsolved? What value does solving the pain deliver and how do we measure the gap between pain and gain? What the decision criteria is that the customer will need to achieve the said value? Who's your champion and what's in it for them, as well as who's the economic buyer? On what drives their decision? What is the decision process and paper process? And are we both aligned on it or are we on different tracks? And if so, how do we stay connected and who are we competing against? Which as you will know for us is defined as rivals, other initiatives, self built and inertia. But here's the trap. In coastal motions, competition is often considered too narrowly because in the friendliest possible terms, your partner can also be. They can pet stuff not just because they have their own interests to protect, but because yours may not be the only initiative they're running with the customer and or you may not be the only vendor they could partner with for it. And that is why Co selling with Medpac means we don't just think about selling with the partner, we think about selling to them too. Your partner has their own pains to solve, their own metrics they care about, and their own decision criteria for choosing a partner like you. You will still. Need a champion inside their business? You'll still need engagement with their economic buyer. And you need to understand their decision process of how they choose which initiative to back and which partner to work with. Because when you line that up, forecasting gets cleaner, collaboration gets faster, and deals and get done. So if you're tired of misaligned messaging, vague value propositions, missing key stakeholders and forgetting to sell to your partners as well as with them, Medpac is. Your playbook for staying on the front foot. Use it to find your ideal partner, to sell yourselves to that partner, to brief them of clarity for identify and engage every stakeholder who matters, to uncover and celebrate the decision process, and to perfectly coordinate, communicate and collaborate in a cohesive, consistent manner. Mid Pick a common language to underpin world class Cosell motion. If you want to see how we're helping field teams sell more, faster with customers and partners, get in touch.
You can't just focus on one aspect working with partners and expect it to go perfectly fine... co-selling and selling-to are just as important as each other!
This is such a smart, pragnatic and most importantly, realistic way to look at this. Even if the co-sell deal doesn’t land, the elements of knowledge sourced jointly by approaching the process and customer this way, offer enormous value.
🛤️ Closed Won Deals Follow a 𝗗𝗶𝘀𝗰𝗶𝗽𝗹𝗶𝗻𝗲𝗱 𝗤𝘂𝗮𝗹𝗶𝗳𝗶𝗰𝗮𝘁𝗶𝗼𝗻 𝗝𝗼𝘂𝗿𝗻𝗲𝘆
I was fortunate enough to get a sneak peek at the latest 𝗕𝗲𝗻𝗰𝗵𝗺𝗮𝗿𝗸 𝗥𝗲𝗽𝗼𝗿𝘁 from Ebsta (now part of Fullcast).
📓 𝗧𝗵𝗲 𝗦𝘁𝗮𝘁𝗲 𝗼𝗳 𝗚𝗧𝗠 𝗶𝗻 𝟮𝟬𝟮𝟱 𝗛𝟭
The findings are telling:
• Successful deals show steadily rising MEDDPICC scores from Discovery through to Closing
• High-performing sellers don’t “boil the ocean” in Discovery they build qualification step by step
• By Closing, every MEDDPICC element is fully understood and documented
The message is clear: disciplined qualification isn’t about asking every question upfront—it’s about asking the right questions at the right time. That’s what creates momentum, confidence, and ultimately, closed-won outcomes.
❓ The question is: how can sales leaders coach their teams to balance thorough qualification with deal velocity?
💬 Drop your perspective below | I’d love to hear how your team approaches MEDDPICC in practice.
#SalesMethodology#DealQualification#RevenueExcellence#MEDDPICC
If “I’ll get back to you” is your most common outcome, you don’t have a pipeline problem; you have a friction problem.
Client PrompX teams run calendar-first outreach, arrive with a 3-bullet agenda, and send the recap before the next meeting reminder is sent. The result: fewer stalls, more momentum.
Operating rule: End every meeting with one agreed action and a calendar invite sent live.
Why it works: People say yes to what’s effortless.
Download our templates → https://client.prompx.com/#EnterpriseSales#CRO#VPofSales#SalesLeadership#SalesProcess#MeetingExcellence#RevOps
Having MEDDPICC key moments pulled from my call transcripts into my deals has been a huge time saver and has removed the human error in updating my opportunities.
It's great to see how my other colleagues at Salesloft are benefitting from this (as well as all of our customers).
Please read more below....
Want to know why deals die? You missed the warning sign.
The decision-maker went quiet. A new face showed up. That close date felt soft. You knew it, but you couldn't prove it.
Pro-tip from RVP of Enterprise Paul Self: He uses the Salesloft Deal Summary Agent to make his MEDDPICC framework smart. It surfaces those red flags for him instantly.
His team’s pipeline reviews became actual coaching, not just reporting. They built their most mature pipeline in over a year.
Stop tracking status. Start seeing the future of the deal.
One of the hardest habits to break as an early seller is chasing every opportunity.
You finally have a product.
You’re eager to prove it can sell.
And every new meeting feels like progress.
But there’s a moment every founding AE hits when they realize chasing everything means resonating with no one.
The earlier you narrow your focus, the faster everything else starts working.
Messaging gets sharper.
Win rates climb.
Deals move faster.
And your entire GTM motion starts to align around the right customers.
That’s the power of tightening your ICP - it gives your company a center of gravity.
We break this down in this week’s issue of The Founding AE newsletter, including stories and data from early sellers who’ve lived it.
Check it out here 👇
https://lnkd.in/e6QmjvGy#sales#gtm#martech
What can we achieve vs who can we achieve it with.
This is a more important question as we see trust and relationship take the place of business development.
When you're planning for next year, make sure to allow space and build systems to help achieve exponential growth only found with great partnerships.
You might be asking how to do this if you've never had a partner program before.
You might be nodding along if your partner program has shown the higher ACV, lower CAC, and other benefits the great partner programs deliver.
Critical factors to building a good partner program include:
winning together
getting explicit about what's in it for the partner and for the joint customer
enabling partners differently than customers or staff
Happy to chat about how to build a partner program if you want to begin exploring it.
Most reps think the meeting is where the sale happens.
But the real momentum? It’s built afterward.
This carousel shows how to keep the conversation alive after the meeting ends so your prospects stay engaged and your deals keep moving.
What you'll learn:
Why post-meeting follow-through matters
How to recap with clarity
The simple steps great reps never skip
Action Step: Build a follow-up template you can use after every meeting this week.
#MedicalDeviceSales#SalesTips#SalesStrategy#FollowUp#MedTech#CareerGrowth#ProfessionalDevelopment
Deciding to Build vs. Buy often comes down to... 💸💸💸💸
On the surface, building a sales enablement solution can seem like a money-saving hack. But Angela Kunz shares the hidden costs that creep up when building.
Get the full list of 5 questions you should ask before deciding to Build vs. Buy in our latest webinar: https://lnkd.in/eyDJHkNv#salesenablement#B2Bsales
You can't just focus on one aspect working with partners and expect it to go perfectly fine... co-selling and selling-to are just as important as each other!