Part 3/7:
The sales methodology, particularly one popularized by John McMahon known as MEDDIC (Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, and Champion), is designed to guide the sales team in qualifying leads and assessing potential business cases for the software.
While this framework sounds comprehensive, it often reinforces a lack of transparency. Sales teams dive deeply into understanding the buyer's budget and willingness to pay, but does the customer ever truly know what the software is worth? This consideration leads to inflated pricing and complex negotiations that can leave customers scratching their heads.