Lemar Massoumi’s Post

Are you correctly mapping the Decision Process in MEDDPICC? Steal Steve Myers's checklist: - Who makes the call (and who can kill it?) - What are the steps (and why those steps?) - When does each part happen (what’s the actual timeline?) - Where does power sit (HQ or regional?) - Why is this process in place (what are they protecting?) - How does a “yes” become a signed contract? If you don’t know this... You don’t know your deal. Read more in our #MEDDPICC blog series here: https://lnkd.in/dEKHncbY #sales #salescoaching

Yesterday I delivered the first MEDDPICC workshop in Softcat, and this is what I took away from it: ☑️ MEDDPICC does not replace our sales process or qualification methodologies. It is a checklist to help identify knowledge gaps early. ☑️ You do not need to use MEDDPICC on every opportunity and customer, it will help you to gain understanding and drive real value in complex deals. ☑️ It is a framework that has to improve the customer experience, not slow it down or hinder it. ☑️ By enabling our sales team on MEDDPICC, we will be creating a common language internally as well as with our vendors and partners. There is so much more to MEDDPICC, and I am really excited to share it with our sales team this year so that they can close more deals and faster!

Learning theory is one thing. Turning it into muscle memory and lasting habits is another. That’s where the MEDDICC Blueprint comes in. Led by our Chief Services Officer and MEDDPICC expert, 👨🔬David Weiss, the Blueprint transforms MEDDIC from being a simple checklist to a core part of your sales motion. Get ready for: ✨ Crystal-clear definitions that remove gray areas. 💙 Implementing MEDDPICC seamlessly 🟢 Color-coded insights that reveal strengths and risks. ✔️ Plays that drive momentum when gaps appear. 📚 Optional training that embeds confidence and consistency. With the Blueprint, your team won’t just understand MEDDICC - they’ll live it. Learn more about MEDDICC Blueprint from the link in the comments.

Separating plasma from whole blood is one of the most routine steps in clinical and research labs, yet it’s still one of the most time-consuming. With PIPETMAX® 268, you can automate this essential process, improving consistency, reducing hands-on time, and protecting both your samples and your team. This technical note shows how low-cost automation delivers reproducibility and efficiency that manual pipetting simply can’t match. 💡 Read the full technical note below. #GilsonAutomation #PIPETMAX #LifeScience #SamplePrep

The MEDDICC Playbook is your step-by-step guide for winning execution - real plays built around MEDDPICC as a common language to help GTM teams align, take action, and win. During MEDDICON 4, Pim and Jess broke down their first play - Using M1s on your website. This was an example of how marketing teams can use MEDDPICC to better position value - turning hard-to-find success into something repeatable and predictable 🏆 🎥 Watch it here: https://lnkd.in/eKBRhwV4 The MEDDICC Operating System (mOS) already features 9 powerful plays - with many more on the way! 𝗘𝘅𝗽𝗹𝗼𝗿𝗲 𝘁𝗵𝗲 𝗠𝗘𝗗𝗗𝗜𝗖𝗖 𝗣𝗹𝗮𝘆𝗯𝗼𝗼𝗸 𝗶𝗻 𝗺𝗢𝗦 𝘁𝗼𝗱𝗮𝘆. Link in comments 🔗 #LinkedInLive #SalesStrategy #GoToMarket #MEDDIC #B2B

Ever lost a deal? Yeah… it stings. 😬 The easiest thing to do is blame external factors, but the reality is, it’s worth reflecting on what 𝙮𝙤𝙪 could’ve done differently. Andy Whyte shares a deal he lost because he didn’t influence the Decision Criteria well. At the time, he treated MEDDPICC like an X-ray tool 🩻 ... Only able to spot the problem 𝘢𝘧𝘵𝘦𝘳 it happened, instead of proactively shaping the customer’s criteria around his strengths. Just because you may have the best solution for your prospect doesn’t mean they’ll know it. You need to show them! Remember, Not All MEDDIC Is Equal #NAMIE 💬 Watch the full story, and share your own deal-loss lessons below. ❓ What do you/ would you do differently next time? #DecisionCriiteria #MEDDIC #SalesSuccess #DealReview

Venues often underestimate how much activity happens outside their walls. For a recent performance by Herb Alpert & The Tijuana Brass, 64 tickets sold on the secondary market — creating nearly $10K in uncovered revenue. With RevPro’s open distribution and reporting, partners see this data in real time and act on it. Visibility = Control. #OpenDistribution #VenueInsights #RevPro

A Covington team led by Alicia Zhang and Brian Rosenzweig advised the underwriters on MindMed’s $258.9 million follow-on offering: https://okt.to/fcW7M2

As a founder, choosing a sales methodology isn’t religion; it’s situational engineering. When I stack MEDDICC, MEDDPICC, and SPICED side by side, the trade-off is clarity vs. speed. MEDDICC gives me crisp qualification. MEDDPICC forces me to de-risk the admin gauntlet and competitors. SPICED keeps discovery human and momentum high. We now open complex cycles with a MEDDPICC checklist, then run discovery using SPICED prompts to surface impact and decision dynamics. Result: fewer end-of-quarter stalls and shorter time-to-value. What combo has actually moved your win rate, not just your vocabulary?  #SalesMethodology #MEDDICC #SPICED #B2BSales #RevenueLeadership

💡 What Exactly Is Client Acquisition? This is one of the overlooked concept in the Medspa Industry. Client acquisition isn’t just getting more clients. It’s about building a predictable system that attracts, converts, and retains the right people for your business. For medspas, this means having a structure that brings in new clients without relying on luck, referrals, or random ads. Because when your acquisition system works, your calendar stays full, and your revenue stays steady. #MedspaMarketing #ClientAcquisition #BusinessGrowth #MedspaSuccess