April 18, 2023

Identifying the Economic Buyer

35 minutes

Though you might have incorporated MEDDICC into your sales process, you, like many new adherents of the methodology, may find difficulty figuring out the E: Economic Buyer. A common challenge is determining who exactly the Economic Buyer is and whether or not there is more than one in a deal, particularly a complex one. Force Management Senior Facilitator Brian Walsh joins us to clarify a bit of the mystery that surrounds the Economic Buyer. He covers:

Why there is typically only one Economic Buyer in an account.
Key traits to look for when trying to identify the Economic Buyer.
How to respond if there is a new Economic Buyer in your deal.
How to request the help you need as you navigate your deal.

Here are some additional resources:

Getting to the Economic Buyer | Ascender Course
- https://bit.ly/3Km50LF
MEDDICC Certification on Ascender
- https://bit.ly/3zGfgJz
What to Do if You Can’t Gain Access to the Economic Buyer | Ascender Article
- https://bit.ly/40Q7yIK
What’s the Best Way to Test My Champion? | Ascender Article
- https://bit.ly/3Ml30WB

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By Force Management

4.8

8080 ratings

April 18, 2023

Identifying the Economic Buyer

35 minutes

Why there is typically only one Economic Buyer in an account.
Key traits to look for when trying to identify the Economic Buyer.
How to respond if there is a new Economic Buyer in your deal.
How to request the help you need as you navigate your deal.

Here are some additional resources:

Getting to the Economic Buyer | Ascender Course
- https://bit.ly/3Km50LF
MEDDICC Certification on Ascender
- https://bit.ly/3zGfgJz
What to Do if You Can’t Gain Access to the Economic Buyer | Ascender Article
- https://bit.ly/40Q7yIK
What’s the Best Way to Test My Champion? | Ascender Article
- https://bit.ly/3Ml30WB