The first year of a new customer's contract is key to how long they'll stay a customer. But account teams often find themselves in reactive mode as clients' priorities, key points of contact, and budgets shift.

In this episode, Todd and Casey discuss MEDDPICC - a framework for account teams to use as they move a customer from purchase to renewal in a shifting landscape.

Did your product make your clients more money? Did it save them money? Or did it protect them from risk? Always start by making sure your customer can clearly define their metrics. Learn the rest of the framework today on episode 7.

Takeaways

Chapters

00:00 Introduction and Overview

01:13 The Need for a Framework

03:37 Understanding MEDDPICC

07:03 Metrics and Economic Buyer

09:47 Decision-Making Process and Criteria

13:37 Paper Process and Identifying Pain

19:27 Champion and Competition

25:10 Summary and Takeaways

Resources

⁠⁠⁠Connect with Casey⁠⁠⁠

⁠⁠⁠Connect with Todd⁠⁠⁠

⁠⁠⁠Visit the show page⁠⁠⁠

⁠⁠⁠Get to know BrainStorm⁠⁠

Credits

Show direction: ⁠⁠Debra Wilson⁠⁠

Show design: ⁠⁠Kensie Smith⁠⁠