June 6, 2025 - Ascender Insights: Using MEDDICC During Longer Buying Cycles [Event Recap]

Joe Huber · 2025-06-09T21:20:20+00:00

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Buying cycles are lasting longer, but Tim Caito joined us to talk about mindset, how to approach these deals, and ways you can use MEDDICC to keep your momentum going!

Level-Setting
- Mindset shifts
- Remembering it's not the first time it's happened
- You can still sell and organizations are still buying
Working on a longer cycle than normal
- A freeze does not mean that companies aren't spending money
  - Find ways to become the key priority
- Triangulate the solution
- Align to their priorities
Using MEDDICC for impact
- Maintain momentum in a lull
- Establish your value
  - It's more important during longer cycles
  - You have to do it over and over and over and….
  - Involve your Champions (or coaches)
Becoming the Champion of your Champion
- Your solution isn't always the sale
  - Sometimes, the sale you need to make is even doing the project!
  - Average vs. Elite sellers
  - Lean into Marketplace changes

Event Recap

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