Скачать или смотреть Identifying Champions in MEDDPICC: Expert insights with Matt Clementson (Iterable)

Discover how to identify and activate true Champions in complex enterprise sales using MEDDPICC. In this expert-led session, inspir’em CEO Emma Maslen is joined by Matt Clementson, General Manager and Head of Sales International at Iterable, to share proven strategies for building internal advocates who can make or break your deal.

Whether you’re new to MEDDIC/MEDDPICC or an experienced seller, this deep dive reveals practical techniques for testing, validating, and nurturing Champions to achieve revenue with control.

What you’ll learn:
✅ Why Champions are critical in MEDDPICC methodology
✅ How to test and validate Champions with small “asks”
✅ The difference between Champions and Coaches — and how to spot them
✅ Common mistakes sellers make when identifying Champions
✅ How to build long-term Champion relationships that follow you across organisations

About the guest:
Matt Clementson is a seasoned enterprise sales leader with over 25 years of experience, currently serving as General Manager and Head of Sales International at Iterable. He brings practical insights from leading global sales teams and closing complex deals.

Chapters:
0:00 Introduction
1:45 Meet the guest: Matt Clementson (Iterable)
3:30 Why Champions matter in enterprise sales
8:10 Common Champion pitfalls
14:50 How to qualify a Champion
21:15 Using MEDDPICC to test Champion strength
26:00 Building long-term Champions
29:30 Final tips and key takeaways
30:15 What’s next from inspir’em

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