We transitioned from an all inbound, colocated sales team to growing a field team and having a week defined sales process got us out of the tribal knowledge challenges

The framework itself is what really matters. The facilitation allowed us to find the ways with which to execute more effectively.

As far as the presentation itself, John Kaplan held my attention for the entire training which is not easy to do. It is very clear to me that this training was created by successful sales people. Through engaging my clients in the MEDDICC process, I am directly identifying and addressing my prospects needs rather than addressing what my company or what I think my clients would need prior to discovery. By not addressing products my prospects are not interested in, I have garnered their respect which in turn has resulted in increased sales.