Identifying the Economic Buyer

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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