Retour Sur Investissement - ROI

Comment transformer les Metrics en ROI et le presenter a l'Economic Buyer

Convaincre le client grace a un argumentaire financier de retour sur investissement est une des compétences clés que tout commercial B2B devrait posséder, que ce soit pour vendre un equipment, une installation, du logiciel, du materiel ou du service. 

Cette formation, exclusivement développée par MEDDIC Academy, ne fait pas partie de la formation originale MEDDIC, pourtant c'est un "must" a maîtriser par tout commercial, pour pouvoir transformer les METRICS en un argumentaire financier solid et irréfutable qui conduit rationnellement vers le bon de commande.

Un bon discours de ROI permet de :

  • Justifier votre prix
  • Eviter des remises
  • Raccourcir le cycle de vente
  • Créer l'urgence 
  • Créer une date limite d'échéance pour le bon de commande

Vous apprendrez comment prouver au client que: "Tant que vous ne passez pas commande, chaque jour qui passe, vous perdez $X".

IMPORTANT: Veuillez noter que bien que ces formations soient en français et que dans les videos, le formateur s'exprime en français, les slides sont conservées en anglais pour préserver l’authenticité de la méthodologie d'origine et conserver le bénéfice du langage commun.

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Darius Lahoutifard
Darius Lahoutifard
Founder of MEDDIC ACADEMY, ex-Oracle, ex-PTC, Serial Entrepreneur with 2 exits.

About the instructor

  • Founder of MEDDIC ACADEMY, 
  • Former Executive at Agile/Oracle, PTC, Schlumberger.
  • Serial Entrepreneur in SaaS and Enterprise Software with 2 exits.

Darius started his career in France as a robotics sales engineer. He quickly moved to sales, where he achieved an almost 200% quota each year before being promoted to management. At the age of 28, he became the CEO of a subsidiary of Schlumberger, running a $10M million business.

Although he was quickly successful in climbing the corporate ladder, he was more interested in tech startups. He joined PTC where he took his business unit from $4M to $27M in three years, up to 150 people, all within the most strategic region for the company: France, the fiefdom of their main competitor, Dassault Systemes. With his team at PTC, he outsold Dassault in their own home market. PTC is where MEDDIC was invented. As an early executive, he contributed to the definition and the execution of what became the world’s most renowned sales methodology.

After PTC he founded four startups with two exits and led sales teams at established companies such as Agile/Oracle and Think3. Darius trained his own teams on MEDDIC in all of those roles.

His passion for SALES goes far beyond MEDDIC. At his startups, he was always the first sales rep, selling to everyone: selling to customers, of course, but also to employees (to bring in the best talents) and to investors (to raise funds over five rounds, an aggregate of about $20M). He built the courses you see at MEDDIC Academy not just based on the original MEDDIC concept at PTC, but also his leadership experience over 30 years.

He keeps repeating: "Nothing Happens Until You sell something to someone."


What's included?

1 Video
1 Presentation

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