You persuade a senior rep to adopt MEDDIC methodology. Simulation Details: Orion Solutions is a mid-sized B2B SaaS company specializing in enterprise software solutions for Fortune 500 clients in industries like manufacturing, healthcare, and finance. Their flagship products include a workflow automation tool that reduces inefficiencies by 30%, a customer engagement platform that boosts client retention rates by 15%, and an advanced analytics dashboard that improves ROI by 20%. Operating in a competitive market, Orion Solutions faces challenges from both emerging players and established giants, with clients demanding faster implementation timelines and measurable ROI. To address these pressures, the company is rolling out the MEDDIC sales methodology, a structured framework designed to improve lead qualification accuracy, shorten sales cycles, and increase close rates. The leadership team aims for measurable early wins, including a 10% improvement in lead qualification rates within the first month and faster deal progression in high-value opportunities. As the Sales Enablement Manager, you are tasked with driving the adoption of the MEDDIC sales methodology within Orion Solutions’ sales team. Your primary focus is a one-on-one conversation with Tom Carter, a veteran Senior Sales Representative who is skeptical of the change. You must empathize with Tom’s concerns, articulate how MEDDIC can enhance his workflow and deal outcomes, and persuade him to adopt the methodology. Additionally, you need to convince Tom to mentor newer reps, positioning him as a champion of the change. Success hinges on your ability to balance empathy, persuasion, and strategic alignment to secure Tom’s buy-in and foster team-wide adoption. - Engage Tom Carter in a one-on-one conversation to address his concerns and secure his buy-in for the MEDDIC methodology. - Persuade Tom to adopt the methodology and agree to mentor newer reps. - Demonstrate how MEDDIC aligns with Tom’s workflow and enhances his deal outcomes. - Achieve Tom’s endorsement to pave the way for broader team alignment and reduced resistance.