Jiri Siklar#1 Software & IT Sales Trainings in DACH | 3x mehr Termine & 30%+ höhere Win Rates mit der SOFTWARE SALES FORMULA | #1 Software Sales Podcast

Stop selling small deals #meddicc #meddpicc #softwaresales #saassales #techsales

9 Apr 2025 · 1 min

Watch on YouTube

0:34

This is a short interview-style YouTube episode (host Jiri Siklar with guest John) on why many sales teams systematically fail: only a minority of reps hit quota because teams sell the wrong way, lack clear differentiation, and are trained to close small deals. The hosts argue top sellers anticipate needs rather than react, diagnose broken sales organizations quickly, and can convert MEDDIC/MEDDPPICC from a checkbox into a competitive advantage to win larger, multimillion-dollar deals.

Questions this video answers

28% ("Only 28% of sales reps hit their quota")

April 9, 2025

Only 28% of sales reps hit their quota and most sales leaders have no idea why. They blame the sales reps. They blame the product and they blame the market. But what if the real problem is much simpler and way more uncomfortable? What if your team is just not selling the right way?
Why does the customer have to buy? Why do they have to buy from you? How are you differentiated? Nobody really understands specifically what it is. And if you ask again four or five different people, you'll get four or five different answers.
In this episode we talk about what separates great sales teams from average ones and why most sales reps are trained to fail from day one.
Yes, you'll sell, but you'll sell little chicken shit deals. You'll sell 50k deals, 25k deals. You'll never be the sales rep that is going to be at the top of the organization talking about multimillion dollar deal.
You will hear how John diagnoses broken sales organizations in minutes, why top sellers anticipate instead of react, and how to turn Medic from a checklist into a competitive advantage.