Master the Methodologies that Multiply your Sales Results
Three Pillars to Transform your Sales Approach
In an increasingly complex B2B sales environment, your success no longer depends solely on your natural talent, but on mastering the methodologies that make the difference.
I have developed an approach combining Executive Selling, Challenger Sales and MEDDPICC – proven frameworks that I adapt to each situation. Whether you’re looking to reduce your sales cycle, improve your qualification rate or gain direct access to strategic decision-makers, these methodologies transform your sales performance into measurable results.
Methodologies that transform results
Methodologies are just tools. What matters is knowing which ones to use and when. My approach combines these proven frameworks to quickly unlock your commercial growth.
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MEDDPICC
360° view of the sales process
This structured approach allows you to identify all key stakeholders and master every stage of the complex sales cycle – from Metrics to Competition.
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Executive Selling
Selling to the C-suite
“You’re no longer selling solutions, you’re selling change. Change decisions are made by Executives.” This approach developed by François Drillon provides access to high-level decision-makers for strategic deals.
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Challenger Sales
Gartner Certified Trainer
Going beyond simply expressed needs to bring a unique perspective that challenges the client’s vision. I have trained over 50 salespeople in this methodology that transforms the seller into a trusted advisor.
Application and Results
At Creatio, I deployed MEDDPICC with the sales team across Southern Europe, leading to:
65%
Improvement in sales predictability
22%
Reduction in average sales cycle
28%
Increase in conversion rate
MEDDPICC: Mastering the complex sales cycle
The method in brief
MEDDPICC offers a 360° view of the complex sales cycle, from qualification to signature. This structured approach allows you to identify all critical elements of a commercial opportunity:
- Metrics: The performance indicators that justify the investment
- Economic Buyer: The decision-maker who controls the budget
- Decision Criteria: The formal and informal decision criteria
- Decision Process: The internal validation process
- Paper Process: The contractual and legal process
- Implications of Pain: The consequences of the status quo
- Champion: Your internal ally who champions your solution
- Competition: Your positioning against alternatives
Executive Selling: Selling change, not solutions
The method in brief
In a complex B2B environment, you’re no longer selling solutions but change. And change decisions are made by executives. This approach developed by François Drillon allows you to:
- Access strategic decision-makers directly (C-level)
- Understand their personal and professional challenges
- Position your solution as a transformation driver
- Create perceived value far superior to simple financial ROI
Application and Results
This methodology was decisive for signing major contracts such as:
Invacare
7M€
Direct access to CEO and CFO, strategic positioning
Colisée Group
1M€ ARR
Understanding digital transformation challenges
“Executive Selling transformed our sales conversations, moving from technical discussions to strategic exchanges aligned with leaders’ business vision.”
Application and Results
At QAD, implementing Challenger Sales enabled:
32%
Increase in average deal size
15%
Shortening of the sales cycle
Transform
salespeople into trusted advisors
Challenger Sales: Bringing a unique perspective
The method in brief
Developed by CEB (acquired by Gartner), this approach is based on the principle that the best salespeople don’t just respond to expressed needs, but bring a unique perspective that challenges the client’s vision. As a certified trainer, I have deployed this method which allows you to:
- Challenge the client’s status quo
- Provide educational insights about their market
- Master the sales conversation
- Create value beyond the product
“This approach allowed us to differentiate ourselves in a saturated market, by bringing a unique perspective that our competitors couldn’t offer.”
What are your obstacles in your sales cycle?
Let’s analyze your sales processes together and identify the methodologies that will transform your team into a growth machine