Jens Edgren

Sales deals often slip not because of poor solutions, but because the decision-making process is misunderstood or uncontrolled. In this chapter, Jens-Peter Edgren introduces a practical approach to mastering the decision path using the MEDDICC framework—so you can align with stakeholders early, anticipate obstacles, and guide your deal to a successful close. Learn how to use the GO-LIVE plan to avoid last-minute surprises and close more deals with confidence.

The ketchup-effect of prospecting with MEDDICC