Welcome to Decoding Sales, a podcast. We're an engineer. That's me, Alex, and a salesperson.

That's me, Peter. Talk with the art and science of sales as relates to life and business.

In this episode, we are going to revisit

some topics that Peter has changed his mind on. We want to give you the best information.

So when Peter is wrong, we are here to correct it. So we're going to cover a number of different

topics, including Bant versus Medic, what CRM to use, and what are the right qualifications

for a first sales hire.

So Peter, I'd love to just straight up dive in.

I know it's a little uncomfortably wrong, but we're going to just go through the places that you change your mind.

So the first one is on Bant versus Medic.

You've changed your tune on what startup should be using.

Can you first tell us what are they

what are they for and then what's different what's new yeah bent and medic or med pick are

qualification frameworks to determine whether or not you should continue down the sales process

with a specific prospect or disqualify them out of your pipeline. So oftentimes when I go

to clients, they ask me, hey, what should we do with our discovery framework? How should we actually

look at a lead, qualify it in and out of the sales pipeline? And most of the time, actually,

folks use MedPick.

And I think it's because MedPick feels a little bit more sophisticated.

There's a lot more letters in the acronym.

It feels like maybe you're batting above your way because all large sales teams use MedPick.

And they have this very clear qualification process.

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