Why the "I" in MEDDPICC Is Your Most Inconsistent Step

Liam Hannaford

Jun 17, 2026

Same training. Different output. The gap isn't the reps...it's the infrastructure.

Breakcold: The Ballsiest Pricing Page in CRM. Graded.

Liam Hannaford

Jun 12, 2026

One plan. One slider. One price.

The Unfair Advantage Most Revenue Teams Have Never Had

Amar Dhaliwal

Jun 11, 2026

Infrastructure, not talent, is why some teams win on value...and most don't.

What a Value Engineer Does in a Deal (And How Any AE Can Do It Now)

Liam Hannaford

Jun 10, 2026

A Value Engineer builds cited, quantified business cases using real economic logic, benchmarked to the buyer's industry, with payback calculations that hold up in executive reviews. Most AEs have never had this support. valueIQ gives every AE VE-quality output in minutes, without requiring the $200K+ hire.

The value story you build alone won't survive the economic buyer review

Amar Dhaliwal

Jun 3, 2026

A business case the economic buyer receives is a vendor claim. One they helped build is their own analysis. The fix isn't more MEDDICC.

Webflow restructured for AI agents. So we sent one to read its pricing.

Liam Hannaford

Jun 2, 2026

The agentic web Webflow is betting on is the same one that can't parse its pricing page.

MEDDICC works. Here's the infrastructure that makes the M executable.

Liam Hannaford

May 28, 2026

The M in MEDDICC fails when AEs cite benchmarks instead of buyer-specific metrics.

The Value Project: Portable and computable value and pricing models

Steven Forth

May 25, 2026

valueIQ has launched an open source project to make value models and pricing models more portable, transparent, and AI-friendly.

From Watts to Wisdom

Amar Dhaliwal

May 21, 2026

The AI era is generating intelligence at unprecedented scale. What is it worth?

Cheaper Isn't an Argument.

Steven Forth

May 14, 2026

'They're cheaper' isn't an objection. It's an opening. Pricing data isn't pricing intelligence and a reflex discount isn't a strategy. Here's what your reps should say instead, backed by structured competitor pricing and a customer-specific value case.