{"id":373,"date":"2025-04-20T10:00:00","date_gmt":"2025-04-20T08:00:00","guid":{"rendered":"http:\/\/www.eplus.rs\/?p=373"},"modified":"2026-05-18T20:24:51","modified_gmt":"2026-05-18T18:24:51","slug":"b2b-marketing","status":"publish","type":"post","link":"https:\/\/www.eplus.rs\/en\/b2b-marketing\/","title":{"rendered":"B2B Prodaja &amp; Marketing po MEDDIC metodologiji"},"content":{"rendered":"\n<p class=\"wp-block-paragraph\">Prema dostupnim istra\u017eivanjima, kompanije koje primenjuju MEDDIC metodologiju u B2B prodaji bele\u017ee zna\u010dajno vi\u0161e stope zaklju\u010denja poslova u odnosu na one koje koriste manje strukturirane pristupe.&nbsp;Kompanija PTC (koja je &#8222;izmislila&#8220; MEDDIC) zabele\u017eila je rast godi\u0161njeg prihoda&nbsp;od preko 3x za \u010detiri godine&nbsp;od po\u010detka implementacije metodologije.&nbsp;Me\u0111utim, kao i kod svake metodologije, klju\u010d le\u017ei u pravilnoj implementaciji i uskla\u0111enosti sa va\u0161im specifi\u010dnim poslovnim modelom.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Zahvalju\u0107i intenzivnom i aktivnom iskustvu na\u0161ih vode\u0107ih eksperata u primeni ove metodologije, u mogu\u0107nosti smo da ponudimo superiorno B2B re\u0161enje koje pokazuju svoju efikasnost ve\u0107 i u kratkoro\u010dnim realizacijama.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Ovaj trening \u0107e vas nau\u010diti da svojim proizvodima i uslugama date maksimalnu \u0161ansu na putu do tr\u017ei\u0161ta.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\">Kome je namenjen trening B2B prodaja &amp; marketing<\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">Ovaj trening je namenjen svima koji u\u010destvuju u B2B poslovanju ili nameravaju da se specijalizuju za B2B:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Korporativni direktori \/ senior menad\u017ement<\/li>\n\n\n\n<li>Menad\u017eeri u B2B prodaji<\/li>\n\n\n\n<li>Menad\u017eeri u B2B marketingu<\/li>\n\n\n\n<li>KA menad\u017eeri<\/li>\n\n\n\n<li>Preduzetnici i vlasnici biznisa<\/li>\n<\/ul>\n\n\n\n<h2 class=\"wp-block-heading\">Sadr\u017eaj treninga B2B Prodaja &amp; Marketing po MEDDIC metodologiji<\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">Ovaj program se prilago\u0111ava potrebama i zahtevima klijenta, a klju\u010dne oblasti koje su obuhva\u0107ene su:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Specifi\u010dnosti na koje treba da obratimo pa\u017enju u B2B prodaji<\/li>\n\n\n\n<li>Segmentacija B2B tr\u017ei\u0161ta<\/li>\n\n\n\n<li>Dono\u0161enje odluke u B2B poslovanju<\/li>\n\n\n\n<li><strong>MEDDIC <\/strong>metodologija za kvalifikaciju B2B prodajnih prilika: Metrics, Economic Buyer, Decision Process, Decision Persons, Identify Pain, Sales Champion<\/li>\n\n\n\n<li>Kako prepoznati osobe od uticaja na dono\u0161enje odluke<\/li>\n\n\n\n<li>Kako uklju\u010diti sve osobe od uticaja u prodajni levak<\/li>\n\n\n\n<li>\u0160ta su Prodajni \u0160ampioni (Sales Champions), kako se prepoznaju i grade<\/li>\n\n\n\n<li>Pregovori i prodaja<\/li>\n\n\n\n<li>Osnove upravljanja klju\u010dnim kupcima u B2B<\/li>\n\n\n\n<li>B2B marketing<\/li>\n\n\n\n<li>Prodajna komunikacija i oblikovanje prodajnih poruka<\/li>\n<\/ul>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>MEDDIC metodologja<\/strong><\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">MEDDIC metodologija je najefikasnija B2B metoda za generisanje lidova, prodaje i kreiranje B2B partnerstava na dugoro\u010dnim osnovama. <\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Metodologija je nastala devedesetih godina pro\u0161log veka, kada je softverska kompanija PTC dobila zadatak da sistematizuje komplikovan sistem generisanja prodajnih lidova (potencijalnih kupaca). Zahvaljuju\u0107i novoj metodologiji, kompanija je u narednih par godina dostigla promet sa 300 miliona na 1 milijardu dolara. <\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Metodologija se uz izvesna prilago\u0111avanja izuzetno uspe\u0161no koristi i u svim drugim industrijama, gde se vr\u0161i B2B prodaja.<\/p>\n\n\n\n<figure class=\"wp-block-image size-large\"><img fetchpriority=\"high\" decoding=\"async\" width=\"1024\" height=\"872\" src=\"https:\/\/www.eplus.rs\/wp-content\/uploads\/2025\/10\/meddic-1024x872.png\" alt=\"\" class=\"wp-image-4196\" srcset=\"https:\/\/www.eplus.rs\/wp-content\/uploads\/2025\/10\/meddic-1024x872.png 1024w, https:\/\/www.eplus.rs\/wp-content\/uploads\/2025\/10\/meddic-900x767.png 900w, https:\/\/www.eplus.rs\/wp-content\/uploads\/2025\/10\/meddic-768x654.png 768w, https:\/\/www.eplus.rs\/wp-content\/uploads\/2025\/10\/meddic-600x511.png 600w, https:\/\/www.eplus.rs\/wp-content\/uploads\/2025\/10\/meddic.png 1135w\" sizes=\"(max-width: 1024px) 100vw, 1024px\" \/><\/figure>\n\n\n\n<p class=\"wp-block-paragraph\"><\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><\/h2>\n\n\n\n<div style=\"height:54px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"Zaka\u017eite-uvodni-razgovor\">Zaka\u017eite uvodni razgovor<\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">Ako \u017eelite da nas upoznate i da razgovaramo o izazovima sa kojima se suo\u010davate, budite slobodni da zaka\u017eete uvodni neobavezuju\u0107i razgovor, potpuno poverljiv:<\/p>\n\n\n<div class='fluentform ff-default fluentform_wrapper_3 ffs_default_wrap'><form data-form_id=\"3\" id=\"fluentform_3\" class=\"frm-fluent-form fluent_form_3 ff-el-form-top ff_form_instance_3_1 ff-form-loading ffs_default\" data-form_instance=\"ff_form_instance_3_1\" method=\"POST\" ><fieldset  style=\"border: none!important;margin: 0!important;padding: 0!important;background-color: transparent!important;box-shadow: none!important;outline: none!important; min-inline-size: 100%;\">\n                    <legend class=\"ff_screen_reader_title\" style=\"display: block; margin: 0!important;padding: 0!important;height: 0!important;text-indent: -999999px;width: 0!important;overflow:hidden;\">Zaka\u017eite uvodni razgovor<\/legend><input type='hidden' name='__fluent_form_embded_post_id' value='373' \/><input type=\"hidden\" id=\"_fluentform_3_fluentformnonce\" name=\"_fluentform_3_fluentformnonce\" value=\"63b92e9075\" \/><input type=\"hidden\" name=\"_wp_http_referer\" value=\"\/en\/wp-json\/wp\/v2\/posts\/373\" \/><div data-type=\"name-element\" data-name=\"names\" class=\" ff-field_container ff-name-field-wrapper\" ><div class='ff-t-container'><div class='ff-t-cell '><div class='ff-el-group'><div class=\"ff-el-input--label ff-el-is-required asterisk-right\"><label for='ff_3_names_first_name_' id='label_ff_3_names_first_name_'>Ime i prezime<\/label><\/div><div class='ff-el-input--content'><input type=\"text\" name=\"names[first_name]\" id=\"ff_3_names_first_name_\" class=\"ff-el-form-control\" placeholder=\"Ime i prezime\" aria-invalid=\"false\" aria-required=true><\/div><\/div><\/div><\/div><\/div><div class='ff-el-group'><div class=\"ff-el-input--label ff-el-is-required asterisk-right\"><label for='ff_3_email' id='label_ff_3_email'>Email<\/label><\/div><div class='ff-el-input--content'><input type=\"email\" name=\"email\" id=\"ff_3_email\" class=\"ff-el-form-control\" placeholder=\"Adresa na koju \u017eelite da vas kontaktiramo\" data-name=\"email\"  aria-invalid=\"false\" aria-required=true><\/div><\/div><div class='ff-el-group'><div class=\"ff-el-input--label asterisk-right\"><label for='ff_3_dropdown' id='label_ff_3_dropdown'>Interesuje me:<\/label><\/div><div class='ff-el-input--content'><select name=\"dropdown\" id=\"ff_3_dropdown\" class=\"ff-el-form-control\" data-name=\"dropdown\" data-calc_value=\"0\"  aria-invalid=\"false\" aria-required=\"false\" aria-labelledby=\"label_ff_3_dropdown\"><option value=\"\">Kliknite da odaberete opciju<\/option><option value=\"Vi\u0161e informacija\"  >Vi\u0161e informacija<\/option><option value=\"Prijavljujem interesovanje za otvoreni trening\"  >Prijavljujem interesovanje za otvoreni trening<\/option><option value=\"\u017delim da zatra\u017eim ponudu\"  >\u017delim da zatra\u017eim ponudu<\/option><option value=\"\u017delim da zaka\u017eem konsultativni uvodni razgovor\"  >\u017delim da zaka\u017eem konsultativni uvodni razgovor<\/option><\/select><\/div><\/div><div class='ff-el-group'><div class=\"ff-el-input--label asterisk-right\"><label for='ff_3_message' id='label_ff_3_message'>Poruka<\/label><\/div><div class='ff-el-input--content'><textarea aria-required=\"false\" aria-labelledby=\"label_ff_3_message\" name=\"message\" id=\"ff_3_message\" class=\"ff-el-form-control\" placeholder=\"Npr. rast profitabilnosti, razvoj prodaje, organizacioni izazovi...\" rows=\"4\" cols=\"2\" data-name=\"message\" ><\/textarea><\/div><\/div><div class='ff-form-inline-style' hidden><style>form.fluent_form_3 .ff-btn-submit:not(.ff_btn_no_style) { background-color: #67C23A; color: #ffffff; }<\/style><\/div><div class='ff-el-group ff-text-left ff_submit_btn_wrapper'><button type=\"submit\" class=\"ff-btn ff-btn-submit ff-btn-md ff_btn_style\"  aria-label=\"Potvrdi\">Potvrdi<\/button><\/div><\/fieldset><\/form><div id='fluentform_3_errors' class='ff-errors-in-stack ff_form_instance_3_1 ff-form-loading_errors ff_form_instance_3_1_errors'><\/div><\/div>            <script type=\"text\/javascript\">\n                window.fluent_form_ff_form_instance_3_1 = {\"id\":\"3\",\"ajaxUrl\":\"https:\\\/\\\/www.eplus.rs\\\/wp-admin\\\/admin-ajax.php\",\"settings\":{\"layout\":{\"labelPlacement\":\"top\",\"asteriskPlacement\":\"asterisk-right\",\"helpMessagePlacement\":\"with_label\",\"errorMessagePlacement\":\"inline\",\"cssClassName\":\"\"},\"restrictions\":{\"denyEmptySubmission\":{\"enabled\":false}}},\"form_instance\":\"ff_form_instance_3_1\",\"form_id_selector\":\"fluentform_3\",\"rules\":{\"names[first_name]\":{\"required\":{\"value\":true,\"message\":\"This field is required\",\"global\":true,\"global_message\":\"This field is required\"}},\"names[middle_name]\":{\"required\":{\"value\":false,\"message\":\"This field is required\",\"global\":true,\"global_message\":\"This field is required\"}},\"names[last_name]\":{\"required\":{\"value\":false,\"message\":\"This field is required\",\"global\":true,\"global_message\":\"This field is required\"}},\"email\":{\"required\":{\"value\":true,\"message\":\"This field is required\",\"global\":true,\"global_message\":\"This field is required\"},\"email\":{\"value\":true,\"message\":\"This field must contain a valid email\",\"global\":true,\"global_message\":\"This field must contain a valid email\"}},\"dropdown\":{\"required\":{\"value\":false,\"message\":\"This field is required\",\"global_message\":\"This field is required\",\"global\":true}},\"message\":{\"required\":{\"value\":false,\"message\":\"This field is required\",\"global\":true,\"global_message\":\"This field is required\"}}},\"debounce_time\":300,\"file_upload_settings\":[]};\n                            <\/script>\n            \n\n\n\n<h4 class=\"wp-block-heading\">DIREKTAN KONTAKT:<\/h4>\n\n\n\n<p class=\"wp-block-paragraph\">Stefan Ivanovi\u0107, direktor<br>Po\u0161aljite mi&nbsp;<a href=\"mailto:stefan.ivanovic@eplus.rs?subject=ePlus%20kontakt%20forma\">email<\/a><\/p>\n\n\n\n<p class=\"wp-block-paragraph\">ePlus Marketing Centar d.o.o. Beograd<br>Ljubinke Bobi\u0107 13, 11070 Novi Beograd<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Tel: +381 61 189 1080<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Ovde mo\u017eete pogledati<strong>&nbsp;<a href=\"https:\/\/www.eplus.rs\/reference-i-iskustvo\/\">na\u0161e reference<\/a><\/strong>.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong><a href=\"http:\/\/www.eplus.rs\">NAZAD NA GLAVNI MENU<\/a><\/strong><\/p>\n","protected":false},"excerpt":{"rendered":"<p>Prema dostupnim istra\u017eivanjima, kompanije koje primenjuju MEDDIC metodologiju u B2B prodaji bele\u017ee zna\u010dajno vi\u0161e stope zaklju\u010denja poslova u odnosu na one koje koriste manje strukturirane pristupe.&nbsp;Kompanija PTC (koja je &#8222;izmislila&#8220; MEDDIC) zabele\u017eila je rast godi\u0161njeg prihoda&nbsp;od preko 3x za \u010detiri godine&nbsp;od po\u010detka implementacije metodologije.&nbsp;Me\u0111utim, kao i kod svake metodologije, klju\u010d le\u017ei u pravilnoj implementaciji i [&hellip;]<\/p>\n","protected":false},"author":1,"featured_media":4560,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"content-type":"","_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_hide_featured_image":false,"_jetpack_featured_image_duplicate_dismissed":0,"_jetpack_feature_clip_id":0,"_jetpack_memberships_contains_paid_content":false,"footnotes":"","jetpack_post_was_ever_published":false},"categories":[41,3,35,538,23,9,17,134,16,568],"tags":[28,10,13,159,589,34,554,161,591],"class_list":["post-373","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-b2b","category-btl","category-dizajn","category-export-sr","category-marketing-strategija","category-brand","category-retail","category-treninzi-obuke-i-coaching","category-unapredjenje-prodaje","category-upravljanje-sr","tag-b2b","tag-launch","tag-lojalnost","tag-maloprodaja","tag-management-sr","tag-marketing","tag-prodaja-sr","tag-sajmovi","tag-sales-sr"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v28.8 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>B2B marketing je forma marketinga koja daje efikasnu podr\u0161ku b2b prodaji<\/title>\n<meta name=\"description\" content=\"B2B marketing jeste skup aktivnosti koji komunicira sa posrednicima koji va\u0161 proizvod\/uslugu dora\u0111uju i\/ili plasiraju na tr\u017ei\u0161te\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.eplus.rs\/en\/b2b-marketing\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"B2B marketing je forma marketinga koja daje efikasnu podr\u0161ku b2b prodaji\" \/>\n<meta property=\"og:description\" content=\"B2B marketing jeste skup aktivnosti koji komunicira sa posrednicima koji va\u0161 proizvod\/uslugu dora\u0111uju i\/ili plasiraju na tr\u017ei\u0161te\" \/>\n<meta property=\"og:url\" content=\"https:\/\/www.eplus.rs\/en\/b2b-marketing\/\" \/>\n<meta property=\"og:site_name\" content=\"ePlus Marketing Centar\" \/>\n<meta property=\"article:publisher\" content=\"https:\/\/www.facebook.com\/eplusmarketingcentar\" \/>\n<meta property=\"article:published_time\" content=\"2025-04-20T08:00:00+00:00\" \/>\n<meta property=\"article:modified_time\" content=\"2026-05-18T18:24:51+00:00\" \/>\n<meta property=\"og:image\" content=\"https:\/\/www.eplus.rs\/wp-content\/uploads\/2025\/04\/b2b-meddic.png\" \/>\n\t<meta property=\"og:image:width\" content=\"1267\" \/>\n\t<meta property=\"og:image:height\" content=\"941\" \/>\n\t<meta property=\"og:image:type\" content=\"image\/png\" \/>\n<meta name=\"author\" content=\"star99\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:creator\" content=\"@ePlus_Marketing\" \/>\n<meta name=\"twitter:site\" content=\"@ePlus_Marketing\" \/>\n<meta name=\"twitter:label1\" content=\"Written by\" \/>\n\t<meta name=\"twitter:data1\" content=\"\" \/>\n\t<meta name=\"twitter:label2\" content=\"Est. reading time\" \/>\n\t<meta name=\"twitter:data2\" content=\"3 minutes\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\\\/\\\/schema.org\",\"@graph\":[{\"@type\":\"Article\",\"@id\":\"https:\\\/\\\/www.eplus.rs\\\/b2b-marketing\\\/#article\",\"isPartOf\":{\"@id\":\"https:\\\/\\\/www.eplus.rs\\\/b2b-marketing\\\/\"},\"author\":{\"name\":\"star99\",\"@id\":\"https:\\\/\\\/www.eplus.rs\\\/#\\\/schema\\\/person\\\/ec9efeec7394824a689c6771b43b1a45\"},\"headline\":\"B2B Prodaja &amp; 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