How can you MEDDICC & MEDDPICC?
Map your qualification methodology within the seller’s workflow via Salesforce or your CRM. This allows a company to repeat and optimize the chance of the desired results. Is a qualification methodology a silver bullet? No, it is a framework of success that can enhance performance, provide enablement, and promote repeatable success in your business.
MEDDICC - What is it?
Metrics
Economic Buyer
Decision Criteria
Decision Process
Identify Pain
Champion
Competition
P stands for Paperwork Process
How does this apply to my business?
Metrics: Leverage of the measured potential gain and their economic benefit
Economic: Buyer: Interaction with the person in the account who has discretionary access to the funds
Decision Criteria: Criteria used by the customer to select the solution and the vendor
Decision Process: Process that the customer has adopted which leads the purchase decision
Paper Process: Approval process in the account through which the purchase order request needs to go, before reaching the vendor
Identify Pain: Actual pains at the company which would require your product/service to be relieved
Champion: People with the level of power/influence at the target company, who are favorable to your solution
Competition: Knowledge of the competing vendors in the account, their strengths and weaknesses, and their champions
Why do you care? Qualification methodology will help your revenue lifecycle through…
Repeatable and guided process
Highlight best next actions
Coachable across the teams and levels of performers
Focus on winnable deals minimize pipe dreams
Increasing qualification can Increase revenue
Dramatically Improve accuracy of sales forecasts
Like any good methodology, the trick will be applying it to your business. Ask us how to properly map this qualification methodology to Salesforce and effectively map, track, and gain insight from MEDDICC & MEDDPICC.
email: info@squivr.com
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