Why It Makes Sense to Track Sales Criteria in your CRM
Using Squivr to track sales qualification criteria like MEDDICC in Salesforce makes a lot of sense because Squivr is designed to enhance sales productivity, automate workflows, and provide insights that align perfectly with the MEDDICC framework.
Centralized Data & Visibility Across Sales Teams
Why It Matters: Sales teams need a single source of truth for deal qualification, tracking, and collaboration (with Squivr)
Stores MEDDICC criteria directly in Salesforce records, ensuring real-time updates.
Provides custom dashboards showing qualification progress across multiple opportunities.
Enables team collaboration across all Salesforce technologies
Metrics (M)
Account-Level Tasks (Salesforce + Squivr)
Create Reports & Dashboards for key account performance indicators.
Store benchmark data in Custom Account Fields (e.g., revenue growth, cost savings).
Use Squivr insights to track engagement and quantify ROI for the account.
Opportunity-Level Tasks (Salesforce + Squivr)
Track and update value metrics in Opportunity Notes.
Use Squivr playbooks, action plans, and recommendations to refine business impact messaging.
Economic Buyer (E)
Account-Level Tasks (Salesforce + Squivr)
Identify economic buyers in Salesforce (C-level, VP, or budget holders).
Assign Account Roles to key stakeholders (e.g., Decision Maker, Budget Holder).
Use Squivr engagement data to track their activity.
Opportunity-Level Tasks (Salesforce + Squivr)
Log meetings & emails in Salesforce to track buyer involvement.
Use Squivr to analyze buyer sentiment & interest levels.
Set up automated tasks/reminders for follow-ups with the Economic Buyer.
Decision Criteria (D)
Account-Level Tasks (Salesforce + Squivr)
Document procurement policies under Account Details.
Track compliance requirements in Account Fields.
Use Squivr playbooks to align messaging with their industry needs.
Opportunity-Level Tasks (Salesforce + Squivr)
Capture decision criteria in Opportunity Notes.
Log objections in Salesforce and create playbooks for overcoming them.
Decision Process (D)
Account-Level Tasks (Salesforce + Squivr)
Map out standard procurement workflows in Salesforce.
Use Squivr Insights to predict buying patterns.
Store previous deal cycles under the Account History tab.
Opportunity-Level Tasks (Salesforce + Squivr)
Define decision-making steps in the Opportunity Stage Process.
Assign tasks for each decision stage in Salesforce.
Use Salesforce and Squivr alerts to notify when key steps (e.g., legal review) are met.
Identify Pain (I)
Account-Level Tasks (Salesforce + Squivr)
Use Squivr insights to surface company-wide pain points.
Store pain points in Salesforce fields to align future deals.
Track industry trends & common challenges using Squivr AI.
Opportunity-Level Tasks (Salesforce + Squivr)
Document specific pain points in Opportunity Notes.
Use Squivr engagement data to validate pain urgency.
Align Solution Messaging in Salesforce records with their pain.
Champion (C)
Account-Level Tasks (Salesforce + Squivr)
Identify potential champions using Squivr engagement data.
Assign champions in Salesforce with a Custom Contact Role (e.g., Internal Advocate).
Track champion influence using Squivr AI Signals.
Opportunity-Level Tasks (Salesforce + Squivr)
Equip champions with Salesforce Chatter Updates & Playbooks.
Log champion advocacy efforts in Call Notes & Emails.
Use Squivr alerts to gauge if engagement drops (indicating a lost champion).
Competition (C)
Account-Level Tasks (Salesforce + Squivr)
Track competitor presence in Account Notes.
Use Squivr to analyze past competitor wins/losses.
Set competitor alerts in Salesforce.
Opportunity-Level Tasks (Salesforce + Squivr)
Update Competitor Battlecards in Squivr.
Log competitive threats in Opportunity Notes.
Use Squivr sentiment analysis to detect shifts in competitor preference.
Next Steps for Implementation:
Use Squivr playbooks to refine deal strategy.
Track champion engagement and competitor shifts using reports & dashboards.
This breakdown ensures you’re tackling both strategic (account-level) and tactical (opportunity-level) tasks, optimizing your sales approach for long-term success.
