ENGAGEMENT exaMPLE

SALES Pipeline QUALIFICATION via MEDDPICC

• Discovery Call:
  
• Agreement
  
• Kickoff and Assessment:
  
• Current sales processes, Pain points and challenges in the existing sales process.
  
• Training and Knowledge Transfer:
  
• Educate the sales team on the MEDDPICC qualification method.
  
• In-depth training covering Metrics, Economic Buyer, Decision Criteria, Decision Process, Paper Process, Identify Pain, Champion and Competition
  
• One P is missing in the official framework, the P for Partners
• Opportunity Assessment:
  
• Apply the method to existing opportunities.
  
• Identify gaps, areas for improvement, and potential actions for each opportunity.
  

• Process Alignment:
  
• Align the sales processes with MEDDPICC.
  
• Review the existing sales processes and make necessary adjustments to incorporate MEDDPICC.
  
• Metrics and Economic Buyer Focus:
  
• Deepen focus on Metrics and Economic Buyer aspects.
  
• Decision Criteria and Decision Process Enhancement:
  
• Strengthen the understanding of Decision Criteria and Decision Process.
  
• Paper Process, Champion Development and Competition:
  
• Address Paper Process concerns, build a Champion's approach and focus on Competition
  
• Pain Identification and Final Evaluation:
  
• Sharpen the focus on identifying prospect pain points.