When you use MEDDICC, what takes up the most time?
I am in the middle of a complex outsource deal and much time was spent on Decision Criteria, ready to build the PBO's and demonstrate the proof points or Metrics.
How often do your see Decision Criteria affecting the deal?
Look forward to your responses.....
I have experienced two situations:
1. the prospect had an active project with defined criteria entering our conversation
2. the prospect did not have an active project entering a conversation with us, but through discovery, we've uncovered a need
You want to help shape and influence the decision criteria in both scenarios, but most importantly, the second. If they feel the challenges uncovered through discovery are worth launching a project, they'll develop criteria without you, and you risk a competitor inserting their differentiators.
To answer your question more directly, decision criteria affect every deal.