Where do you spend the most time?

Peter Hase
Peter Hase Member [Plus] Posts: 5
in Networking & Connection

When you use MEDDICC, what takes up the most time?

Where do you spend the most time? 2 votes

What part or MEDDICC takes up more of your time?
0%
Do you see Decision Criteria shifting or chnaging?
100%
Mary CrittendenPeter Hase 2 votes
How often do you need to test or educate your Champion during the deal?
0%

Comments

  • Peter Hase
    Peter Hase Member [Plus] Posts: 5
    Do you see Decision Criteria shifting or chnaging?

    Hi Ascenders,

    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.....

  • Al Fucaloro
    Al Fucaloro Guest Posts: 4
    edited March 2023

    Hi Pete,

    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.

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