How do you ensure that you aren’t skipping steps in the sales process?
This is a question asked in the article on Ascender titled "Improve Sales Qualification: Know When to Walk Away".
How do you use the MEDDICC steps in your own operating rhythm? Does your company have MEDDICC embedded into the CRM? I know some reps have their own tools as they work to validate various qualification inputs and sales process stages. Ensuring that we don't skip steps leads to more closed deals - curious how everyone stays on top of it and organized. What works for you?