How do you ensure that you aren’t skipping steps in the sales process?

Rachel Clapp Miller

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?

Tim Caito

Great tips here on weaving MEDDICC into normal activity. For me it's about the questions I ask myself early and often in exploring a new sales opportunity... and then as it progresses.

Early in the sales cycle I ask myself these questions:

- What's the BIG business problem this customer is focused on? (I )

- What's the impact of that problem on their business? (M)

- Who does this problem impact the most? (E)

- Who has influence on this problem that can give me insight on how to proceed? (Ch)

Later in the deal cycle as insights on the deal evolve, I keep asking the question above, plus some new ones:

- How will the customer make their decision? (DC & DP)

-How does this problem stack up against other priorities this customer is focused on and will likely invest in? (I & EB)

- What's my position to compete and win this opportunity? (I, M, Co, DC, DP)

- Am I fully leveraging my Champion and other advantages I may have created to this point? (Ch & DC)

By asking myself these coaching questions as a normal part of my selling I'm able to leverage the insights MEDDICC are intended to generate on a daily basis... both where I'm at on the deal and more importantly where in need to focus going forward.

Rachel Clapp Miller

Love the tie in with MEDDICC Tim. I also like the point you frequently make about continually assessing these questions as we move the opportunity forward.