gold one

Question 1

What are our 7 opportunity stages?

Answer 1

0 - prospecting
1- discovery
2- evaluation
3- proposal
4- negotiation
5- awaiting signatures
6- won
7- invoiced won
8- closed lost
9- qualified out

Question 2

What does MEDDICCC stand for?

Answer 2

Metrics: Discover what quantifiable goals your prospect hopes to achieve. Establishing these metrics allows you to describe the benefit of your solution as it specifically pertains to your prospect. For example, your prospect tells you they want to drive 100,000 new monthly visitors to their website (versus the vague goal of “more traffic”).
What metrics is the business shooting for frowm a growth perspective or trying to reduce?
Usually tyring to grow x% (business goal)
ROI off the data
Getting actual metrics on what the business case is
Personal metrics
How much is your team responsible for?
If you could reduce attrition on your team to what what would that success look like for you (intertwined with personal pain or win

Business, person, ROI math
Economic buyer: Find out who has the power to spend the appropriate budget. Who makes the financial decisions as they pertain to the solution you’re selling? This person may not be the point of contact you’ve established at the company, but they’re important nonetheless as they have sway over if your deal closes.

Decision criteria: Understand how your prospect’s company makes decisions about purchases similar to your solution. They’re likely comparing many different vendor choices and are weighing their options based on a few important factors — their decision criteria.

Decision process: who needs to be involved In addition to the decision criteria, you must also understand your prospect’s decision process— the internal steps followed to actually finalize a decision. Once you get familiar with this process, you can follow along and ensure your sale doesn’t fall to the wayside or hit an ambiguous roadblock.

Identify pain: It’s impossible to explain the value of your solution if you don’t know what problems your prospect is trying to solve. Identify
Need!!

Champion
(C)Timeline!!!
What is this person’s timeline for getting the deal done?
Competitors