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MEDDIC Checklist This is a good way to summarise your situational awareness. For a prospective sales opportunity, take the time to find out the answers to these...
Metric that Matters
Executive Buyer
What is the Metric that Matters? This is the number or measurement that matters to the customer.
Who is the Executive Buyer? This is the person who gives the final sign-off. They can say yes or no.
Decision Process
What is the Decision Process?
Decision Criteria
What is the Decision Criteria?
Identified Pain
Champion
This is the process the customer uses to make decisions.
This is what the products and services are judged and evaluated on.
What is the Identified Pain? This is the risk the customer is facing,and is trying to remove.
Who is the Champion? This is the person who has the authority to drive change.