1. Where can I find the Deal Qualification Guide?
Go to the Forecast page and scroll down to an opportunity that you want to qualify in the Opportunity Table. After you have selected an opportunity the Opportunity Sidebar will be populated on the right. Select the Qualify tab to explore the Deal Qualification Guide.
2. The 8 criteria of
Now you will be able to score and fill in the details for the 8 criteria of
MEDDPICC®. These are:
Implicate the Pain
Unsure what any of these mean? We have a handy checklist to make sure you are asking the right questions and getting the right answers.
We have best in class descriptions of the four categories that are color coded so that you can be confident in your score.
Red = Score from 1-3
Orange = Score from 4-6 Light green = Score from 7-8 Dark green = Score from 9-10
Fill these in for the 8 criteria and add any supporting notes you feel necessary.
MEDDPICC® in the Opportunity Table
Now when you review your Opportunity Table, you will be able to see the
MEDDPICC® bar filled in according to your qualification.
Want to learn more about implementing
MEDDPICC®? You need to read this.
MEDDPICC® is a registered trademark of Darius Lahoutifard, exclusively licensed by
MEDDIC Academy, and is being used with permission.