Using a sales methodology increases win rates by as much as 3x.
The trouble is they are time-consuming to do and they’re not fully utilized.
So now there is a better way to qualify deals – one in which you can qualify in minutes and have all that information available when reviewing your pipeline.
Ebsta can be customized whether you use MEDDPICC®, SPIN, BANT, STRONGMAN or your own criteria.,
1. Created a new opportunity? Qualify in minutes
The problem with qualifying deals in spreadsheets is how long it takes. Everything needs to be moved from spreadsheet to CRM constantly as the criteria are updated.
There’s a better way.
Qualify deals in minutes inside Ebsta, and sync back to Salesforce or HubSpot in real time.
Every time a new opportunity is created, reps can fill out the criteria with the information they already have.
Then as deals progress and new details emerge, every qualification criteria that gets updated syncs at the contact level in your CRM.
Whether you are using MEDDPICC®, BANT, SPIN, STRONGMAN, or your own deal qualification criteria – these fields are customizable.
The best part? Both rep and manager have complete visibility of the qualification – including scoring and notes. This means that a quick review ahead of the pipeline review means both parties come to the meeting prepared – elevating the whole conversation.
2. Reviewing your pipeline? Check for risk against your qualifying criteria
Heading into a pipeline review, deals at risk are top of the agenda.
Assessing risk can be done in a couple of ways.
First, you can filter the opportunity table using Smart Insights to see deals where the close date has moved, the amount has decreased, engagement has declined, and more.
The second way is to check your most important opportunities against your qualifying criteria.
For example, if you are using a decision process or deadline as one of your criteria, you can very quickly check to see whether the original criteria align with the current close date of the deal.
3. Deciding on the next steps? How to improve closing effectiveness using qualifying criteria
When managing multiple opportunities at once, it can become easy for the finer details to slip through the cracks.
Therefore, the beauty of having your qualification methodology inside your CRM is you instantly have access to those insights when reviewing your pipeline.
Say, for example, your rep and manager are prepping for the next call. To ensure they keep the messaging specific to the original pain, they can grab this information quickly (in addition to having access to a suite of additional insights).
By syncing between Ebsta and Salesforce or HubSpot, both reps and managers have simple access to all key criteria they filled out when entering the opportunity into their pipeline.
4. How to multi-thread deals with ease
Strong relationships play a critical role in deal success. Engage the right persona at the right time, and the odds of success more than double.
Sales qualification methodologies ensure reps identify who the decision-makers are – it’s then important to track whether they are being engaged.
With Ebsta, reps can see these relationships, review account hierarchies, and determine their Relationship Score. Relationship Score is generated from analysis of a rep’s interaction with prospects in real-time and given a score from 0-100 to show the level of engagement.
Relationship Mapping allows you to see who knows who internally, so you can leverage warm relationships your colleagues already have to get a headstart on closing opps.
Armed with this information, reps can ensure they are reaching out consistently and maintaining healthy relationships with all influencers in an opportunity.
MEDDPICC® is a registered trademark of Darius Lahoutifard, exclusively licensed by MEDDIC Academy, and is being used with permission.