Sales Optimisation (MEDDIC)

Have you hired salespeople but their efforts do not yield the expected results? The most common symptom is opportunities that suddenly ‘vanish’ after a significant investment of time and resources. You cannot sell to every client, but there are ways to determine early on which client will purchase and which will not.

As part of this service

  1. We will determine who is the person or persons responsible for allocating funds for your software
  2. Equally important, we will identify who is requesting the purchase and what might motivate them
  3. We will examine what the average sales cycle looks like
  4. We will estimate the average value of the initial sale as well as the Customer Lifetime Value (CLV)
  5. Using the above, we will standardise the stages of the sales cycle and the gates between them based on the MEDDIC method. We will assign activities such as a demo, technical deep dive, proof of concept or a quotation to the appropriate stages. This approach will ensure that the sales team does not waste time on activities that cannot be effective due to the current level of project knowledge.
  6. I will outline the necessary changes to your CRM
  7. We will conduct a workshop for the sales team

In the end, you will receive

A ready system for measuring the quality of your pipeline, enabling a more accurate forecast and significantly boosting the effectiveness of your team.

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Photograph of Michał Kułakowski