Do you take the goose to the largest revenue opportunity or to the one that is best qualified? How can you really tell? Sales reps will tell you anything to get the goose to nest on their opportunity and maybe produce golden eggs.
Let MEDDIC be your guide, let’s explore some decision factors
1. Technical resources are expensive so having them work on any opportunity should require some due diligence.
2. The only way you know an opportunity has a specific revenue potential is through a meeting with the economic buyer or through meeting with a tested champion. Managers must inspect and engage. Sales reps are too close to the deal and they selfishly want the goose on their opportunity.
3. The size of the prospective company is also a factor, but large companies can also grab your goose and keep it locked up for months.
How does MEDDIC help you quickly see where to take the goose?
1. A CIS MEDDIC solution opportunity view can show revenue potential, the total MEDDIC scores, Economic Buyer and Champion scores, etc so you can look at all the information on one screen.
As Vp of sales, you still need to make the call, but now you have much better qualified information.