A strong qualification process is a critical component
Buyers don’t want to waste time on solutions that aren’t a good fit. The right sales qualification process guides buyers through the requirements, options
A great sales qualification process also helps sellers by identifying bad news early, such as gaps in customer knowledge or relationships. For the seller, the key is to qualify deals in or out faster, so you can focus on only the highest potential opportunities. This will prevent you from spending a lot of time on deals that were never going to close.
Are you an individual seller? Learn more about Ascender™ by Force Management. A subscription platform that includes MEDDICC Curriculum.
The right qualification approach ensures both buyers and sellers are aligned throughout the process to optimize their time, define accurate decision criteria, and integrate executive buy-in throughout the decision-making process. Understand what foundation is needed to maximize MEDDICC results. Read the full guide on how to drive predictable business growth leveraging MEDDICC, a solid sales process and a clear value message.
We implemented Force Management’s Command of the Message® and MEDDPICC. Since then, we've seen a tremendous growth to our average deal sizes. Our average revenue per account has increased almost 4x. Read Case Study.
Judson Griffin
Head of North America & APAC Sales at Intercom
We really liked Force Management's Approach to implementing MEDDPICC. They are partners who help with reinforcement and their facilitator was very engaging, even though he was doing it all through a video conference. Force Management has a great reinforcement package that was included with our licenses, it has helped to keep our sellers in the field engaged long past the formal rollout.
Learn more about the virtual delivery approach here.
Nick Salas
Head of Sales Enablement, MindTickle
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