IN THIS ISSUE
Clean up your sales pipe and focus on deals you can win this quarter.
That's the sole focus of today issue.
This substanital topic is likely to appeal to chief executive officers (CEOs) in young companies, chief revenue officers (CROs), sales leaders, and sellers.
It may also appeal to marketing leaders and marketers who want to know more about how enterprise sales work.
You'll learn about a deal-qualification framework that helps eliminate the anxiety that arises from unknown elements in big deals.
Dave Vranicar at Driven
REVENUE
Use this industrial-strength qualification framework to win high-consideration B2B SaaS deals
How do you know if the big deals your sales team say they'll close this quarter are as solid as they think?
The preceding issue of Driven (Number 68, July 31) shared a way to review the revenue forecasts of individual sellers. It also explained how reconcile them against quotas so you can hit your overall number.
This week's companion piece shares a process to qualify (and disqualify) big enterprise deals.
A proper deal-qualification framework gives you an accurate view of how likely individual deals are to close soon.
This framework also helps sellers focus on the things they must do to make it happen.
Why it matters now
This is the time to line up the deals that will enable you to make your number for the quarter. The earlier you assess your pipe, the more options you'll have if an important deal goes sideways.
Source
"How to use the MEDDPICC qualifying framework to win high-consideration B2B SaaS sales." Dave Vranicar. August 15, 2021. Driven blog. [This is a substantial article. Estimated reading time is 20 minutes. If the topic interests you, read it before it disappears in about 2 weeks.]
drivensaas.com
ABOUT DRIVEN
Driven is a fortnightly digest for busy revenue leaders in business-to-business (B2B) SaaS.
It's likely to be most useful if your company sells higher-ticket products that require moderate to heavy involvement of professional sellers.
Driven is here to help you:
- Achieve your revenue goals.
- Overcome your obstacles and challenges.
- Fix expensive problems.
- Be the best version of yourself.
About links, recommendations, and commissions
When I provide links to content from vendors, does it imply a recommendation or endorsement?
Not necessarily. I share links to sources I think you'll find useful or interesting.
If I recommend or endorse a product or service, it's only because I trust it to deliver good value.
If I think something I recommend may not be a good fit for some Driven readers, I'll share my caveats.
I may receive a small commission if you buy something I've recommended. My commissions cost you nothing. If your purchase could earn me a commission, I'll tell you.
Dave Vranicar at Driven