April: Conversion Month

April: Conversion Month

This is where pilots turn into deals

CSM: Turn QBRs into growth

NBE: Convert pilots to paid

April: Conversion Month

This is where pilots turn into deals

CSM: Turn QBRs into growth

NBE: Convert pilots to paid

Objectives:

• Apply MEDDPICC in live deal conversations, using structured questioning to uncover gaps, deepen discovery, and move opportunities forward

• Identify weak areas across MEDDPICC and take clear next actions during and after conversations to improve deal quality and reduce risk

April: Conversion Month

This is where pilots turn into deals

CSM: Turn QBRs into growth

NBE: Convert pilots to paid

Competition

Champion

Metrics

Decision Criteria

Why you vs. others?

Can you prove value in numbers?

Do you know how they'll decide?

Who is driving this?

Quick refresh: Watch the short videos under each element

April Action Items

1. Quantify the value from pilots/QBRs - Tie outcomes to numbers: what improved, by how much, and why it matters now
2. Lock decision criteria before the next step - Confirm how they will evaluate and approve the purchase
3. Pressure test your champion - Make sure they can actually drive the deal internally, not just agree with you
4. Define and execute your win strategy - Know your competition and align your approach to how you win this deal

April: Conversion Month

This is where pilots turn into deals

Option 2

Option 1

Mock Call

Mock Call with Analysis

Listen to the mock call and how the seller quantifies impact from the pilot (M), pressure tests the Champion, prioritizes the Decicion Criteria, and Competes with the status quo. (seller/customer convo 6 min)

Listen to a combination of the mock call with an analysis on each section of MEDDPICC. The speakers stop to reflect on portions of the call before continuing with the scenario. (podcast format 17 min)

Sales convo transcript is the same in option 1. There is no transcript of the analysis chat

Access the transcript

Link to mock call with analysis in Google Drive

April: Conversion Month

This is where pilots turn into deals

CSM: Turn QBRs into growth

NBE: Convert pilots to paid

Metrics

Can you prove value in numbers?

April: Conversion Month

This is where pilots turn into deals

CSM: Turn QBRs into growth

NBE: Convert pilots to paid

During the call, the customer says: “What matters most is accuracy and ease of use.”

Decision Criteria

Do you know how they'll decide?

April: Conversion Month

This is where pilots turn into deals

CSM: Turn QBRs into growth

NBE: Convert pilots to paid

During the call:

• The DOT was interested in the solution
• They agreed to speak to the results of the pilot
• The seller offered to provide a summary of the $8K savings and impact for them to use internally

Champion

Who is driving this?

April: Conversion Month

This is where pilots turn into deals

CSM: Turn QBRs into growth

NBE: Convert pilots to paid

Competition

Why you vs. others?

April: Conversion Month

This is where pilots turn into deals

Put MEDDPICC into Action

Opportunity

Call Snippet

Link an opportunity with your MEDDPICC filled out for April

Link a call snippet where you uncoverd at least two of the following: Champion,Decision Criteria, Competition, & Metrics

(preferably the same account as the opp)

Exit Ticket

M: quantifying pilot/QBR impact or defining success before a pilot. DC: identifying and prioritizing decision criteria and how decisions are evaluated. Ch: confirming a Champion who can influence and advocate internally. C: addressing competition including the status quo by using customer-specific outcomes and quantifying the cost of doing nothing

COURSE COMPLETE