GitLab MEDDPPICC, 31 Aug 2020

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From YouTube: Decision Process

Description

Decision Process is the process and timeline by which the customer will evaluate, select, and purchase a solution.

Handbook: MEDDPPICC
https://about.gitlab.com/handbook/sales/meddppicc/

Handbook: Sales Operating Procedures
https://about.gitlab.com/handbook/sales/sales-operating-procedures/deal-closure/#1-create-a-mutual-close-plan

A

Let's talk a little bit about the decision process. Decision process is basically a series of activities on the customer's side. That is kind of where the buying and selling activities meet decision process is something that is time oriented and it can involve a variety of economic and technical buyers. So you want to make sure that, as salespeople we're asking good questions about validation and approval early on in the sales cycle.

A

So let's take a deeper look at this, so when we say qualify early based on validation and approval, what we mean by validation is what is the buyer's way of verifying that our solution is going to satisfy their requirements, so validation events are things again like demos, rfps, test flights when you think about approval, that is the steps required for your client to issue a purchase, order and release funds.

A

Now, in a small to medium business, this can be really simple with just a few signatures or in the enterprise or especially with the government. It can be very complex.

A

So some questions to ask yourself here are: have you reviewed the timeline with all the interested parties with your champion? Have you documented the validation and approval process? Have you asked about it and have you checked the process with all interested parties?

A

Thank you. That's all for this video.