The Audible-Ready Sales Podcast
Key Questions to Ask in Every Deal
Jul 2, 2024
Sales expert John Kaplan discusses key questions for deal qualification: Do we belong in the deal? What are our strengths and weaknesses? Steps to move deal forward efficiently. Emphasis on MedPIC, value frameworks, and discipline in sales. Importance of deal fit, ideal customer profile, and Medic/MedPIC. Tools like MEDIC for organization qualification processes.
13:11
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Quick takeaways
- Qualifying deal fit and ideal customer profile is crucial for success in sales.
- Assessing deal strengths and weaknesses using MedPIC criteria enhances competitiveness and qualification process.
Deep dives
Qualifying Deal Fit and Ideal Customer Profile
One key aspect discussed in the podcast is the importance of qualifying deal fit and determining the ideal customer profile. By asking questions such as whether the opportunity aligns with the ideal customer profile and if it is worth pursuing, sales professionals can focus on opportunities that have the potential for success. Understanding the fit and size of the business issue at hand plays a crucial role in assessing deal viability.
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