2 min lesson
Trace one deal from source to result
Explain one deal in sequence and show the evidence behind each decision.
Step 1 of 3
A sales leader needs to know whether you drove the deal or merely appeared in the successful story. Choose one deal where your decisions, mistakes and commercial judgment are easy to inspect.
Use real numbers and a clear sequence. Name the source, buyer problem, contract value, stakeholders, forecast, result and the moment your plan changed. Do not hide uncertainty behind sales vocabulary.
Interactive diagram. Step through it with the Next and Previous controls below, or Tab to a region to read its detail.
Follow the deal in order and explain the decision you made at each point.
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Advanced table
Use MEDDICC to find missing evidence
- MEDDICC element
- Metrics
- Evidence from the deal
- The result the buyer wanted and how both sides planned to measure it.
- MEDDICC element
- Economic buyer
- Evidence from the deal
- The person who controlled the budget and how you earned access.
- MEDDICC element
- Decision criteria
- Evidence from the deal
- The product, security and commercial requirements used to judge the purchase.
- MEDDICC element
- Decision process
- Evidence from the deal
- The approval order across Engineering, Security, Procurement, Legal and the budget owner.
- MEDDICC element
- Identify pain
- Evidence from the deal
- The costly problem, who felt it and why it mattered in the current period.
- MEDDICC element
- Champion
- Evidence from the deal
- The person who advanced the deal when you were absent and the evidence that they had influence.
- MEDDICC element
- Competition
- Evidence from the deal
- The tools or current workflow the buyer compared with your proposal.
| MEDDICC element | Evidence from the deal |
|---|---|
| Metrics | The result the buyer wanted and how both sides planned to measure it. |
| Economic buyer | The person who controlled the budget and how you earned access. |
| Decision criteria | The product, security and commercial requirements used to judge the purchase. |
| Decision process | The approval order across Engineering, Security, Procurement, Legal and the budget owner. |
| Identify pain | The costly problem, who felt it and why it mattered in the current period. |
| Champion | The person who advanced the deal when you were absent and the evidence that they had influence. |
| Competition | The tools or current workflow the buyer compared with your proposal. |
Use one method to expose missing evidence. Do not recite the acronym without tying it to the deal.