Why don't you have a post-sales MEDDIC (Renewal Qualification)?

Customer churn issues? You need a renewal qualification process.

You have deal qualification in sales.

Why wouldn't you have the same post-sales?

🟨🟨🟨 FIRST 🟨🟨🟨

Deal Qualification Frameworks

→ SPIN

→ BANT

→ MEDDIC

→ MEDDPICC

For the uninitiated,

each letter of these acronyms

represents a key buying/selling dynamic.

The more of those factors

you have accounted for in your sales efforts,

the more likely you are to win any particular deal.

This is fundamental in sales.

But what about existing clients?

🟥🟥🟥 POST-SALES 🟥🟥🟥

#Renewal considerations begin

on DAY ONE after signing a contract.

There are FAR more dynamics

to account for in delivering on the dream

that the client envisioned during the sales process.

The more of these dynamics

you have accounted for post-sale

the more likely you are to secure a renewal.

🔺80%+ of your revenue

→ is going to come from existing clients,

→ so why don't you have a structured approach here?

🟩🟩🟩 ACTION 🟩🟩🟩

If you're a #CEO or #CRO

and want more

→ Visibility

→ Structure

→ Predictability

in post-sales efforts

and ultimately commercial outcomes

(Renewals & Expansions)

▶️ REACH OUT ◀️

We can discuss our

post-sales qualification

framework, tool, and process.

#CustomerSuccess doesn't need to be

an obscured & unstructured part of your biz.

It can and should be a key #growth #engine.