Concept: Sales Process

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Structured stages of the sales cycle to drive predictability and alignment. Each stage defines activities, exit criteria, MEDDIC mapping, CRM/data requirements, number of contacts, and output documents.

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PMF Alignment Toolkit (c_pmf_alignment)
Product-Market Fit (PMF) (c_product_market_fit)
Positioning & Marketing (c_positioning_marketing)

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c_sales_process

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Sales Process

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0065

Created

2025-08-29T15:57:02.345Z

Updated

2026-01-16T03:43:46.329Z

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# Sales Process

Structured stages of the sales cycle to drive predictability and alignment. Each stage defines activities, exit criteria, MEDDIC mapping, CRM/data requirements, number of contacts, and output documents.

## Closed Won

Description: Deal closed successfully, revenue booked.
Activities: Handoff to CS/implementation, internal win review.
Exit Criteria: Signed contract + kickoff scheduled.
MEDDIC Mapping: Completed (Champion validated, Paper closed).
CRM / Data: Closed Won status, handover fields complete.
Number of Contacts: 3–5 engaged during deal, at least 1 CS contact added.
Output Document: Final contract, handover package, kickoff deck.

## Close / Contracting

Description: Final approvals and paperwork execution.
Activities: Legal/procurement negotiation, executive sponsor approval.
Exit Criteria: Signed agreement or final verbal commit.
MEDDIC Mapping: Paper Process, Economic Buyer sign-off.
CRM / Data: Contract details stored, ARR/ACV updated.
Number of Contacts: Executive sponsor + legal/procurement.
Output Document: Final contract, mutual action plan.

## Negotiate

Description: Align on pricing, terms, and procurement needs.
Activities: Pricing discussions, discount/approval workflow, redline review.
Exit Criteria: Agreement on pricing model, draft contract with redlines.
MEDDIC Mapping: Decision Process, Paper Process.
CRM / Data: Pricing field filled, approval status updated.
Number of Contacts: At least 3–5 stakeholders incl. procurement/legal.
Output Document: Proposal/quote, draft contract, close plan.

## Solution Design & Value

Description: Present tailored solution, link benefits to customer needs.
Activities: Product demo, solution workshop, co-creation with buyer.
Exit Criteria: Customer confirms value alignment, shortlisted vendor.
MEDDIC Mapping: Decision Criteria, Champion.
CRM / Data: Solution fit notes, use case tagged, opportunity size updated.
Number of Contacts: At least 3 roles (economic buyer, user, IT/ops).
Output Document: Demo recap, proposal draft, solution design doc.

## Discovery & Impact

Description: Uncover problems, quantify impact, and create urgency.
Activities: Discovery calls, impact analysis, ROI framing.
Exit Criteria: Problem statement agreed, pain quantified, champion emerging.
MEDDIC Mapping: Metrics, Pain, Economic Buyer.
CRM / Data: Problem field updated, budget status captured.
Number of Contacts: At least 2 roles (user + manager).
Output Document: Discovery summary, ROI/problem-impact doc.

## Qualification (SQL/MQL/PQL)

Description: Validate fit, intent, and potential value.
Activities: Intro call, qualification questions, initial stakeholder mapping.
Exit Criteria: Confirm ICP fit, budget range, authority/contact identified.
MEDDIC Mapping: Initial Metrics, start of Economic Buyer.
CRM / Data: ICP field updated, lead source tagged, 1+ contact added.
Number of Contacts: Minimum 1 decision-maker or influencer.
Output Document: Qualification notes, account entry in CRM.

Concept: Sales Process

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