With Decision Criteria, you need to start seeing in 3D.
When thinking about Decision Criteria, too often people keep it one dimensional. While technical Decision Criteria are important, deals can be won or lost because of Economic or Relationship Criteria.
In this episode of MEDMEN, Andy and Pim talk about why using Decision Criteria three-dimensionally is crucial for compelling differentiation. Getting beyond the technical proves to the senior key decision makers why your solution is vital to their goals.
If you have any questions, or any suggestions of what you’d like to see the MEDMEN cover next, make sure to comment below!
Until next time - cheers!
ABOUT MEDMEN:
MEDMEN is a MEDDICC MEDIA production, where CEO Andy Whyte and CRO Pim Roelofsen dive into aspects of the MEDDIC framework, and look good doing it.