You can use your format to do this, but if you want to use The Deal Sheet, you can find a copy in the downloads section of www.meddicc.com.
The Brief – To begin, I find it helps to summarize your engagement so far with the organization and how the opportunity to engage with them came about. For people on your team joining the first call, this will give them a useful context.
Tech Snapshot – If you are selling a technical solution, I find it helpful to capture information about their tech landscape. Not just what technology they use, but if applicable, what kind of metrics can you see? Publicly available information such as how many web hits they get can be useful at this stage.
Participants – List who is attending the call from both sides and what you think each person’s role will be.
The Questions – Within your document, you can plan which questions you want to ask. These should be personalized questions rather than generic questions, meaning you start with a blank section for each Deal Sheet. 7 4
Anticipated Objections – There are likely some objections that you anticipate going into the call. Highlighting these in the Deal Sheet will help you to effectively handle them if and when they arise.
The Deal Sheet can become a part of the sales process itself; if an SDR has created the opportunity, they can