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05
October
2022
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If you've read MEDDICC, The Book, you'll know we referenced The Deal Sheet. It's a document designed to capture relevant information from research into your customer organization and consolidate notes ahead of your first call.
The first call isn't always a call. It can be a meeting, and first meetings often include multiple stakeholders and an expectation that you'll present something. Because of that, it's good practice to set up a first call ahead of the first meeting to run discovery and validate your research.
The Deal Sheet in detail
Your organization may already have a place to collate information. If you'd like to use the Deal Sheet, click the link and create a copy rather than requesting access.
The Brief - Start by summarizing your engagement so far and how the opportunity came about. This gives anyone joining the first call useful context.
Tech Snapshot - If you're selling a technical solution, capture the customer's tech landscape. Note what technology they use and any visible metrics. Public information, such as website traffic, can be useful at this stage.
Participants - List who is attending from both sides and what you believe each person's role will be.
The Questions - Plan the questions you want to ask. These should be personalized rather than generic, so start with a blank section for each Deal Sheet.
Anticipated Objections - Highlight objections you expect going into the call. This helps you handle them effectively if they arise.
The Deal Sheet can also become part of the sales process itself. If an SDR creates the opportunity, they can use it as a handover and briefing document for the seller.
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