If you've read MEDDICC, The Book, you'll know we referenced The Deal Sheet.
What is 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.
Why run a first call before the first meeting
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.
What’s in the Deal Sheet
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: how the opportunity came about
Start by summarizing your engagement so far and how the opportunity came about. This gives anyone joining the first call useful context.
Tech Snapshot: the customer’s current stack
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: who’s attending and what they own
List who is attending from both sides and what you believe each person's role will be.
The Questions: personalized discovery 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: what to prepare for
Highlight objections you expect going into the call. This helps you handle them effectively if they arise.
Using the Deal Sheet as an SDR-to-AE handover
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.
Ready to run this on every deal? Inspect your pipeline in Deals.
