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.
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.
Start by summarizing your engagement so far and how the opportunity came about. This gives anyone joining the first call useful context.
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.
List who is attending from both sides and what you believe each person's role will be.
Plan the questions you want to ask. These should be personalized rather than generic, so start with a blank section for each Deal Sheet.
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.
Ready to run this on every deal? Inspect your pipeline in Deals.