Pricing

PAPER PROCESS

The Paper Process is the series of steps that follow the Decision Process, detailing how you will go from decision to signature.

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THREE ELEMENTS OF THE PAPER PROCESS:

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PROCESS
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PEOPLE
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TIMING

WHY THE PAPER PROCESS

Some organizations will include the Paper Process within the Decision Process. However, even after your champion and Economic Buyer have agreed to buy your solution, the deal can stall in legal review, security sign-offs, vendor questionnaires, or Master Service Agreement (MSA) negotiations.

Separating the Paper Process from the Decision Process encourages the seller to keep the deal moving and prevents the deal from being held up due to issues that could easily be solved. Staying in control of the Paper Process dramatically reduces risk in your deal.

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SUMMARY

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The Paper Process represents the stages and steps that lie ahead of getting anything formally agreed. It typically starts after a decision has been made to purchase your solution. You cannot accurately forecast without fully understanding the Paper Process, and staying on top of it is important for the overall progress of your deal.

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Metrics
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Economic Buyer
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Decision Criteria
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Decision Process
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Paper Process
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Implicating The Pain
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Champion
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Competition
RELATED RESOURCES

WANT TO KNOW MORE ABOUT PAPER PROCESS?

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Sales Paper Process: Common Pitfalls That Stall Deals

In this episode of The MedMen Show, Andy and Pim take a close look at the Paper Process to explain the common errors encountered with it, and more importantly, the key to success with it!

WATCH HERE
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MEDDPICC Explained In 10 Minutes!

MEDDIC as it was first known is the number one methodology in enterprise sales. This video gives a brief overview of each element of the most commonly implemented connotation of MEDDPICC and MEDDICC. 

WATCH HERE
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The Go Live Plan

Andy goes through a collaborative document for Sellers to use WITH their Champion's in order to map out the critical path to getting the deal signed. A hack in managing the Decision Process and Paper Process.

WATCH HERE