PAPER PROCESS
The Paper Process is the series of steps that follow the Decision Process, detailing how you will go from decision to signature.
THREE ELEMENTS OF THE PAPER PROCESS:
PROCESS
PEOPLE
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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WANT TO KNOW MORE ABOUT PAPER PROCESS?
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.
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!
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.