From the course: Business Development Foundations: Researching Market and Customer Needs
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Utilize your CRM
From the course: Business Development Foundations: Researching Market and Customer Needs
Utilize your CRM
- When you're having a prospecting conversation, it can be a challenge to strike the right balance between listening and pounding on your keyboard. You want to really hear what your prospect is saying, and you also need to take notes. In business development, you typically have a CRM for your notes, customer relationship management system. This could be a software like Salesforce, or just an Excel sheet you keep up with. So, what should you be writing down in your CRM system? We used the methodology created by Dick Dunkel and Jack Napoli. It's from the '90s, but it's still very effective. It's called MEDDIC. M for metric, the economic impact of the solution. This might be the number of leads, revenue increases, reduced sick time, the metric that is most relevant to your solution. E for economic buyer. The person with the money and the decision-making power. D for decision criteria. This might be a budget, a vendor requirement, or another type of approval. D again for decision process.…
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