fin-sales-enablementlisted

# Sales Enablement ## Qualification — MEDDICC scoring Metrics (success defined in numbers) · Economic buyer (access to the approver) · Decision criteria (official criteria) · Decision process (approval procedure) · Identify pain (validated problem) · Champion (internal backer) · Competition. Score each 0–2; **below 10 points is excluded from the forecast** — chasing-stage deals don't count as opportunities. ## Discovery — 3-layer question set Current state (how do you operate today) → cost of the problem (what do you lose if nothing changes) → decision criteria (what do you compare and approve against). Once the last question emerges, the proposal becomes a "solution," not an "introduction." ## Demo = value scenario No feature listings. First agree on the customer's work scenario → reveal features only within it → after each screen, confirm "how much of the problem is solved by now." Send a summary memo within 24 hours of the demo (directly tied to the repurchase cycle). ## One-page proposal Summary – problem – solution – proof (similar customer) – price – next action. Design for the assumption that the approver reads the email for an average of 30 seconds. ## Operating principles An asset's life is its refresh cycle. Fold quarterly loss-review causes (competitor, price, feature) back into assets, and delete low-usage assets — an unused battle card creates false confidence. ## Output MEDDICC scorecard (score · rationale), 10 discovery questions, demo scenario, one-page