A Story that makes you feel
This describes what success looks like for the buyer in organizational terms, not product features.
What is Meaningful Narrative?
Pain that affects reputation, funding, or outcomes is considered this.
What is real pain?
This person provides insight but lacks influence.
What is a coach?
This is the root cause of nearly all lost deals.
What is unresolved MEDDIC?
This determines if initiative is truly important.
What is priority level?
A strong Meaningful Narrative answers this question about the future timeline.
What will change in 6 months?
What is a Pain and urgency discovery question?
What happens if this doesn’t get solved this year?
This person actively sells your solution internally and expends political capital.
Who is a Champion?
What is an Economic Buyer identification question?
Who ultimately needs to approve this for it to move forward?
What is a Decision Criteria discovery question?
How will your team decide between ClearGov and other options?
Forecasts fail primarily because of weakness in this MEDDIC element
What is Meaningful Narrative?
Deals stall when pain lacks this key element.
What is urgency?
This is the litmus test of a real champion.
What is willingness to take action on your behalf?
This type of win ensures stakeholders believe ClearGov meets solution requirements.
What is Technical Win?
If this is unknown, your forecast is fiction.
What is Decision Process?
These three questions must be answered to win enterprise deals.
What is Why change, Why now, and Why ClearGov?
This person has purchasing authority and provides the final yes.
Who is the Economic Buyer?
This action proves someone is a Champion, not just interested.
What is introducing you to decision makers?
This describes how buyers evaluate solutions.
What is Decision Criteria?
A deal has strong Champion support and clear Pain, but the Champion leaves the organization mid cycle and the deal immediately stalls. This reveals failure in this MEDDIC execution strategy.
What is multi threading and Economic Buyer alignment?
What is a Meaningful Narrative discovery question?
If this project gets approved, what would leadership say was the main reason?
Pain must be tied to this to drive real decisions.
What is consequences or measurable impact?
This happens to deals when there is no Champion.
What is stall or die?
This tool visually connects stakeholders, criteria, and approval steps.
What is a deal map?
What is a Decision Process qualification question?
Can you walk me through the exact steps from here to getting this approved?