Sales Process
This is the very first stage outlined in the 8-stage TGTG Sales Process
What is Discovery?
This component of MEDDICC represents the quantifiable business outcomes the client wants to achieve
What are Metrics?
The Too Good To Go opening script forces prioritization by asking prospects to choose between In-Store Traffic, Employee Engagement, or this
What is Improving Profitability?
This differentiator highlights TGTG’s local network of over 16 million opted-in consumers in the US
What is Community Scale?
This repeatable validation format acts as the "tl;dr" summary of your opportunity to prove you are listening to the customer
What is the PULSE?
To move an opportunity from prospecting to discovery, the partner must meet this single CVO
What is "agreeing to a first meeting"?
To truly qualify as this, an internal stakeholder must have power/influence, a personal win, and the ability to sell on our behalf
What is a Champion?
This part of the value framework describes an undesirable state of being and serves as an elaboration of the customer's pain points
What is a Before Scenario?
This differentiator relies on the "Surprise Bag" concept to inspire organic unboxing videos, leveraging the fact that 76% of people trust peer content over branded ads
What is Virality?
Per the official monthly operational expectations, a KAM or KAE must secure 20 meetings, 5 new opportunities, and this many new launched pilots
What is 1?
Facilitated during solution selling, this on-site activity helps align with store operators, review logistics, and showcase how simple a pilot is
What is a Joint Store Walk?
These are the only three MEDDICC components focused on during the Pre-Sales Demand Generation phase
What are Identified Pain, Metrics, and Competition?
This psychological disadvantage is caused by a buyer's previous negative experiences with other sellers who didn't listen or understand their business
What is Seller Deficit Disorder?
To set a trap for the "Store Level Insights" differentiator, you ask a prospect how they currently measure this specific metric at the store level
What is customer satisfaction?
Because unilateral updates are forbidden, this platform remains the primary "System of Truth" for account ownership
What is Salesforce?
This collaborative session during the Terms of Agreement stage is where reps establish what pilot success looks like and collect debtor/tax info
What is the Pilot Workshop?
During the late-stage Business Justification phase, you focus on this component to uncover the timing of signatures and avoid late-stage delays.
What is the Decision Process?
An Amazon Fresh proof point shows that partnering with TGTG resulted in an increase of this exact percentage of new customers
What is 22%?
TGTG proved its community scale defense with this brand, where 46% of the buyers driven to their stores were Millennials or Gen Z
What is Wakefern?
Operational handoffs do not dictate pay; Acquisition reps receive revenue credit for this many days after a store's first meal is saved
What is 90 days?
valuated during the Evaluation phase, these triggers determine if an account is ready for full transition to Growth based on momentum, time, or opportunity cost
What are Operational Handoff Triggers?
In the qualification questions for Decision Criteria, you must identify the key business initiatives of these specific individuals
Who are the stakeholders influencing the decision?
According to employee engagement metrics from a national grocery chain, 100% of employees reported the store process takes less than this long to complete
What is 4 minutes?
This massive brand used TGTG’s dedicated marketing support to launch social campaigns, boosting sentiment and saving over 1.5 million meals.
What is Circle K?
Under the framework application rules, a Senior KAM, KAM, or KAE must be operationally prepared to recite the specific opportunity details for this many top accounts
What is their top 5 Account PULSEs?