MEDDPICC/CoM
What does the "D" in MEDDPICC stand for? (the first one/the one required)
Decision Criteria
What are our 4 main modules? (Think of our Value Slides)
Accounting, Inventory & Purchasing, Payroll, and Workforce
What tool do we use to search accounts, leads, contacts, and opportunities? (Source of truth)
Salesforce
What system do we use to house our R365 resources?
ShowPad
(Formerly WAS Sharepoint)
What is a half call?
What R365 module would a CFO care about most?
Accounting
I'm having trouble with my activity syncing to the correct account when making calls, what team would I reach out to for help?
RevOps
Which R365 product helps restaurants by having a General Ledger (GL) connection, AP automation, and real-time reports?
Accounting Module
What parts of MEDDPICC do we REQUIRE at Restaurant365?
*DAILY DOUBLE*
Metrics, Decision Criteria & Identified Pain (MDI = ROI)
What R365 solution assists with employee training and onboarding?
ExpandShare
What tool do we use to do our prospecting outreach & book our meetings?
Salesloft
What team/department at Restaurant365 approves your quotes and deals?
Deal Desk
What sales methodology do we use at Restaurant365?
Command of the Message
What are our 3 main integrations?
POS, Vendors & Banks
Update the Business Status field
Name our 4 Smoking Guns
Restaurant Specific Accounting
All Performance Data in One Place
Scalable & Easy to Use Operations
Restaurant POS Integrations
When it comes to 'Metrics', what 2 main things are we looking for?
Dollars & Time
How do you take a 6% savings in food costs and make that into a stronger metric?
Figure out what that 6% in food costs savings equals in dollars.
When searching an account in Salesforce, what should you always include in your search?
Include an asterisk (*) at the end of your search to do a global search. This will bring up all possible account/opportunities.
Explain MEDDPICC to me. What is it and why is it important?
MEDDPICC = Deal Health Check (helps qualify opportunities, understand pain points, etc).
Qualification framework: focuses on critical aspects of the sales process and deal deal health.