Show:
MEDDPICC/CoM
Product
Prospecting (Tools)
R365U General
100

What does the "D" in MEDDPICC stand for? (the first one/the one required)

Decision Criteria

100

What are our 4 main modules? (Think of our Value Slides)

Accounting, Inventory & Purchasing, Payroll, and Workforce

100

What tool do we use to search accounts, leads, contacts, and opportunities? (Source of truth)

Salesforce

100

What system do we use to house our R365 resources?

ShowPad

(Formerly WAS Sharepoint)

200

What is a half call?

Call to figure out how the prospect is feeling about the product / gather any additional information? 
200

What R365 module would a CFO care about most?

Accounting

200

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

200

Which R365 product helps restaurants by having a General Ledger (GL) connection, AP automation, and real-time reports?

Accounting Module

300

What parts of MEDDPICC do we REQUIRE at Restaurant365?


*DAILY DOUBLE*

Metrics, Decision Criteria & Identified Pain (MDI = ROI)


300

What R365 solution assists with employee training and onboarding?

ExpandShare

300

What tool do we use to do our prospecting outreach & book our meetings?

Salesloft

300

What team/department at Restaurant365 approves your quotes and deals?

Deal Desk

400

What sales methodology do we use at Restaurant365?

Command of the Message

400

What are our 3 main integrations?

POS, Vendors & Banks

400
How do you "clean" an account in Salesforce?

Update the Business Status field

400

Name our 4 Smoking Guns

  • Restaurant Specific Accounting

  • All Performance Data in One Place

  • Scalable & Easy to Use Operations

  • Restaurant POS Integrations

500

When it comes to 'Metrics', what 2 main things are we looking for?

Dollars & Time

500

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.

500

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. 

500

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.