The Sales Process & MEDDICC Adoption Challenges
A Chore for Sellers
and Leaders
Sellers hate to enter text.
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Leaders have to read texts, ask clarifying question, then manually inform forecasting.
Stories and Opinions
vs. Structured Metrics
Free text fields with stories are unusable for direct forecasting and BI tools.
Garbage-in
Garbage-out
No validation of the data entered leads to inconsistent and unreliable data and forecasting.
Inconsistent Discovery
and Guidance
Deep and consistent discovery is key to proper qualification, but not all sellers nor all leaders are great at MEDDICC.
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Leaders cannot be there for every rep in every meeting.
Autonomous Capabilities
Captures structured data and customer voice
Captures structured data, evidence and customer voice straight from calls.
Autonomously turns it to action, productivity and predictability.
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Zero-touch, complete and accurate qualification (MEDDICC or other) and deal review, in your CRM, with the evidence
So your sales teams and leaders could evolve from the data entry and fact-check chores to deal strategy and your pipeline will get bigger and fully predictable.
Support any sales stages & activates and any qualification framework (MEDDPICC, MEDDICC, MEDDIC, SPICED, BANT, SPIN, Sandler, anything else…).​
Contacts identification straight from call
Names, roles, contact details with engagement and sentiment monitoring.
Integrates complex sales motions combining remote and in-person meetings
Intuitive interactive self guided interface, on top of the fully autonomous conversational capabilities.
Adaptive Discovery Guidance
Brings your best domain expert and sales coach to every deal.
Navigates sales discovery based on winning patterns.
Captures buyers needs & metrics into CRM.
Fully configurable to operationalize your specific sales stages and activates along with templates of quilters that you can chose from.
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Customized, automated Follow-up
Call summary emails with relevant next steps, deal status, gaps, customer facing decks for next meeting and internal material needed for prep towards the next meeting.
Effortless Onboarding in Minutes
Combining your sales stages & activates with Spotlight’s MEDDICC best practices
Salesforce AppExchange installation (sandbox and/or production)
Spotlight enablement
for managers and teams
Effortless Integration
