This guide includes user documentation for the Opportunity Manager® Salesforce app. Force Management currently supports two methodologies in this app: Command of the Message® and MEDDPICC.
What is Command of the Message?
Command of the Message is a repeatable framework that guides the customer conversation face-to- face, over the phone and digitally, throughout the customer engagement process. The methodology’s foundation is cross-functional company alignment on the Value Drivers and Differentiators that are top-of-mind for your most influential buying audiences. Clearly defining these buyer topics and the sales message provides on-ramps into multiple levels of the customer organization and allow your team’s message to transform and resonate with the appropriate audience.
What is MEDDPICC?
MEDDPICC is a proven qualification methodology that supports your sales process. It provides a “litmus test” for gauging the strength of a sales opportunity. Think of it as a GPS to navigate the sales cycle.
Using MEDDPICC, or its variants, as an internal Sales Qualification Tool helps drive consistent discovery and efficient qualification of opportunities. All the key components of a successful sales cycle are defined and integrated as part of the approach.
The right qualification approach ensures both buyers and sellers are aligned throughout the process to optimize their time, define accurate decision criteria, and integrate executive buy-in throughout the decision-making process.
Opportunity Value Card
The Opportunity Value Card allows Reps to capture deal details in alignment to the Command of the Message methodology.
Generating the Mantra
Within the Opportunity Value Card component, Reps can click the “Generate Mantra” button to generate an opportunity specific, formatted version of The Mantra.
MEDDPICC Qualifier
The MEDDPICC Qualifier allows Reps to capture deal details in alignment to the MEDDPICC methodology
Methodology Compare
Because we know that there are certain components of the methodologies that overlap, we have a simple “Copy From” button for copying information from one methodology the other.