Discovery

Discovery

The goal in the Discovery Stage is to answer the question “Why do anything?” 

Here you should begin to identify all information for MEDDPICC – most importantly Identify Pain, Metrics, Champion, Competition, and Decision Criteria and Process. 

Only Pain is flagged as a mandatory qualifier, which means you will be notified if you have not been able to identify and qualify before entering the next stage.

In the Discovery Stage, you will find the following qualifier(s):

I – Identify Pain

This qualifier is a gate, meaning you should not move into the next sales stage without completing this first.