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<p>MEDDIC is an extremely popular sales methodology. We know a thing or two about MEDDIC as the Weflow sales team themselves use a version of it for their qualification processes. We wrote a whole article about the topic which you: <a href="https://www.getweflow.com/blog/meddic-sales-process">MEDDIC Sales Methodology</a>.</p><p>In this short tutorial, I want to explain how to use Weflow to implement the MEDDIC sales methodology successfully in your revenue organization:</p><h2><strong>What is the MEDDIC sales process?</strong></h2><p>In short, MEDDIC is an acronym that explains the six steps of this particular sales qualification methodology:</p><ol><li>Metrics</li><li>Economic buyer</li><li>Decision criteria</li><li>Decision process</li><li>Identify pain</li><li>Champion</li></ol><p>Naturally, you should not simply ask, "What are your metrics?" or "What is your pain?" but rather have a set of questions to ask so that you can probe your prospect for answers.</p><p>Before we can start embedding MEDDIC in your revenue organization, you need to make sure that 1) you have a set of questions (<a href="https://www.getweflow.com/blog/meddic-sales-process">get our free checklist for that</a>) and 2) correlating fields are set up in Salesforce.</p><h2><strong>Step-by-Step Guide: How to create a MEDDIC sales process with Salesforce and Weflow</strong></h2><figure class="media"><div data-oembed-url="https://www.loom.com/share/85283264855b413eb80cfdd88dac5325?sid=8a98724e-65cb-43e6-abe0-d4d62b4a0748"><div style="position: relative; padding-bottom: 56.25%; height: 0;"><iframe src="https://www.loom.com/embed/85283264855b413eb80cfdd88dac5325?sid=8a98724e-65cb-43e6-abe0-d4d62b4a0748" frameborder="0" webkitallowfullscreen="" mozallowfullscreen="" allowfullscreen="" style="position: absolute; top: 0; left: 0; width: 100%; height: 100%;"></iframe></div></div></figure><h2><strong>Example</strong></h2><ul><li><i>Your company sells power generators. Your sellers must understand the status quo to sell them to prospects successfully. As such, they should use the discovery stage in your sales process to gain knowledge on things like:</i></li><li><i>What is the problem with the current generators?</i></li><li><i>Which generators are you using, i.e., brand, size, configuration?</i></li><li><i>Who will sign the purchasing order?</i></li><li><i>What will be the most important drivers for that person to decide, i.e., delivery time, price, quality, maintenance cost, etc.?</i></li></ul><p>These are just examples. But no matter what industry you operate in, they will be more or less similar to the abovementioned ones.</p><h2><strong>A) Creating a catalog of questions + answers</strong></h2><ul><li>Ensure you get your sales team together to create a complete set of questions for each of the six steps in the MEDDIC qualification methodology.</li><li>Get input from sales reps, including customer care, customer success, and other functions such as marketing.</li><li>Once you have all the questions, create lists of possible answers - you will need to have a comprehensive list of possible answers so that you can feed these into Salesforce in a structured way.</li></ul><h2><strong>B) Creating custom fields in Salesforce</strong></h2><ul><li>Next up, create custom fields in Salesforce for each MEDDIC step, e.g., for the Opportunity object.</li><li>Make sure to create pick-list or multi-pick-list fields as this will allow you to create a) field dependencies based on MEDDIC questions later on and b) make life for your sales reps easier as they won't have to type anything and finally, c) increase the quality of your data hygiene.</li><li>When creating these fields, make sure the field label fits the question.</li></ul><h2><strong>C) Optional: Add all custom fields to your page layout and label them well</strong></h2><ul><li>This is an optional step, but it will make life for non-Weflow users easier when checking something in Salesforce directly</li><li>Bonus: Create a special section in your object details for MEDDIC</li></ul><h2><strong>D) Create templates in Weflow for your panel, notepad, and pipeline&nbsp;</strong></h2><p>Here comes the good stuff now:</p><h2><strong>Note Templates</strong></h2><ul><li>Log into Weflow and go to the <a href="http://app.getweflow.app/notes/initial">note section</a></li><li>Click on the "Use Template" button to create a new template</li><li>Now, create a template, add in all the questions from above, and make sure to include the correlating Salesforce fields</li><li>Give the template a good name, i.e., "Qualification Template for US Westcoast" or whatever fits your business and organization</li><li>Lastly, make sure to share the template with the whole organization by toggling the share button</li></ul><h2><strong>Panel Templates</strong></h2><ul><li>Next, click on the panel and add a MEDDIC template for your object, e.g., the Opportunity object.</li><li>Again, make sure to include all the required Salesforce fields</li><li>Make sure to give it a similar and identifiable name</li><li>Lastly, make sure to share the template with the whole organization by toggling the share button</li></ul><h2><strong>View Templates</strong></h2><ul><li>Finally, create a view for your object that again includes all the relevant Salesforce fields relevant to your MEDDIC sales process.</li><li>In addition to the MEDDIC fields, also add in things like the stage, close date, next step, and amount (or whatever you use)</li><li>Finally, hit the share button in the top right corner and share the URL with all your colleagues and salespeople.</li></ul><p><strong>That's it! You successfully implemented MEDDIC in your sales organization.</strong></p><p>Got questions? Or would you like us to help you set up MEDDIC (or another sales methodology) in your organization? We are happy to help you at <a href="mailto:hello@getweflow.com">hello@getweflow.com</a></p>

<figure class="media"><div data-oembed-url="https://www.loom.com/share/7c61e28cee224201b128779ddca40133"><div style="position: relative; padding-bottom: 56.25%; height: 0;"><iframe src="https://www.loom.com/embed/7c61e28cee224201b128779ddca40133" frameborder="0" webkitallowfullscreen="" mozallowfullscreen="" allowfullscreen="" style="position: absolute; top: 0; left: 0; width: 100%; height: 100%;"></iframe></div></div></figure><p>A 5-minute tutorial video to walk you through Weflow.</p>

<p>Have a new team member joined or switched responsibilities? Re-assigning existing records can take a lot of time - especially if no admin can help quickly.</p><p>With Weflow, you can quickly assign Accounts, Opportunities, Contacts, Leads, and Custom Objects in seconds. Learn how below.</p><h2><strong>1-minute video tutorial</strong></h2><figure class="media"><div data-oembed-url="https://www.loom.com/share/b3f5f280074841d9bacb86d78d3e489c?sid=216c2c21-9b33-4caa-81f3-f21580df090c"><div style="position: relative; padding-bottom: 56.25%; height: 0;"><iframe src="https://www.loom.com/embed/b3f5f280074841d9bacb86d78d3e489c?sid=216c2c21-9b33-4caa-81f3-f21580df090c" frameborder="0" webkitallowfullscreen="" mozallowfullscreen="" allowfullscreen="" style="position: absolute; top: 0; left: 0; width: 100%; height: 100%;"></iframe></div></div></figure><h2><strong>Step-by-step guide:</strong><br>&nbsp;</h2><h3>1. Go to the Pipeline within Weflow</h3><ul><li>Open up Weflow</li><li>Go to the pipeline section within Weflow</li></ul><h3>2. Create a view that contains all records that need assignment</h3><ul><li>Use the quick filters to filter e.g., for existing owners</li><li>Alternatively, you can also filter for records with no owner assigned or other custom rules</li></ul><h3>3. Select all checkboxes of the records you want to assign</h3><ul><li>Click &nbsp;on the checkbox at the top of the pipeline list to select all records within the view</li><li>Or alternatively, select only specific records from the list</li></ul><h3>4. Use the bulk updating feature</h3><ul><li>As soon as you select a record via the checkboxes, the bulk update button will become available in the header selection</li><li>Click on the bulk update button and select the "Owner" field from the list</li><li>Select the owner and click save</li><li>Confirm your decision</li></ul><h3>5. Done!</h3><ul><li>That's it! You made it.</li></ul>

<p>It's the quarter's end, and new team members are joining. Forecast reports are due, the weekly sales meeting is tomorrow, and you still need to follow up on that new email cadence...</p><p>But what would happen if you didn't prioritize onboarding your new team members? Would they be set up for success? Would they be able to help you achieve your team's quota?</p><p>With Weflow, there is a simple way to ensure any new hire follows your sales process quickly and reliably.</p><h2><strong>Watch this 3-minute tutorial video:</strong></h2><figure class="media"><div data-oembed-url="https://www.loom.com/share/38db8b52c1c248b9ad3120ae0778dc0c?sid=10dc8eb5-b67a-42f0-b23c-31400f2a8f94"><div style="position: relative; padding-bottom: 56.25%; height: 0;"><iframe src="https://www.loom.com/embed/38db8b52c1c248b9ad3120ae0778dc0c?sid=10dc8eb5-b67a-42f0-b23c-31400f2a8f94" frameborder="0" webkitallowfullscreen="" mozallowfullscreen="" allowfullscreen="" style="position: absolute; top: 0; left: 0; width: 100%; height: 100%;"></iframe></div></div></figure><h2><strong>Follow this step-by-step guide:</strong><br>&nbsp;</h2><h3><strong>1. Go to the admin console</strong></h3><ul><li>You can find the admin console in the left-side menu</li><li>The icon for the admin console looks like a wrench</li></ul><p><br><img class="image_resized" style="width:auto;" src="https://s3-eu-central-1.amazonaws.com/euc-cdn.freshdesk.com/data/helpdesk/attachments/production/103007831899/original/rHlYHQJoqgPU_x8x_5LiKwKaHBqUC51ONg.png?1672394561"></p><h3><strong>2. Make sure to set up profiles</strong></h3><ul><li>Go to the 'Profiles' section in the admin console</li><li>Create as many profiles as you need</li><li>For inspiration, take a look at your current organizational setup, e.g. based on deal size (SMB, Mid-Market, Enterprise), on geography (East Coast, West Coast, EMEA, UK, etc.), or by product</li><li>Only create as many profiles as you really need, i.e., if your East and West Coast AEs follow the same methodology, you don't need to create two different profiles</li></ul><h3><strong>3. Define templates for notes, sidebar, and pipeline</strong></h3><ul><li>Next, go to the template section and create templates for your notes, sidebar, and pipeline</li><li>The most successful teams work together with their RevOps team or schedule a <a href="https://calendly.com/philippstelzer/weflow-customization?back=1&amp;month=2022-12"><strong>1:1 onboarding session</strong></a> with us to ensure that they get the most out of their templates</li></ul><h3><strong>4. Assign templates to profiles</strong></h3><ul><li>Don't forget to assign your templates to the different profiles</li><li>You can assign templates to profiles in the template section</li></ul><p><strong><img class="image_resized" style="width:230px;" src="https://s3-eu-central-1.amazonaws.com/euc-cdn.freshdesk.com/data/helpdesk/attachments/production/103007832334/original/7HNaocord6rN1jljfyt1OS6rVddlOcmm5w.png?1672394880"></strong></p><h3><strong>5. Invite your new team members to Weflow</strong></h3><ul><li>Finally, go to the 'Members' section and invite your new team members</li><li>On the invite modal, you can define their profile and permission set</li></ul><h3><strong>What to expect?</strong></h3><ul><li>For new (and existing users), the templates will automatically be added and loaded into their Weflow account</li><li>They will not be able to edit the templates unless they duplicate them in their own account</li><li>Your predefined templates will stay as they are until you (or another admin) makes a change</li></ul>

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