営業関連のメモ

cold call <-> warm call

MEDDIC
http://www.ecademy.com/node.php?id=40457

Metrics - Return on Investment (ROI) etc - can you show that your product/ service is worth it?
Emotion - is your company one that will get on well with the buying company - do you have the makings of a partnership?
Decision Making Process (DMP) - do you know what is involved in the decision making process?
Decision Making Criteria (DMC) - do you know what the criteria for the decision are?
Identify Pain - What is the real problem here? Understand the crux of the problem and how you can take the pain away with your solution.
Champion/Coach - Who have you got supporting you in the buying organisation?