<aside> 💡 This Deal Review Template was created by 3X revenue leader (Stytch, Rewatch, Loom) Pete Prowitt. Get the most of it by reading his best practices to help sales teams “survive to thrive” the economic downturn.
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Provide a high-level overview of the prospect, their business, the challenges they face, and the revenue impact/ forecast stage of an in-flight deal. Each section should be concise, avoid assumptions, and provide a high-level overview of a deal.
Use this table as a guide for your deal overview👇
| Forecasted revenue | Expected deal size |
|---|---|
| Forecast category | Stage in the sales process, i.e lead/discovery/opportunity |
| Company | What they do, how large/ mature they are (employee count, revenue, funding) they are, and how they make money. |
| Challenges with current state | What is are the challenges they are facing that prompted this evaluation, and how do they quantify the negative impact of this challenges? |
| Contacts | Who have we engaged with, and what role will they play in an evaluation/ at the company? |
Map the deal to your sales methodology of choice, and provide a more objective overview of deal progress and gaps. In this example, we’ll use MEDDIC as the methodology of choice.
Use this table as a guide for MEDDIC qualification 👇
| Metrics | What metrics will the prospect use to quantify the impact/ success of this eproject? What metrics are associated with the current solution, and what do they stand to gain with our solution? |
|---|---|
| Economic buyer | Who will ultimately fund and sign for this solution? What departmental budget will they pull from, and who will have to approve said budget? |
| Decision criteria | What is the prospect seeking to optimize for when evaluating a solution, and what signals are they looking to to validate this criteria? Will different stakeholders have different criteria they map to? |
| Decision process | What roles do various stakeholders play in evaluating and deciding on this solution? What additional steps will we need to take before becoming an approved vendor (procurement review, security reviews, legal reviews, etc.)? |
| Identify pain | What is the negative outcome a prospect is seeking to fix/ avoid with our solution? What is the monetary or productivity impact of that pain? |
| Champion | Who is the functional lead in charge of evaluating/ implementing your solution? What do they stand to gain from a successful evaluation, and what do they stand to lose if this doesn’t work? What actions has the champion taken that demonstrate strong partnership and an appetite for our solution? |
This section is meant to highlight the key milestones involved in closing a deal, the stakeholders involved in each, and lay out target dates to measure progress. Each milestone should map out ahead of time who from both the prospect and vendor side will be involved on a callm and keep a running timeline of a deal to highlight the requisite steps required in order to close within a forecasted period.