Welcome to the first edition of our Decision process Newsletter Series. Over the coming weeks, we’ll be sharing insights, tips and practical guidance to help you navigate calendar Q4 and finish the year with confidence.
If you’ve attended one of our courses and are now aninspir'em member, this newsletter extends your learning with free, topical resources from your online membership – helping you embed your training and maximise its impact.
Using Decision process to improve forecast accuracy
Closing deals with control is our number one objective in sales. Mastering the Decision process (Dp) in MEDDPICC is key to shifting from hopeful forecasts to confident, controlled closes.
Discover our top tips for co-creating a Mutual Success Plan with your Champion in our latest blog. Drive momentum, reduce risk and gain control of your forecast.
Discover our top tips for co-creating a Mutual Success Plan with your Champion in our latest blog. Drive momentum, reduce risk and gain control of your forecast.
Using a Mutual Action Plan (Mutual Success Plan) has many benefits for an enterprise sales team; from ensuring the customer has a seamless buying journey, to improving forecast accuracy for the leadership team. This article sets out the benefits and provides best practice advice on using a MSP for optimum results - for both you and your customer.
Even top sales teams deal with slipped deals—those expected to close but don’t. Clari highlights the importance of tracking slip rates to improve forecasting and plan ahead. By understanding when deals typically slip and why, teams can prioritise follow-up and protect revenue predictability.
Our latest six-part course is now available to all inspir’em members. Learn the four stages of discovery, practise with role-play exercises, and gain tools to run more effective discovery meetings that set the rest of your sale up for success.
Avoid deal slips! A Mutual Success Plan (Close Plan) helps build predictability in your business by aligning you and your Champion to key milestones, decision dates and actions—making it easier to spot risks early and keep momentum. It’s a simple but powerful way to drive accountability on both sides.
Download your template from your MEDDIC or MEDDPICC Starter Kit and keep building your toolkit for closing with confidence.
Avoid deal slips! A Mutual Success Plan (Close Plan) helps build predictability in your business by aligning you and your Champion to key milestones, decision dates and actions—making it easier to spot risks early and keep momentum. It’s a simple but powerful way to drive accountability on both sides.
Download your template from your MEDDIC or MEDDPICC Starter Kit and keep building your toolkit for closing with confidence.
Sales and Leader member webinars: Friday 12 September: Recap of Decision process Friday 26 September: Champions in Decision process Friday 10 October: Final stage objection handling
Women in sales webinar: Friday 14 November: Building resilience in sales
