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MetricsGREEN
"We're losing around £80k a year to manual reporting alone"
Economic BuyerGREEN
"Sarah has final sign-off on anything above £50k — she's on the call today"
Decision CriteriaGREEN
"We're evaluating on integration speed, security compliance, and total cost of ownership"
Decision ProcessGREEN
"We shortlist by end of August, legal review takes two weeks, then board sign-off"
Identify PainGREEN
"We missed a stock issue in Q2 because our ops report was three weeks behind"
ChampionGREEN
"Tom said he'd present our proposal to the board himself"
BudgetGREEN
"We have £120k provisionally allocated for this — CFO approved it last quarter"
AuthorityGREEN
"I'm the one who signs the contract — I don't need to go back to anyone else"
NeedGREEN
"If we don't fix this before Q4 we'll miss our ops targets for the third year running"
TimelineGREEN
"We need something live before the end of Q4 — decision by end of September"
SituationGREEN
"We're running SAP for finance, Salesforce for CRM, and a legacy in-house tool built eight years ago"
ProblemGREEN
"Three people spend two days each per month just pulling data into spreadsheets"
ImplicationGREEN
"The stale data cost us a missed stock issue in Q2 — that was a £200k write-off"
Need-PayoffGREEN
"If we could get that reporting automated, my team gets two days back and I walk into board meetings with live data"

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MEDDIC

Metrics · Economic Buyer · Decision Criteria · Decision Process · Identify Pain · Champion.

BANT

Budget · Authority · Need · Timeline. Fast, clean qualification for high-velocity deals.

SPIN

Situation · Problem · Implication · Need-Payoff. Consultative selling done right.

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