MEDIC Deal Accelerator: Associating Contacts for Seamless Deal Progression

Deals often hinge on engaging the right stakeholders at the right time, which can make or break your progression. Enter the MEDIC Deal Accelerator, a transformative recipe designed to associate specific individuals with deal records in HubSpot using the MEDIC framework. This approach not only streamlines deal progression but also ensures clarity and accountability across your sales team.

The Challenge: Navigating Deal Complexity

B2B deals are rarely simple. Multiple stakeholders, varying priorities, and undefined roles often lead to miscommunication and delays. Without a clear structure, it's easy to lose track of responsibilities, leaving deals stuck in limbo.

The Solution: The MEDIC Framework in Action

The MEDIC framework breaks down your deal into roles critical for success:

• M: Metrics Expert
• E: Economic Buyer
• D: Decision Criteria Analyst
• I: Implicated Pain Experiencer
• C: Champion

This structure ensures that every stakeholder in a deal plays a well-defined role, reducing ambiguity and increasing efficiency. Let’s dive into how you can leverage the MEDIC Deal Accelerator in HubSpot.

Step 1: Assign Key Contacts to MEDIC Roles

For each deal, identify and assign contacts to fulfill the following roles:

• Metrics Expert (M): Provides and analyzes key metrics, offering quantitative insights that resonate with prospects.

• Economic Buyer (E): The ultimate decision-maker with budget authority, responsible for green-lighting the deal.

• Decision Criteria Analyst (D): Guides the prospect in defining their evaluation criteria, ensuring your solution aligns with their needs.

• Implicated Pain Experiencer (I): The individual most affected by the problem your solution addresses, offering critical insights into the urgency and value of the solution.

• Champion (C): An internal advocate who pushes for your solution, facilitating its acceptance within their organization.

By assigning these roles early, your sales team gains clarity on who to engage, when, and how.

Step 2: Create Custom Association Labels in HubSpot

Leverage HubSpot's association labels to define each MEDIC role within your CRM. Here’s how:

• Label: Metrics Expert (M)
  Description: Contact responsible for providing data-driven insights for the deal.

• Label: Economic Buyer (E)
  Description: Contact with budget authority and final decision-making power.

These labels make it simple to identify the roles each contact plays in your deals, providing clarity for your team and aligning efforts with the MEDIC framework.

Step 3: Streamline Engagement and Deal Progression

With contacts assigned to clear roles and labeled accordingly, your sales team can target engagement efforts effectively. Here’s an example:

Scenario: At TechSolutions Pro, a sales rep is managing a high-stakes deal.

• The Metrics Expert (M) provides detailed analytics that highlights the ROI of the proposed solution.
• The Economic Buyer (E) ensures the budget aligns with organizational priorities.
• The Champion (C) drives internal support, clearing roadblocks for progression.

With clearly defined roles, the deal moves forward seamlessly, with no confusion or delays.

The Payoff: Why MEDIC Works

The MEDIC Deal Accelerator delivers tangible benefits to your deal management process:

1. Efficient Deal Progression: Eliminate bottlenecks by aligning roles with responsibilities.
2. Targeted Engagement: Tailor interactions to the expertise and priorities of each contact.
3. Clarity for the Team: Custom labels simplify collaboration and communication.
4. Higher Conversion Rates: A structured, role-driven approach leads to shorter sales cycles and improved outcomes.

Pro Tip: Visualize Your Process

To maximize adoption, include visual examples of your custom association labels within HubSpot. Simple screenshots or flowcharts can effectively demonstrate how the MEDIC framework integrates into your CRM workflows.

Take the Next Step with HubJoy

Are you ready to accelerate deal progression and eliminate inefficiencies? The MEDIC Deal Accelerator is just one of the many strategies HubJoy offers to optimize your RevOps processes. Stay tuned for more tailored recipes to solve your HubSpot headaches and keep your sales engine running smoothly.