Discovery

This is the initial sales stage. Any lead you convert to a deal will start at this stage.

In the Discovery stage, you usually have multiple calls with different stakeholders within the account to confirm the Pain and find a potential Champion. These two qualifiers will drive the project from the customer’s perspective.

Both Pain and Champion are flagged as mandatory qualifiers, which means you will be notified if you have not been able to identify and qualify them before entering the next stage.

Qualifiers and milestones in this stage

In the Discovery stage, you will find the following qualifiers by default:

• I – Identify Pain — This qualifier is a gate, meaning you should not move into the next sales stage without completing it first. For more information, see the MEDDIC qualifier Identify Pain.
• C – Champion — This qualifier is a gate, meaning you should not move into the next sales stage without completing it first. For more information, see the MEDDIC qualifier Champion.
• General Info — Here you can enter the description of the opportunity and any useful general information.
• Lead Info — If your deal has been converted from a lead, you will find all of the information collected from the lead here.