Sales · Structure
AI-assisted triage plus MEDDIC frees time for strategic accounts
Sales Motion Design · AI-Augmented Workflows
Categories
Sales · Structure
Subcategories
Sales Motion Design · AI-Augmented Workflows
Metric categories
- Conversion Rate Improvement
- Efficiency & Time Savings
At a glance
AI-assisted triage plus MEDDIC frees time for strategic accounts
AI-assisted triage combined with MEDDIC refocused time onto strategic accounts, lifting mid-market win rate from 35% to 70% while cutting time per account.
Mid-market win rate improved from 35% to 70%
time per mid-market account cut to ~2 hours
Background
Too much time was being spent on non-strategic deals at the expense of larger accounts.
Goal
Refocus time and effort onto big deals only.
The Work
Introduced an AI-based keyword-mining categorisation service that impressed customers while requiring little effort to produce, proved it with a few clients, educated the professional services team, and applied MEDDIC to drop low-chance accounts.
Outcome
Time spent on mid-market accounts dropped to no more than a couple of hours each while their win rate rose from 35% to 70%, freeing up more time for strategic clients who received attention at least every two weeks.
