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Can Dynamics 365 support MEDDICC or BANT?
MEDDICC, BANT, and SPIN are ways to structure qualification. Dynamics 365 is flexible enough to support all three.
The elements of the framework are added as fields to the sales opportunity, preferably as stages in the business process flow. This makes it clear what is missing before the deal can move forward.
The fields are added, and then filled in at the end just to move forward. This leaves you with more administrative work without better qualification.
Sales management must actually use the fields in their reviews. Ask about the decision-maker and the measurable benefits in every meeting, and the fields will be completed because they are used—not because they are mandatory.
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