A custom sales pipeline for an industrial manufacturer.
An industrial client needed to organize its commercial area. We replaced spreadsheets and a rigid CRM with a tool built to their measure.
Main view · MEDDPICC pipeline
1. Prospect
2. Discovery
3. Qualify
4. Value
5. Proof
6. Propose
7. Negot.
8. Close
Problem
A sales process that didn't fit the CRM
The sales team managed complex opportunities in spreadsheets alongside the generic CRM. There was no visibility for management, no clear qualification criteria and each salesperson reported differently. Forecasting was basically guessing.
Solution
A pipeline shaped to their way of selling
We designed an 8-stage MEDDPICC pipeline with explicit qualification criteria per stage (metrics, economic buyer, decision criteria, decision process, paper process, identify pain, champion, competition). Every opportunity advances only when it meets the stage gates. The tool teaches the process while applying it.
What we delivered
Operative from day one
◆ 8 MEDDPICC stages with stage gates
◆ Green/amber/red traffic light per criterion
◆ Role-based access (sales, management, CFO, ops)
◆ Weighted forecast by stage and probability
◆ Executive dashboard with sales KPIs
◆ Change history and traceability
◆ Stagnation notifications and alerts
◆ Email and calendar integration
Result
From chaos to clear decisions
The first reliable forecast in months. Sales management and the CFO see the same thing. Salespeople spend more time selling and less time reporting. And above all: the tool fits how this client works, not the other way around.