Level 1 of 6 above the wall
Goals
The customer's top level business objectives, the kind found in a mission statement, annual report, or earnings call.
What great looks like
A real, enterprise-altitude objective stated in the customer's own words, the kind you would find in their annual report or hear on an earnings call.
The common mistake
Dressing up a departmental or product-level want as a goal. "Grow revenue" with no specificity is not a goal, it is a wish.
Example: Amazon at this level
Be the most customer-centric company in the world.
The how, researching this level, building a hypothesis, and evolving it with the customer, is what we go deep on inside MEDDICC Membership.
Build a Value Pyramid for your most important account.
It is free, there is no login, and the coach will tell you the truth about where it stands.