he Paper Process outlines the steps that occur after the Decision Process, detailing how you progress from agreement to signed contract
Core Components of the Paper Process
Typically, the Paper Process kicks off once the seller receives confirmation that they’ve been selected as the chosen solution.
In many cases, companies using the MEDDICC framework treat the Paper Process as part of the overall Decision Process, rather than highlighting it as a separate stage—as is done in MEDDPICC.
To ensure a smooth and reliable Paper Process, it's crucial for the seller to have a supportive Champion and direct engagement with the Economic Buyer.
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The Process: Knowing the required approvals, legal reviews, and contract steps.
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The People: Engaging the Champion, Economic Buyer, and other key stakeholders.
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The Timing: Understanding deadlines, potential delays, and keeping momentum.
Understanding Internal Workflow and Deal Progression
Initial Stage – Gaining Visibility:
Can you give me a high-level view of how decisions and approvals usually move through your organization?
Middle Stage – Validating Assumptions:
Is my current understanding of your internal process accurate? Are there any additional contacts or steps I should be aware of?
Final Stage – Confirming Alignment:
Do I have full clarity on the key people, required steps, and expected timing — and does that align with our planned go-live strategy?
Paper Process summary
Don’t fall into the trap of thinking the Paper Process kicks in only at the final stages of a deal. The earlier you uncover how it works, the better positioned you are to guide it proactively.
Getting ahead of this process helps you avoid last-minute delays and stay in control during critical closing phases.
A well-managed Paper Process reduces unexpected hurdles and significantly boosts the accuracy of your sales forecasts.
Paper Process – Quick Summary
This page offers a streamlined overview of the Paper Process — a condensed version of the full insights available in our deeper training materials.
For a more comprehensive understanding of how to effectively navigate and leverage the Paper Process, explore our MEDDPICC Masterclass or dive into the full breakdown in our book, MEDDICC.