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The New Business Meeting play
The NBM is the biggest play in MEDDPICC: the meeting that creates real pipeline. Here is the whole play, from the mindset you walk in with to the way you measure it afterward.
The pillar
What is a New Business Meeting?
The NBM is the first meeting that can create a real pipeline opportunity. Here is what separates it from a discovery call, and why it is the biggest play in MEDDPICC.
Read the pillarThe five components
Component 1 of 5
NBM mindset: walk in believing you add value
The four mental keys that shape an NBM before you say a word: add value, expect curveballs, detach from the result, and keep it simple.
ReadComponent 2 of 5
NBM preparation: do the work that earns the room
Research, a draft Value Pyramid, a prep call, and a cheat sheet. The preparation that separates a real NBM from a fake one.
ReadComponent 3 of 5
NBM execution: run the four-section meeting
Introductions, the Value Pyramid, the M1 use case, and the close. How to run the meeting so it earns a second one.
ReadComponent 4 of 5
NBM follow-up: book the next meeting in writing
Speed, direct quotes, and balanced actions. The follow-up that turns a good conversation into committed pipeline.
ReadComponent 5 of 5
NBM measurement: improve the play over time
What to track after every New Business Meeting so the next one converts better. Focus on what you control.
ReadReady to plan one?
Turn the play into a plan for your next meeting.