Have You Lost Control of Your Sales Opportunities?

Jens P Edgren
4 days ago
3 min read

By Jens Edgren & The MEDDPICC Team

📅 June 13, 2025

To: Sales Leaders, CEOs, and Sales Professionals

Book a Live and Interactive Webinar :

Live Q2 Workshop: “Mapping Your Go-LivePlan”

Have You Lost Control of Your Sales?

Too many sellers experience the same painful pattern:

A great meeting.
A strong proposal.
Then… silence.

Despite follow-ups, reminders, and desperate “just checking in” emails, the customer disappears. The proposal gets older. Your forecast slips. And the deal? Eventually, it dies quietly.

What happened?

The truth is: you never had control of the opportunity in the first place.

Regain Control with One Powerful Question

One of my clients recently implemented a simple but transformative tool from the MedPIC toolbox:

The Go Live Plan.

Before sending any proposal, the seller gathered the customer’s key stakeholders and asked one powerful question:

“When would you like to go live with the solution?”

Not: “When will you decide?” or “When can we sign?”

The customer said: “June 1st.”

Perfect. Now we have an anchor.

Build the Plan

Backwards

from Go Live

Together, they mapped the full journey backwards from June 1st:

Contract signing
Technical validation
Procurement & financial agreements
Internal alignment
Clarifying the actual need

The result?

A shared timeline, a shared goal, and shared momentum.

The seller later said:

“Closing the deal became just one of many natural steps on the path to Go Live.”

It kept the customer engaged.

It connected all the stakeholders.

And yes – they went live on time. They even celebrated it together.

Why the Go Live Plan Works

The Go Live Plan shifts the focus from “closing the deal” to “realizing value.”

And that’s exactly what customers care about.

It removes pressure.

It creates urgency (without pushing).

It aligns both sides around the desired outcome.

And it keeps your pipeline healthy, real, and moving.

It’s Simple – But Only If You Start Early

Here’s the trick:

Don’t wait until after your proposal is sent.

Instead, create the Go Live plan:

Before pricing
Before solutions
Before the formal pitch

Use it to shape the process and show true leadership in the buying journey.

Want More Tools Like This?

The Go Live Plan is just one of many tools in the MEDDPICC methodology that puts you back in control – helping both you and your customer reach the outcome you both want.