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Documentation Index

Fetch the complete documentation index at: https://docs.shiftupai.com/llms.txt

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Welcome to Module 3. Now that you have activated your strategies, it’s time to focus on deal progression and momentum. This module focuses on using real-time field intelligence to evolve your strategy, align with your champion, and objectively de-risk your pipeline.

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🎓 Education

1

Set up and Use ShiftUp Meetings (Beta)

2

Explore the Activity Tab (Beta)

The Activity tab captures all stakeholder interactions in one centralized view. This includes all ShiftUp Meetings and any interactions found on the Salesforce Account or Opportunity. 
The Activity tab pulls data from the Salesforce records linked to the strategy. Ensure your strategy is linked to the correct Account and Opportunity for complete activity visibility.
3

Learn how to add Account Notes

Learn how to feed field intelligence into ShiftUp through the use of Account Notes.
4

The Business Case

Learn how the Business Case can help your champion sell your solution internally with decision makers.
5

Meddpicc to De-Risk your Deal

Learn how to read the Meddpicc Scorecard to address the gaps that could stall or stop your deal from progressing.

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🛠 Hands-on Exercises

The Field Intelligence Loopback
  • Action: Sync your calendar and ensure the ShiftUp Notetaker is invited to your next discovery or strategy session.
  • Action: Host a meeting with a prospect using ShiftUp Meetings. After the meeting, verify that the meeting is correctly associated with the corresponding Salesforce account and opportunity along with the ShiftUp Account Plan and Strategy.
  • Action: View the Activity tab to see how ShiftUp provides a single view into all the interactions with this account, including your ShiftUp meeting.
  • Action: For intelligence gathered outside of recorded meetings—such as a direct phone call or an onsite discussion - manually enter a new Account Note to document anything that could better inform the account and/or strategy. This could include mentions of competitors, newly identified pain points, or new stakeholders such as a key influencer.
  • Achievement: You have successfully closed the loop between the field and your strategy. By feeding real-world insights back into ShiftUp, you’ve ensured your AI-driven pursuit plan evolves with the live reality of the deal.
Executive Alignment
  • Action: Download the Business Case PDF within ShiftUp and review it with your champion to confirm alignment on the problem, solution, and ROI.
  • Action: Use Account Notes to update the business case after reviewing it with your champion.
  • Achievement: You have professionalized your justification, providing your champion with the “Business Case” required to secure internal budget and approval.
Deal De-Risking
  • Action: Open the MEDDPICC Scorecard for an active strategy and identify one specific gap (e.g., Economic Buyer or Decision Criteria). Take action to close the gap.
  • Action: If the evidence of closing this gap isn’t captured in the activity, use an Account Note to inform the strategy. For example, if you have identified the Executive Buyer outside of a ShiftUp Meeting, add an Account Note to inform ShiftUp.
  • Action: Once you’ve closed the gap and ShiftUp has been informed, note the change in the Meddpicc and Confidence score. (Note - Refreshes can take a few hours to complete).
  • Achievement: You have objectively identified a blind spot in your deal and established the next step to close that gap to increase your confidence score.

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🎯 Outcomes

  • Evidence-Based Deal Evolution: You have moved beyond static plans. By feeding real-world meeting insights and field intelligence back into ShiftUp, you’ve proven you can evolve your pursuit strategy in real-time based on the actual “ground truth” of the deal.
  • Executive-Level Partnership: By deploying the Business Case, you’ve transitioned from a vendor to a strategic consultant. You are now providing your champions with the high-level ROI justification they need to navigate internal approvals and secure budget.
  • Objective Pipeline Integrity: Through the MEDDPICC Audit and History Tracking, you’ve moved from “gut-feel” forecasting to data-driven accuracy. You can now objectively identify deal risks, take surgical action to close gaps, and quantify your strategy’s increasing strength over time.

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💡 “Pro-Tips”

  • Set up Notetaker to automatically capture insights from your stakeholder interactions
  • The Meddpicc scorecard is often used for QBRs or seller coaching sessions.
  • Account Notes to capture Actions taken to strengthen Meddpicc should be recorded and will be reflected in the Confidence Score.