> ## Documentation Index
> Fetch the complete documentation index at: https://docs.shiftupai.com/llms.txt
> Use this file to discover all available pages before exploring further.

# Deal Progression

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.

## 🎓 Education

<Steps>
  <Step title="Set up and Use ShiftUp Meetings (Beta)">
    <video src="https://mintcdn.com/shiftup/uB9gm0KrAxjJe876/videos/ShiftUp-Meetings-Feature.mp4?fit=max&auto=format&n=uB9gm0KrAxjJe876&q=85&s=c3c4b0a4edba68413a0c4115abe8605f" controls data-path="videos/ShiftUp-Meetings-Feature.mp4" />
  </Step>

  <Step title="Explore the Activity Tab (Beta)">
    The [Activity tab](https://docs.shiftupai.com/onboarding/sales-strategy#activity) captures all stakeholder interactions in one centralized view. This includes all ShiftUp Meetings and any interactions found on the Salesforce Account or Opportunity. 

    <Info>
      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.
    </Info>
  </Step>

  <Step title="Learn how to add Account Notes">
    Learn how to feed field intelligence into ShiftUp through the use of [Account Notes](https://docs.shiftupai.com/onboarding/account-plan#account-notes).
  </Step>

  <Step title="The Business Case">
    Learn how the [Business Case](https://docs.shiftupai.com/onboarding/sales-strategy#business-case) can help your champion sell your solution internally with decision makers.
  </Step>

  <Step title="Meddpicc to De-Risk your Deal">
    Learn how to read the [Meddpicc Scorecard](https://docs.shiftupai.com/onboarding/sales-strategy#meddpicc-scorecard) to address the gaps that could stall or stop your deal from progressing.
  </Step>
</Steps>

<Expandable title="📑  Helpful Resources">
  [ShiftUp Meeting Set Up Details](/how-to/use-shiftup-meetings)
</Expandable>

## 🛠  **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.

### **🎯 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.

### 💡 **"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.