Overview of MEDDIC Sales Qualification Method

What is MEDDIC?

MEDDICC is a widely-used sales methodology that stands for Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, Champion and Competition. It is a comprehensive approach to selling that helps salespeople to better understand and qualify their prospects, as well as to move them through the sales process more efficiently.

Here are some best practices for using MEDDICC in your sales process:

  1. Understand the buyer's metrics: Metrics are the quantitative measurements that buyers use to evaluate the success of their business. Understanding your buyer's metrics will help you better position your product or service as a solution to their specific business problems.
  2. Identify the economic buyer: The economic buyer is the person or group with the power to make purchasing decisions within the organization. Knowing who this person is and what their priorities are can help you better tailor your messaging and build a stronger relationship with them.
  3. Understand the decision criteria: Decision criteria are the factors that the buyer considers when making a purchasing decision. Understanding these criteria will help you tailor your sales pitch to address their specific needs and concerns.
  4. Know the decision process: Understanding the decision-making process within the buyer's organization can help you anticipate potential roadblocks and tailor your sales approach accordingly.
  5. Identify the buyer's pain points: Understanding the buyer's pain points will help you position your product or service as a solution to their specific challenges.
  6. Identify a champion: A champion is someone within the buyer's organization who can advocate for your product or service and help you navigate the decision-making process. Building a strong relationship with a champion can help you move the sale forward more effectively.
  7. Understand the competition: Knowing your competition and how your product or service stacks up against theirs can help you better position your solution and address potential objections from the buyer.

When using MEDDIC, you’ll ask questions related to each of the categories above. At the end of the process, you’ll know more about each customer and know who’s a great fit for your business.

Research shows that if you use MEDDICC consistently your hitrate will increase and your sales will soar.

MEDDIC was pioneered in the 1990s by Jack Napoli. At technology company PTC, Napoli and his co-founder used MEDDIC to triple sales from $300 million to $1 billion in just four years.

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