MEDDIC ACADEMY: Sales Courses, Training, Coaching for Enterprise B2B and complex sales

MEDDIC & MEDDPICC ®

MEDDIC Definition

MEDDIC Definition

What is MEDDIC?

MEDDIC , is the most renowned Sales Qualification Methodology, applicable to any Enterprise Sales Process which is rather complex. MEDDIC may be referred to as the MEDDIC CHECKLIST, or even MEDDIC SALES PROCESS (imperfect).

Learn more about MEDDIC, with its variants MEDDICC and MEDDPICC here.

What does the acronym MEDDIC stand for?

  1. Metrics: Quantification of the potential gain and ultimately the economic benefit
  2. Economic Buyer: Interaction with the person who has decision control on the funds for the PO
  3. Decision Process: Process defined by the company to reach the purchase decision
  4. Decision Criteria: Criteria used by the company to make the purchase decision and choose among options
  5. Identify Pain: Actual pains at the company which would require your product/service to be relieved
  6. Champion: Powerful & influential persons at the company, who are favorable to your solution

The level of knowledge, control and progress of each of the above elements in a specific account provides the sales person with a kind of CHECKLIST, easy to use and remember. The review of the MEDDIC CHECKLIST will result in an objective assessment of the level of qualification in the sales campaign and the degree of confidence for the sales forecast. The unchecked elements on the MEDDIC CHECKLIST will point the sales team to the right actions in the account which will lead to closing that deal.

What Is MEDDPICC®?

MEDDPICC ®, is an evolution of MEDDIC into a more modern and up-to-date sales methodology. It covers two more elements as described below:

  1. Metrics: Quantification of the potential gain and ultimately the economic benefit
  2. Economic Buyer: Interaction with the person who has decision control on the funds for the PO
  3. Decision Criteria: Criteria used by the company to make the purchase decision and choose among options
  4. Decision Process: Process defined by the company to reach the purchase decision
  5. Paper Process: Formal procurement process that the customer has defined internally for all suppliers to go through, including security review, legal, purchasing, etc.
  6. Identify Pain: Actual pains at the company which would require your product/service to be relieved
  7. Champion: Powerful & influential persons at the company, who are favorable to your solution
  8. Competition: The alternatives that the customer is considering alongside your solution, including another supplier, an internal developments or simply status quo (i.e. no-decision)

The level of knowledge, control and progress of each of the above elements in a specific account provides the sales person with a CHECKLIST, easy to use and remember. The review of the MEDDIC CHECKLIST will result in an objective assessment of the level of qualification in the sales campaign and the degree of confidence for the sales forecast. The unchecked elements on the MEDDIC CHECKLIST will point the sales team to the right actions in the account which will lead to closing that deal.

What’s the benefit of using the MEDDIC or MEDDPICC® ?

How Can We Implement the MEDDIC or MEDDPICC® Methodology Within Our Sales Force?

We train your sales force starting with as short as a half day training & workshops, in-person or through state-of-the-art yet accessible distance learning methods. We also offer to coach your team through ongoing weekly sales meetings until MEDDIC becomes a habit. We offer a large spectrum of both modern and traditional tools and media to train your teams. Check them out here:

What do customers say?

Check customers testimonials here.

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              Contact us here  and let’s start selling smartly.


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