Win more revenue, faster with MEDDICC

I first encountered MEDDIC, or MEDDPICC, when I was onboarding at Sprinklr in NYC 2015. While it was probably only a 30 or 60 minute session of one of many onboarding sessions, I remember thinking, 'Yeah, this makes sense,’ but I didn’t think of it much further than that. 

I didn’t really hear about MEDDIC again until a few months later when I was flown out to Dallas and trained for a few days on MEDDPICC and some other things. I remember feeling a better understanding of it. While nobody else seemed to be talking about it, I felt like it was something that really made sense to me. I started using it, but I’d be lying if I said it clicked straight away. I had to push myself to use it proactively, to consciously think about using it.

The “aha” moment for me came after it became part of my operating rhythm, and I realized that I was winning a deal that I wouldn't be winning if it wasn't for MEDDPICC. 

In this situation, it oriented around two of the elements, Champion and Decision Criteria. I had a Champion who was working for me, but we were working against a very difficult scenario, where our competitor was ingrained in the business, along with some other factors. We worked very closely to make sure our solution could be differentiated via the Decision Criteria. 

So, it became, not a case of ‘us or them’, but rather, “If you want to do these things, which you need to do per the business case we’ve built, there’s only one route you can go down.” So, we won that deal, but I'm absolutely certain I wouldn't have won if I hadn't been doing this.

So, I had that kind of realization, like 'Wow, no matter how hard I was trying, no matter how good I thought I could be, without MEDDPICC in that scenario, I would not have won that deal.'

And it is really as simple as that. MEDDPICC unlocked my full potential.

And so, in 2020 I founded MEDDICC with a mission to help sales teams like yours not only understand MEDDPICC (or any of its variations)... but to truly embed it into your day-to-day operations.

As a member, you don’t just get access to on-demand training to give everyone on your team the same foundation. But the tools, resources, and role-specific training to turn the principles into lasting habits.

After having 15,945+ students go through our training - It’s safe to say it works.

So if you want to save days wasted on bad opportunities, increase your average deal size, conversion rate, and time to close, and hit your numbers with confidence.

I’d love for you to join us.

The first time MEDDIC was put together in a sales context was probably at my kitchen table in Needham, Massachusetts. We were implementing a new sales training program, and MEDDIC actually became part of that program, but it was either my wife or my two-year-old son who may have first heard the term MEDDIC used in that context.

I’ve had a few different “aha” moments with MEDDIC. One of the first was after we deployed MEDDIC at PTC - we were having a very, very successful run; quarter after quarter, we were seeing sequential increased revenue and profit growth. The “aha” moment was really the fact that what we were doing was working, and it was having an impact on the organization.

Another “aha” moment I had was when I realized that MEDDIC was actually a thing. During an interview at IBM, one of the senior leaders asked me if I had ever heard of MEDDIC, and I almost fell out of my chair! It was at that moment that I realized that MEDDIC was a thing, and that MEDDIC was proliferating on its own with the help of some early sales consulting businesses.

Most recently, as I have joined MEDDICC and really partnered and collaborated with our founder Andy Whyte, I have come to appreciate the bigger vision that Andy has. The reality is that we're now in a very interconnected world. Teams must more effectively collaborate, work with partners and customers to drive value processes. There's an opportunity for MEDDIC to underpin all of that.

There are tools and resources and training that will allow these teams to collaborate effectively.

So, to me, I think that realization has come through the many conversations that Andy and I have had as we develop our vision as a business to really help customer-facing organizations be more customer-centric and value-centric, building lasting relationships.

The very first time I heard about MEDDIC (at least as far as I can recall) was when I was at Cisco Meraki. 

A good friend of mine, who was at Cisco Meraki with me, was getting ready for his next role in AppDynamics. Of course, that is known as a serious MEDDIC shop. When he was preparing, he told me:

“This is all about unlocking my potential as a seller; this is going to be the right place for me to level up.”

As you can guess, MEDDIC was one of the key drivers for him to make that move to really level up. 

I thought, “Wow, that sounds interesting.” But I had no idea where to start.

So, while reading a five minute blog post is not the same as doing our Masterclass or working with the framework for years, I started off as that person reading the blog post to begin with to try and gain an understanding of MEDDIC.

The next part of that journey for me was later on, when my field sales leader went onto Samsara, another MEDDIC shop.

There, it was very much expected to use MEDDIC for qualification, so he made sure that when we were doing a QBR or a deal review, we had MEDDIC all the way through as a common language, so I got some more practical experience with it as a framework.