MEDDICC - THE BOOK
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Learn the methodology behind the world's most successful enterprise sales organizations.
The book deconstructs MEDDICC into easy to understand and implement steps. Breaking down every letter of the acronym into actionable insights.
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MEDDIC – WIN MORE DEALS, FASTER
THE WORLD'S BEST SALES ORGANIZATIONS USE MEDDIC
What do the world's most successful sales organizations have in common?
The majority have relied upon a variation of MEDDIC to deliver efficient and predictable revenue.
Elite sales teams most commonly use MEDDICC and MEDDPICC today.
BUILT FOR ENTERPRISE
MEDDIC IS A QUALIFICATION METHODOLOGY
Time in the number one asset a Seller has. MEDDIC helps Sellers to ensure they are focusing their time on the right elements of the right deals.
"As an individual contributor, MEDDIC acted as a map that helped me get to the point of decision in a predictive manner. It shone a light on an otherwise dark journey. As a sales leader, it has helped me drive predictable and accurate forecasts into sales teams and to bring forecastable consistency across groups of salespeople who vary in optimism, style, and approach"
- Andy Whyte, Author of MEDDICC, the book
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TEACH ME MEDDIC IN 10 MINUTES!
No time to spare? Then this video is for you - What is MEDDICC in just 10 minutes.
Check out our YouTube channel for useful insights and wisdom on MEDDICC.
TEN SYMPTOMS THAT YOU NEED MEDDIC
If you ever find yourself feeling any of the following symptoms with your deal, you could benefit from MEDDIC:
1. Your buyer doesn’t see the value of your solution? (aka they think you are expensive)
2. You are unable to find, articulate and quantify Pain
3. You don’t have a Champion or at the very least a Coach helping you navigate and sell
4. You find yourself unable to gain access to people with power and influence
5. You don’t know how the customer makes decisions
6. You don’t know who is involved in the decision-making process
7. You find yourself surprised by things that come up in the sales process
8. The decision criteria seem to move throughout the process, and you’re constantly playing catch up
9. Your Competition is landing strikes against you that you neither see coming nor are able to defend
10. You lose track of where you stand in your deals
SHOULD I IMPLEMENT MEDDIC OR MEDDICC OR MEDDPICC 🤨
It is confusing, right?
MEDDIC was the original variation as invented by Dick Dunkel in the 90's. Since then MEDDIC has evolved to include an additional C and often a P too. This video explains which is right for you.
Alternatively, read this post here to learn more.
THE ELEMENTS OF MEDDIC (MEDDPICC)
Each element of MEDDPICC plays a critical role in driving an efficient and predictable enterprise sales process.
METRICS
M is for Metrics: The Metrics are the quantifiable measures of value that your solution can provide.
ECONOMIC BUYER
E is for Economic Buyer: The Economic Buyer is the person with the overall authority in the buying decision.
DECISION CRITERIA
D is for Decision Criteria: The Decision Criteria are the various criteria in which a decision to process your solution will be judged.
DECISION PROCESS
D is for Decision Process: The Decision Process is the series of steps that form a process of which the buyer will follow to make a decision.
PAPER PROCESS
P is for Paper Process: The Paper Process is the series of steps that follow the Decision Process in how you will go from Decision to signature.
IMPLICATE THE PAIN
I is for Implicate the Pain: Implicating the Pain means you have both Identified, Indicated, and Implicated the Pain your solution solves upon your customer.
CHAMPION
C is for Champion: The Champion is a person who has power, influence, and credibility within the customer’s organization.
COMPETITION
C is for Competition: The Competition is any person, vendor, or initiative competing for the same funds or resources you are.
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