MEDDIC is rarely chosen as the methodology of choice between MEDDIC, MEDDICC, and, MEDDPICC
Now and then, I’ll meet a sales leader who is considering implementing MEDDICC after hearing positive things about how it could help their sales organization. These sales leaders often ask me about which variation to implement.
While my advice will differ based upon the maturity and type of sales organization, it is doubtful that I will recommend the implementation of MEDDIC with one C and no P.
This is because the second C in MEDDICC, which stands for Competition, is critically important in today’s enterprise sales world. There is far more competition out there today from not only the solutions from rival companies but with the mass of other technologies, initiatives, and frequent desire from CTO’s to build their own solution. Sellers must stay on top of their competition as a priority, and therefore calling out the second C is, in my view, critically important.
Another critical consideration is that the vast majority of organizations today will use either MEDDICC or MEDDPICC. I am yet to stumble across an organization using MEDDIC. This means that if you want to tap into the deep pool of Sellers who are proficient with a variant of MEDDIC, they will most likely have MEDDICC or MEDDPICC experience.