The first C in MEDDIC was always about the Champion. As you no doubt know, MEDDIC evolved to include a second C which most commonly stands for Competition. Most organization’s now implement MEDDICC with two C’s.
But the first C is one of, if not the most important part of MEDDICC. As the legends over at SMG – Sales MEDDIC Group, Jack Napoli, and Steve Amman say:
“No Champion, no deal. Big Champion, Big deal!”
Jack and Steve at SMG
Put simply, if your Champion is missing, or you don’t have a Champion then you are unlikely to have a deal. Whereas, by contrast if you have a ‘BIG’ Champion, meaning a well qualified Champion with the all important three qualifying criteria of a Champion of:
- Having Power and Influence
- Be Selling Internally for You
- Have a Vested Interest in Your Success