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  • Give you methods to build Champions? Or does it just prompt you to wonder if they are a Champion?
  • Empower you to influence and control the Decision Criteria or does it just make you wonder what the customer thinks it should be?
  • Help you measure the quality of sales execution or do you just look at the number of activities?
  • Correlate directly to forecast accuracy with specific criteria or do you just do "upside" and "commit" based on how you're feeling?
  • Double as a coaching framework to develop sales skills or do your leaders just wing it on their own?
  • Help you communicate with other parts of the business to optimize collaboration or do you just re-explain yourself to marketing every time?
  • Help you close bigger, more strategic deals or are you just running around trying to close everything you can?
  • Allow you to expand the pain your have found, the value you have quantified and differentiation you have build into a clean, clear value proposition that is universally used by your whole GTM team?

Does your MEDDIC do this?

Ours does.

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Not all MEDDIC is Equal

But what does that really mean?

Put simply, If you asked five people if they really know MEDDIC, it's likely they will all think they do... but will all have very different experiences of it. Out of the five people, one may have read a book, one may have taken our Masterclass, one may have read a blog and the other may have worked at a previous 'MEDDIC' org. In its simplest form, this is an example of Not all MEDDIC being equal. We believe you can quantify NAMIE with three things;
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Breadth

Does your MEDDIC expand across the entire GTM team?

The first dimension used to measure MEDDPICC adoption is breadth. This means that the common language and framework of MEDDPICC has been deployed and adopted across every customer facing team.

Marketing, business development, sales, presales, delivery services, customer success, customer support, should all understand their roles are responsibilities in terms of MEDDPICC.

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Depth

Does your MEDDIC enable you to measure the quality and adoption of the framework?

Depth refers to both the quality and the consistency of execution across every go to market function. The key question here is how consistently does each of the functions perform at the highest level?

The breadth and depth of your MEDDPICC adoption is a measure of the quality and consistency that your team executes across these critical success factors that MEDDPICC represents. 

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Collaboration

Does your MEDDIC work as a common language?

The third dimension of MEDDPICC adoption is collaboration. As mentioned previously one of the biggest benefits of having a common language and framework is the ability to reduce the silos that exist across go to market teams.

While this dimension overlaps with breath and depth, it’s important to specifically think about how the quality of your team's execution supports the other go to market teams.

At MEDDICC, we're different

We believe in the power of MEDDPICC as a common language, applied across the entire go to market team. We provide you with the tools, training and tech to embed MEDDIC as your operating system, as a scalable, repeatable and efficient playbook. 

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Enable

We are constantly striving to add more value for our members and this includes access to all future enable programs
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Playbook

Our playbook breaks down the what, why and how of a sales cycle in a scalable, repeatable and efficient manner. Providing you with the tools to measure your ROI
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mOS

Let our operating system become yours. Use our purpose-built MEDDPICC SaaS to bridge the gap between learnings and adoption
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Measure

Our maturity model and sales velocity measurements provide indepth analysis of where to go next with your MEDDPICC implementation and how your org can keep levelling up

NOT ALL MEDDIC IS EQUAL

We like to say that not all MEDDIC is equal.  But what does that actually mean?

Since 1996, MEDDIC and its variations have been used by sales organizations most commonly as a sales qualification framework. Some organizations evolved to overlay MEDDIC to define success criteria across their sales stages. Others have progressed to extend MEDDIC across the customer lifecycle and Incorporated MEDDIC scoring as a way to measure execution and risk.

Because MEDDIC has been primarily adopted by sales organizations, this has contributed to the creation of silos across go to market functions. There is now a vast array of frameworks, methodologies and tools used across the GTM functions. 

MEDDPICC is a common language for the entire GTM team. It contains the three essential elements of value, stakeholders and process.

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