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Introducing the MEDDICC Playbook

Unlock the power of the MEDDICC Playbook as part of MEDDICC Membership.

Our Playbook encompasses MEDDICC qualification, measurement, process, and methodology. We've taken MEDDPICC out of its qualification box and broken the framework into these four distinct products. Dive deep into the 'what, why, when, and how-to measure' to empower your entire go to market team. 

MEDDICC Playbook

OUR MEDDICC PLAYBOOK

Qualify the viability of a customer engagement. Can we provide this customer enough value to make the engagement mutually worthwhile?

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Do we have a Champion?

'HOW' you engage with customers. What are the methods we can use to uncover pain, quantify value, differentiate, engage stakeholders and accelerate the process?

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How do I build a Champion?

The structured series of steps to convert prospects into customers, focusing on ensuring the right activities and events are adhered to throughout each stage.

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At what stage do I need a Champion?

Measure and assess the maturity of your GTM function offering a comprehensive view of strengths and areas for improvement, enabling targeted development. A roadmap for GTM excellence.

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What is the impact of Champions?

MEDDICC QUALIFICATION

Qualify the viability of a customer engagement. 
Can we provide this customer enough value to make the engagement mutually worthwhile? 

In a MEDDPICC context; it's “Do we have a champion? That's what we're trying to qualify, but of course it's not just that, it’s “Have we tested the champion? Is the champion working for us?

There's all sorts of things you want to qualify.

- Do we have a champion?
- Do we understand the Decision Criteria?
- Do we know who the Competition is?
- What is our customer’s Decision Process?

The MEDDPICC Masterclass enables you to learn everything there is to know about Qualification.

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MEDDICC METHODOLOGY

‘HOW’ you engage with customers.

What are the methods we can use to uncover pain, quantify value, differentiate, engage stakeholders and accelerate the process?

In a MEDDPICC context, it could be questions like the below;

- How do we build a champion?
- How can we influence the Decision Criteria?
- How can we lay traps for the Competition?
- How can we accelerate the Decision Process?

The Value Pyramid program enables you to really dive into how you engage with your customers.

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MEDDICC PROCESS

The structured series of steps to convert prospects into customers, focusing on ensuring the right activities and events are adhered to throughout each stage.

The process is the series of steps that we go through from making sure that we can actually win a customer and do the right things along the way (win them, keep them, renew them). So from a process perspective, it's at what stage do we need to have a champion? If we can start to build these things in to our process we can spot and make those big steps forward to making sure we have champions tested and built at the right time.

- At what stage do we need a champion?
- Do we have consensus on the Decision criteria?
- Are we Vendor of choice?
- What do we need to align our processes?

Included in our Membership is 'Sales Stages', where we'll review your current stage cycle and suggest ways to improve it or where you can overlay MEDDPICC. We also have a best-in-class Sales Stage if you'd prefer to start a fresh! 

 

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MEDDICC MEASURE

Measure and assess the maturity of your GTM function offering a comprehensive view of strengths and areas for improvement, enabling targeted development. A roadmap for GTM excellence.

This is about measuring the maturity of your go-to-market function both on a grand scale and an individual scale. We can start by saying things like “What is the impact of Champions?” “What does it mean if we have a strong champion?” “How does that impact our success further down the line?” You start to measure how soon we can actually win champions, how much that impacts us down the line.

- What is the impact of a Champion?
- When we influence the Decision criteria how does that impact our win rate?
- Who is our biggest Competitor?
- What is slowing us down?

When you partner with MEDDICC, you'll have access to our Maturity Model which will enable you to identify gaps in your adoption and provide you with the tools to start measuring these indicators yourself.

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Want to know more?

Whether you’re wanting to know more about the membership packages we offer, speak to our sales team or learn more about MEDDICC Playbook, fill out the form and a super friendly member of the team will be in touch.

  • We’re straight talking, which means we talk in relatable terms without the corporate jargon
  • We’re passionate about what we do, so just give us an excuse to talk about it and we’ll aim to provide you with the best advice for you or your business  
  • We genuinely care about helping sales professionals level up, because it’s why we do, what we do! 
Complete the form and we’ll be in touch