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14
March
2023
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If you've been following this series, you'll have noticed one theme coming up time and time again.
Say it with us: MEDDPICC as a common language.
MEDDPICC needs to be adopted at an individual level across GTM and post-sales teams. But its real power comes when the whole team is using it together. Shared language means cleaner communication, faster identification of gaps, and a smoother path through the customer lifecycle. And at the center of that? Revenue Operations.
RevOps exists to integrate your company's departments and give the entire revenue team clear visibility. When MEDDPICC becomes the common language across those departments, it becomes a force multiplier. There's no need to learn new dialects for different scenarios. One methodology, applied consistently, across every stage.
Throughout the full customer lifecycle, RevOps should use MEDDPICC alongside their CRM to fully operationalize it. This 360-degree approach extends beyond the selling stage. In the Closing and Implementing stages, it helps capture deal information that enables smooth handoffs and stronger forecasting. In the Value, Growth, and Retention stages, RevOps can work alongside Customer Success to track and follow through on value delivery.
MEDDPICC also works as a filter for RevOps, cutting through subjectivity and getting straight to the facts. It gives them a clear set of questions to pressure-test any deal:
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Metrics - Is there consensus on the measurable value your solution provides, across the GTM and post-sales team?
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Economic Buyer - Are we successfully identifying and engaging the Economic Buyer in our deals?
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Decision Criteria - Are we actively influencing the customer's Decision Criteria, rather than waiting for them to define it? (Remember: you're a professional seller. Your customer is not a professional buyer.)
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Decision Process - Do we have a clear picture of how decisions get made? Are there any risks of slippage?
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Paper Process - Is there anything in the contracting or approval process that could slow things down?
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Identified Pain - Are we identifying, implicating, and revisiting pain throughout the sales cycle, across all relevant stakeholders?
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Champion - Do we have a true, qualified Champion? What is their vested interest?
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Competition - Do we know who and what we're up against, including inertia?
RevOps is responsible for driving predictable revenue, and that requires clear communication across the business. MEDDPICC as a common language makes that possible.
And with that, the MEDDPICC X GTM series comes to a close. From AEs to RevOps, we hope this series has given you a real sense of how different GTM and post-sales team members can put MEDDPICC into practice, and why a shared methodology matters as much as individual adoption.
At MEDDICC, we live and breathe MEDDPICC. Now you can too.
Until next time: may your Champions be strong.
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