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31
January
2023
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Many of the best sellers start their careers as SDRs. Despite high turnover, SDRs play an integral role in the customer lifecycle. Focused on awareness and prospecting, they set the tone for the rest of the GTM team. The better the SDR, the better the path for everyone else.
Why should SDRs use MEDDPICC?
SDRs are often the first impression prospective customers have of your business. Training them in MEDDPICC helps them start conversations with structure and purpose. They can apply it in day-to-day prospecting, while also building a foundation for their future sales careers. Companies benefit twice. They generate better opportunities now and develop stronger sellers over time.
When SDRs understand MEDDPICC, the entire customer lifecycle becomes smoother. MEDDPICC creates a common language across the GTM team, making the handover between SDRs and AEs seamless. There is no confusion about what has been established, and the AE can pick up exactly where the SDR left off.
This also improves the customer experience. Prospects do not want to repeat information. With MEDDPICC, SDRs capture the right context early, so the conversation moves forward instead of starting over.
Since SDRs are often early in their careers, MEDDPICC also provides guidance on what to look for. The framework helps them decide who to contact, what questions to ask, and how to approach prospecting.
How can SDRs use MEDDPICC?
SDRs can start by identifying the Pain during awareness and prospecting. Look for the challenges your solution typically solves. This helps determine who could benefit and creates relevant outreach.
They can also introduce Metrics to demonstrate value. These early metrics, often called M1s, use proven outcomes from existing customers. SDRs can show the before and after, helping prospects understand the potential impact without putting them on the defensive. These metrics can later evolve into shared KPIs.
Looking at past wins also helps SDRs uncover Champions. Ask who typically cares about the pain being solved and who has been most effective to engage previously. Reaching out to those roles accelerates progress for the wider GTM team.
If prospects are solving the problem in a less efficient way, SDRs can introduce Decision Criteria. This helps highlight how your solution solves the pain differently or more effectively. The opportunity may not always present itself naturally, so SDRs should take initiative.
With MEDDPICC, SDRs create a frictionless handover to the AE and ensure the customer does not feel like they are in the same meeting twice. Check out MED MEN: MEDDIC for your SDRs from our CEO Andy Whyte and CRO Pim Roelofsen.
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