MEDDPICC isn't a process, but it embeds into yours. Tying entrance and exit criteria at each deal stage to MEDDPICC elements is how it sticks.
Organizations that get the most traction treat MEDDPICC as common language across every stage, not a standalone initiative.
Sales isn't one linear process. MEDDPICC applies to the macro process and the smaller plays: discovery, value pyramids, stakeholder engagement.
People often ask: is MEDDICC a process?
Short answer: no.
But it’s not quite that simple or straightforward. It’s a bit more nuanced.
Though MEDDICC isn’t just a series of steps you can follow, that doesn’t mean it can’t be applied to your sales process. Especially as our current sales landscape means that no deal follows a specific linear process with set stages anymore.
Using MEDDICC as a common language allows you to embed it into your processes. For example, you can tie entrance or exit criteria of specific stages to MEDDICC, ensuring a certain degree of progress has to be made before a deal is moved to the next stage.
“Before we move to a proposal, we want to make sure that we have engaged with the Economic Buyer.”
Organizations who gain the most traction with their MEDDICC initiatives from the get-go are the ones who do this well. When leaders look at their processes and ask, “What are we looking for at each stage?”, not only do they create consistency but they mobilize MEDDICC as a true common language. It takes the whole GTM team from being proficient in MEDDICC to having it embedded into everything they do.
Having MEDDICC attached to each stage of your internal processes makes a massive difference in making sure it sticks, and doesn’t just become a ‘flavor of the month’.
Additionally, it’s worth remembering that sales does not just involve the “macro-sales” process – there are a lot of plays involved, which are essentially smaller processes. Building a value pyramid or doing great discovery; these require specific processes, which makes the idea of “a sales process” a tad less straightforward than perhaps considered originally. If you consider MEDDICC as a common language, you can tie it into each of these smaller processes as well as the organization-wide ones. It becomes what you make it.