Learning the letters isn't enough. MEDDPICC only delivers impact when it's continuously practiced and applied.
Proficiency is a sliding scale. If you stop focusing on it, you regress.
Getting better at MEDDPICC means discovering new ways to apply it across Value, Stakeholders, and Process, not just revisiting the basics.
The one and done approach to MEDDIC doesn’t work. Simply learning what the letters stand for and leaving it at that isn’t going to make an impact for you and your team.
The more you work with and apply MEDDIC, the more you understand it. When you introduce a MEDDPICC initiative, the goal is to always get better; a slide scale of improvement that never stops.
The thing about a sliding scale is that once you take your focus off it, you get worse. If you aren’t continuously practicing and better understanding MEDDICC, you will get worse at it.
Now, when we talk about getting better at MEDDPICC, about learning more about it, we refer to using it as a common language across the key tenets of selling: Value, Stakeholders and Processes, applying MEDDPICC to new best practices we uncover, new scenarios we have found ourselves in. This allows us to unlock new use-cases for MEDDPICC, more value that you can get from it. We don’t mean that there are things about MEDDPICC that we didn’t know, rather that we are forever discovering new ways to use it.
For a MEDDPICC initiative, one and done just won’t cut it. Getting everyone bought in and bringing them to similar levels of proficiencies is just the start; everything else comes from there.