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xmlns:image="http://www.google.com/schemas/sitemap-image/1.1"><url><loc>https://meddicc.com/customer-stories/series-b-org</loc><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/Hero%20banner%20background%20(1).webp</image:loc><image:caption>Hero banner background (1)</image:caption><image:title>Hero banner background (1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/BG.webp</image:loc><image:caption>BG</image:caption><image:title>BG</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/linkedin-icon.svg</image:loc><image:caption>linkedin-icon</image:caption><image:title>linkedin-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/microlise_logo.svg</image:loc><image:caption>microlise_logo</image:caption><image:title>microlise_logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/indico_data_logo.svg</image:loc><image:caption>indico_data_logo</image:caption><image:title>indico_data_logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/copy-link-icon.svg</image:loc><image:caption>copy-link-icon</image:caption><image:title>copy-link-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/anonymous_M1_story.svg</image:loc><image:caption>anonymous_M1_story</image:caption><image:title>anonymous_M1_story</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/resources/meddicc-welcomes-dick-dunkel</loc><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/clock-icon-read-time.svg</image:loc><image:caption>clock-icon-read-time</image:caption><image:title>clock-icon-read-time</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/Cameron_dhaliwal_Image-1.png</image:loc><image:caption>Cameron_dhaliwal_Image-1</image:caption><image:title>Cameron_dhaliwal_Image-1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Imported_Blog_Media/meddicc-welcomes-dick-dunkel-thumbnail.png</image:loc><image:caption>meddicc-welcomes-dick-dunkel-thumbnail</image:caption><image:title>meddicc-welcomes-dick-dunkel-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-launches-t5-its-flagship-sales-leadership-thumbnail.jpg</image:loc><image:caption>MEDDICC launches T5, its flagship sales-leadership program</image:caption><image:title>meddicc-launches-t5-its-flagship-sales-leadership-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Frame%20(2).svg</image:loc><image:caption>Frame (2)</image:caption><image:title>Frame (2)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-strengthens-leadership-team-with-new-hires-thumbnail.png</image:loc><image:caption>meddicc-strengthens-leadership-team-with-new-hires-thumbnail</image:caption><image:title>meddicc-strengthens-leadership-team-with-new-hires-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Frame%20(1).svg</image:loc><image:caption>Frame (1)</image:caption><image:title>Frame (1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-doubles-down-on-innovation-with-strategic-thumbnail.png</image:loc><image:caption>meddicc-doubles-down-on-innovation-with-strategic-thumbnail</image:caption><image:title>meddicc-doubles-down-on-innovation-with-strategic-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/meddicc-media/medmen-s2-ep1-misidentifying-champions</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/andy-whyte-headshot.png</image:loc><image:caption>andy-whyte-headshot</image:caption><image:title>andy-whyte-headshot</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-related-bg.webp</image:loc><image:caption>podcast-related-bg</image:caption><image:title>podcast-related-bg</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-what-if-your-champion-is-your-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:caption><image:title>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/medmen-s2-ep1-misidentifying-champions-thumbnail.png</image:loc><image:caption>medmen-s2-ep1-misidentifying-champions-thumbnail</image:caption><image:title>medmen-s2-ep1-misidentifying-champions-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-form.webp</image:loc><image:caption>podcast-sidebar-form</image:caption><image:title>podcast-sidebar-form</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-about.webp</image:loc><image:caption>podcast-sidebar-about</image:caption><image:title>podcast-sidebar-about</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-post-banner.webp</image:loc><image:caption>podcast-post-banner</image:caption><image:title>podcast-post-banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:caption><image:title>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/pim.png</image:loc><image:caption>pim</image:caption><image:title>pim</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/vectors/MD_Avatar.svg</image:loc><image:caption>MD_Avatar</image:caption><image:title>MD_Avatar</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:caption><image:title>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/resources/building-virtual-champions-in-meddic-sales</loc><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/vectors/MD_Avatar.svg</image:loc><image:caption>MD_Avatar</image:caption><image:title>MD_Avatar</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/building-virtual-champions-in-meddic-sales-thumbnail.png</image:loc><image:caption>building-virtual-champions-in-meddic-sales-thumbnail</image:caption><image:title>building-virtual-champions-in-meddic-sales-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/spin-selling-vs-meddpicc-meddicc-thumbnail.png</image:loc><image:caption>spin-selling-vs-meddpicc-meddicc-thumbnail</image:caption><image:title>spin-selling-vs-meddpicc-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-gradient-newsletter-cta-background.png</image:loc><image:caption>blue-gradient-newsletter-cta-background</image:caption><image:title>blue-gradient-newsletter-cta-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-feature-image.png</image:loc><image:caption>ai-sales-qualification-tools-feature-image</image:caption><image:title>ai-sales-qualification-tools-feature-image</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-launches-t5-its-flagship-sales-leadership-thumbnail.jpg</image:loc><image:caption>MEDDICC launches T5, its flagship sales-leadership program</image:caption><image:title>meddicc-launches-t5-its-flagship-sales-leadership-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-thumbnail.png</image:loc><image:caption>ai-sales-qualification-tools-thumbnail</image:caption><image:title>ai-sales-qualification-tools-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blog_post_banner.png</image:loc><image:caption>blog_post_banner</image:caption><image:title>blog_post_banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><lastmod>2026-11-06</lastmod></url><url><loc>https://meddicc.com/meddicc-media/spa-roadtrip</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/AskAW.png</image:loc><image:caption>AskAW</image:caption><image:title>AskAW</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/The%20Journey.png</image:loc><image:caption>The Journey</image:caption><image:title>The Journey</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/spa-roadtrip-thumbnail.png</image:loc><image:caption>spa-roadtrip-thumbnail</image:caption><image:title>spa-roadtrip-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:caption><image:title>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-what-if-your-champion-is-your-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:caption><image:title>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/LOGOS/Logo_Masters%20of%20MEDDICC.png</image:loc><image:caption>Logo_Masters of MEDDICC</image:caption><image:title>Logo_Masters of MEDDICC</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/mm_prtnr_-sttp_logo_horizontal_primary_1080%20%C3%97%20234_sb_final.png</image:loc><image:caption>mm_prtnr_-sttp_logo_horizontal_primary_1080 × 234_sb_final</image:caption><image:title>mm_prtnr_-sttp_logo_horizontal_primary_1080 × 234_sb_final</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/LOGOS/Logo_MEDMEN.png</image:loc><image:caption>Logo_MEDMEN</image:caption><image:title>Logo_MEDMEN</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/LOGOS/Logo_Marketing%20Unlocked.png</image:loc><image:caption>Logo_Marketing Unlocked</image:caption><image:title>Logo_Marketing Unlocked</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:caption><image:title>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/AWJ.png</image:loc><image:caption>AWJ</image:caption><image:title>AWJ</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/LOGOS/Logo_Elite%20Dealers.png</image:loc><image:caption>Logo_Elite Dealers</image:caption><image:title>Logo_Elite Dealers</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/TMES-Main-Logo.png</image:loc><image:caption>TMES-Main-Logo</image:caption><image:title>TMES-Main-Logo</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/meddicc-media/medmen-why-meddpicc-fails-in-your-team-its-not-what-you-think</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/andy-whyte-headshot.png</image:loc><image:caption>andy-whyte-headshot</image:caption><image:title>andy-whyte-headshot</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-related-bg.webp</image:loc><image:caption>podcast-related-bg</image:caption><image:title>podcast-related-bg</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/medmen-why-meddpicc-fails-in-your-team-its-not-what-thumbnail.jpg</image:loc><image:caption>medmen-why-meddpicc-fails-in-your-team-its-not-what-thumbnail</image:caption><image:title>medmen-why-meddpicc-fails-in-your-team-its-not-what-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/vectors/MD_Avatar.svg</image:loc><image:caption>MD_Avatar</image:caption><image:title>MD_Avatar</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-post-banner.webp</image:loc><image:caption>podcast-post-banner</image:caption><image:title>podcast-post-banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/pim.png</image:loc><image:caption>pim</image:caption><image:title>pim</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-about.webp</image:loc><image:caption>podcast-sidebar-about</image:caption><image:title>podcast-sidebar-about</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:caption><image:title>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-form.webp</image:loc><image:caption>podcast-sidebar-form</image:caption><image:title>podcast-sidebar-form</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-what-if-your-champion-is-your-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:caption><image:title>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:caption><image:title>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/resources/product-market-fit</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-launches-t5-its-flagship-sales-leadership-thumbnail.jpg</image:loc><image:caption>MEDDICC launches T5, its flagship sales-leadership program</image:caption><image:title>meddicc-launches-t5-its-flagship-sales-leadership-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/spin-selling-vs-meddpicc-meddicc-thumbnail.png</image:loc><image:caption>spin-selling-vs-meddpicc-meddicc-thumbnail</image:caption><image:title>spin-selling-vs-meddpicc-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-thumbnail.png</image:loc><image:caption>ai-sales-qualification-tools-thumbnail</image:caption><image:title>ai-sales-qualification-tools-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-gradient-newsletter-cta-background.png</image:loc><image:caption>blue-gradient-newsletter-cta-background</image:caption><image:title>blue-gradient-newsletter-cta-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blog_post_banner.png</image:loc><image:caption>blog_post_banner</image:caption><image:title>blog_post_banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/product-market-fit-thumbnail.png</image:loc><image:caption>product-market-fit-thumbnail</image:caption><image:title>product-market-fit-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/andy.png</image:loc><image:caption>andy</image:caption><image:title>andy</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-feature-image.png</image:loc><image:caption>ai-sales-qualification-tools-feature-image</image:caption><image:title>ai-sales-qualification-tools-feature-image</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/resources/medmen-take-a-proactive-approach-to-decision-criteria</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/medmen-take-a-proactive-approach-to-decision-criteria-thumbnail.png</image:loc><image:caption>medmen-take-a-proactive-approach-to-decision-criteria-thumbnail</image:caption><image:title>medmen-take-a-proactive-approach-to-decision-criteria-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-feature-image.png</image:loc><image:caption>ai-sales-qualification-tools-feature-image</image:caption><image:title>ai-sales-qualification-tools-feature-image</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/spin-selling-vs-meddpicc-meddicc-thumbnail.png</image:loc><image:caption>spin-selling-vs-meddpicc-meddicc-thumbnail</image:caption><image:title>spin-selling-vs-meddpicc-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blog_post_banner.png</image:loc><image:caption>blog_post_banner</image:caption><image:title>blog_post_banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-gradient-newsletter-cta-background.png</image:loc><image:caption>blue-gradient-newsletter-cta-background</image:caption><image:title>blue-gradient-newsletter-cta-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-thumbnail.png</image:loc><image:caption>ai-sales-qualification-tools-thumbnail</image:caption><image:title>ai-sales-qualification-tools-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-launches-t5-its-flagship-sales-leadership-thumbnail.jpg</image:loc><image:caption>MEDDICC launches T5, its flagship sales-leadership program</image:caption><image:title>meddicc-launches-t5-its-flagship-sales-leadership-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/robin.png</image:loc><image:caption>robin</image:caption><image:title>robin</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><lastmod>2026-11-06</lastmod></url><url><loc>https://meddicc.com/resources/introducing-gtm-velocity</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/thought_leadership_GTM_velocity_bar%20chart_v2_jz.png</image:loc><image:caption>thought_leadership_GTM_velocity_bar chart_v2_jz</image:caption><image:title>thought_leadership_GTM_velocity_bar chart_v2_jz</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/thought_leadership_GTM_velocity_timetable_v2_jz.png</image:loc><image:caption>thought_leadership_GTM_velocity_timetable_v2_jz</image:caption><image:title>thought_leadership_GTM_velocity_timetable_v2_jz</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/robin.png</image:loc><image:caption>robin</image:caption><image:title>robin</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-launches-t5-its-flagship-sales-leadership-thumbnail.jpg</image:loc><image:caption>MEDDICC launches T5, its flagship sales-leadership program</image:caption><image:title>meddicc-launches-t5-its-flagship-sales-leadership-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Artboard%204%20copy%202%20(1).png</image:loc><image:caption>Artboard 4 copy 2 (1)</image:caption><image:title>Artboard 4 copy 2 (1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/introducing-gtm-velocity-thumbnail.png</image:loc><image:caption>introducing-gtm-velocity-thumbnail</image:caption><image:title>introducing-gtm-velocity-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-gradient-newsletter-cta-background.png</image:loc><image:caption>blue-gradient-newsletter-cta-background</image:caption><image:title>blue-gradient-newsletter-cta-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/spin-selling-vs-meddpicc-meddicc-thumbnail.png</image:loc><image:caption>spin-selling-vs-meddpicc-meddicc-thumbnail</image:caption><image:title>spin-selling-vs-meddpicc-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales%20velocity_equation.png</image:loc><image:caption>sales velocity_equation</image:caption><image:title>sales velocity_equation</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/thought_leadership_GTM_velocity_equation_v4_jz.png</image:loc><image:caption>thought_leadership_GTM_velocity_equation_v4_jz</image:caption><image:title>thought_leadership_GTM_velocity_equation_v4_jz</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blog_post_banner.png</image:loc><image:caption>blog_post_banner</image:caption><image:title>blog_post_banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-feature-image.png</image:loc><image:caption>ai-sales-qualification-tools-feature-image</image:caption><image:title>ai-sales-qualification-tools-feature-image</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-thumbnail.png</image:loc><image:caption>ai-sales-qualification-tools-thumbnail</image:caption><image:title>ai-sales-qualification-tools-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><lastmod>2026-11-06</lastmod></url><url><loc>https://meddicc.com/resources/how-to-create-urgency-in-sales</loc><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/vectors/MD_Avatar.svg</image:loc><image:caption>MD_Avatar</image:caption><image:title>MD_Avatar</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-feature-image.png</image:loc><image:caption>ai-sales-qualification-tools-feature-image</image:caption><image:title>ai-sales-qualification-tools-feature-image</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-thumbnail.png</image:loc><image:caption>ai-sales-qualification-tools-thumbnail</image:caption><image:title>ai-sales-qualification-tools-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-gradient-newsletter-cta-background.png</image:loc><image:caption>blue-gradient-newsletter-cta-background</image:caption><image:title>blue-gradient-newsletter-cta-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/how-to-create-urgency-in-sales-thumbnail.png</image:loc><image:caption>how-to-create-urgency-in-sales-thumbnail</image:caption><image:title>how-to-create-urgency-in-sales-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-launches-t5-its-flagship-sales-leadership-thumbnail.jpg</image:loc><image:caption>MEDDICC launches T5, its flagship sales-leadership program</image:caption><image:title>meddicc-launches-t5-its-flagship-sales-leadership-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blog_post_banner.png</image:loc><image:caption>blog_post_banner</image:caption><image:title>blog_post_banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/spin-selling-vs-meddpicc-meddicc-thumbnail.png</image:loc><image:caption>spin-selling-vs-meddpicc-meddicc-thumbnail</image:caption><image:title>spin-selling-vs-meddpicc-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Imported_Blog_Media/IN%20BLOG%20Pain%2BValue-01.jpg</image:loc><image:caption>IN BLOG Pain+Value-01</image:caption><image:title>IN BLOG Pain+Value-01</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><lastmod>2026-11-06</lastmod></url><url><loc>https://meddicc.com/resources/unlocking-sales-success-with-meddpicc</loc><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/unlocking-sales-success-with-meddpicc-thumbnail.png</image:loc><image:caption>unlocking-sales-success-with-meddpicc-thumbnail</image:caption><image:title>unlocking-sales-success-with-meddpicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/spin-selling-vs-meddpicc-meddicc-thumbnail.png</image:loc><image:caption>spin-selling-vs-meddpicc-meddicc-thumbnail</image:caption><image:title>spin-selling-vs-meddpicc-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/vectors/MD_Avatar.svg</image:loc><image:caption>MD_Avatar</image:caption><image:title>MD_Avatar</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-thumbnail.png</image:loc><image:caption>ai-sales-qualification-tools-thumbnail</image:caption><image:title>ai-sales-qualification-tools-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blog_post_banner.png</image:loc><image:caption>blog_post_banner</image:caption><image:title>blog_post_banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-gradient-newsletter-cta-background.png</image:loc><image:caption>blue-gradient-newsletter-cta-background</image:caption><image:title>blue-gradient-newsletter-cta-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-launches-t5-its-flagship-sales-leadership-thumbnail.jpg</image:loc><image:caption>MEDDICC launches T5, its flagship sales-leadership program</image:caption><image:title>meddicc-launches-t5-its-flagship-sales-leadership-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-feature-image.png</image:loc><image:caption>ai-sales-qualification-tools-feature-image</image:caption><image:title>ai-sales-qualification-tools-feature-image</image:title></image:image><lastmod>2026-11-06</lastmod></url><url><loc>https://meddicc.com/meddicc-media/ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-out</loc><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-post-banner.webp</image:loc><image:caption>podcast-post-banner</image:caption><image:title>podcast-post-banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:caption><image:title>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-form.webp</image:loc><image:caption>podcast-sidebar-form</image:caption><image:title>podcast-sidebar-form</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:caption><image:title>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-about.webp</image:loc><image:caption>podcast-sidebar-about</image:caption><image:title>podcast-sidebar-about</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-what-if-your-champion-is-your-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:caption><image:title>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/andy-whyte-headshot.png</image:loc><image:caption>andy-whyte-headshot</image:caption><image:title>andy-whyte-headshot</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/vectors/MD_Avatar.svg</image:loc><image:caption>MD_Avatar</image:caption><image:title>MD_Avatar</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-related-bg.webp</image:loc><image:caption>podcast-related-bg</image:caption><image:title>podcast-related-bg</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/resources/sales-velocity-equation</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blog_post_banner.png</image:loc><image:caption>blog_post_banner</image:caption><image:title>blog_post_banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-gradient-newsletter-cta-background.png</image:loc><image:caption>blue-gradient-newsletter-cta-background</image:caption><image:title>blue-gradient-newsletter-cta-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-velocity-equation-thumbnail.png</image:loc><image:caption>sales-velocity-equation-thumbnail</image:caption><image:title>sales-velocity-equation-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/spin-selling-vs-meddpicc-meddicc-thumbnail.png</image:loc><image:caption>spin-selling-vs-meddpicc-meddicc-thumbnail</image:caption><image:title>spin-selling-vs-meddpicc-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-feature-image.png</image:loc><image:caption>ai-sales-qualification-tools-feature-image</image:caption><image:title>ai-sales-qualification-tools-feature-image</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-thumbnail.png</image:loc><image:caption>ai-sales-qualification-tools-thumbnail</image:caption><image:title>ai-sales-qualification-tools-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/robin.png</image:loc><image:caption>robin</image:caption><image:title>robin</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-launches-t5-its-flagship-sales-leadership-thumbnail.jpg</image:loc><image:caption>MEDDICC launches T5, its flagship sales-leadership program</image:caption><image:title>meddicc-launches-t5-its-flagship-sales-leadership-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><lastmod>2026-11-06</lastmod></url><url><loc>https://meddicc.com/resources/best-closing-interview-questions-for-aes</loc><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-thumbnail.png</image:loc><image:caption>ai-sales-qualification-tools-thumbnail</image:caption><image:title>ai-sales-qualification-tools-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-gradient-newsletter-cta-background.png</image:loc><image:caption>blue-gradient-newsletter-cta-background</image:caption><image:title>blue-gradient-newsletter-cta-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-launches-t5-its-flagship-sales-leadership-thumbnail.jpg</image:loc><image:caption>MEDDICC launches T5, its flagship sales-leadership program</image:caption><image:title>meddicc-launches-t5-its-flagship-sales-leadership-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/andy.png</image:loc><image:caption>andy</image:caption><image:title>andy</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/best-closing-interview-questions-for-aes-thumbnail.png</image:loc><image:caption>best-closing-interview-questions-for-aes-thumbnail</image:caption><image:title>best-closing-interview-questions-for-aes-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/spin-selling-vs-meddpicc-meddicc-thumbnail.png</image:loc><image:caption>spin-selling-vs-meddpicc-meddicc-thumbnail</image:caption><image:title>spin-selling-vs-meddpicc-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-feature-image.png</image:loc><image:caption>ai-sales-qualification-tools-feature-image</image:caption><image:title>ai-sales-qualification-tools-feature-image</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blog_post_banner.png</image:loc><image:caption>blog_post_banner</image:caption><image:title>blog_post_banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><lastmod>2026-11-06</lastmod></url><url><loc>https://meddicc.com/meddicc-media/ask-andy-whyte-what-if-your-champion-is-your-competitors-champion</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:caption><image:title>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:caption><image:title>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-related-bg.webp</image:loc><image:caption>podcast-related-bg</image:caption><image:title>podcast-related-bg</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/vectors/MD_Avatar.svg</image:loc><image:caption>MD_Avatar</image:caption><image:title>MD_Avatar</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-form.webp</image:loc><image:caption>podcast-sidebar-form</image:caption><image:title>podcast-sidebar-form</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-about.webp</image:loc><image:caption>podcast-sidebar-about</image:caption><image:title>podcast-sidebar-about</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-what-if-your-champion-is-your-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:caption><image:title>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-post-banner.webp</image:loc><image:caption>podcast-post-banner</image:caption><image:title>podcast-post-banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/andy-whyte-headshot.png</image:loc><image:caption>andy-whyte-headshot</image:caption><image:title>andy-whyte-headshot</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/meddicc-media/masters-of-meddicc-s1-ep17-luke-rogers</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-about.webp</image:loc><image:caption>podcast-sidebar-about</image:caption><image:title>podcast-sidebar-about</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:caption><image:title>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/luke.png</image:loc><image:caption>luke</image:caption><image:title>luke</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/masters-of-meddicc-s1-ep17-luke-rogers-thumbnail.png</image:loc><image:caption>masters-of-meddicc-s1-ep17-luke-rogers-thumbnail</image:caption><image:title>masters-of-meddicc-s1-ep17-luke-rogers-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/andy-whyte-headshot.png</image:loc><image:caption>andy-whyte-headshot</image:caption><image:title>andy-whyte-headshot</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/vectors/MD_Avatar.svg</image:loc><image:caption>MD_Avatar</image:caption><image:title>MD_Avatar</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-post-banner.webp</image:loc><image:caption>podcast-post-banner</image:caption><image:title>podcast-post-banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-form.webp</image:loc><image:caption>podcast-sidebar-form</image:caption><image:title>podcast-sidebar-form</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-what-if-your-champion-is-your-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:caption><image:title>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:caption><image:title>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-related-bg.webp</image:loc><image:caption>podcast-related-bg</image:caption><image:title>podcast-related-bg</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/knowledge/how-to-add-teams/regions</loc><lastmod>2026-11-06</lastmod></url><url><loc>https://meddicc.com/who-we-help/sales-leaders</loc><image:image><image:loc>https://meddicc.com/hubfs/sam-jeremiah-headshot.jpg</image:loc><image:caption>sam-jeremiah-headshot</image:caption><image:title>sam-jeremiah-headshot</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/Light%20Background.webp</image:loc><image:caption>Light Background</image:caption><image:title>Light Background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/teamtailor-logo-2.png</image:loc><image:caption>teamtailor-logo-2</image:caption><image:title>teamtailor-logo-2</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/crowdstrike-logo.png</image:loc><image:caption>crowdstrike-logo</image:caption><image:title>crowdstrike-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/deal-scoring-dashboard-screenshot.png</image:loc><image:caption>deal-scoring-dashboard-screenshot</image:caption><image:title>deal-scoring-dashboard-screenshot</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/jt-keating-headshot.jpg</image:loc><image:caption>jt-keating-headshot</image:caption><image:title>jt-keating-headshot</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/value-pyramid-video-meddicc-value.png</image:loc><image:caption>value-pyramid-video-meddicc-value</image:caption><image:title>value-pyramid-video-meddicc-value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/darktrace-logo.png</image:loc><image:caption>darktrace-logo</image:caption><image:title>darktrace-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/cognism-logo.png</image:loc><image:caption>cognism-logo</image:caption><image:title>cognism-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/masterclass_program-1.svg</image:loc><image:caption>masterclass_program-1</image:caption><image:title>masterclass_program-1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/background%20(10)%20(1).png</image:loc><image:caption>background (10) (1)</image:caption><image:title>background (10) (1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/teamviewer-logo.png</image:loc><image:caption>teamviewer-logo</image:caption><image:title>teamviewer-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/zapier-logo.png</image:loc><image:caption>zapier-logo</image:caption><image:title>zapier-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/oyster-logo.png</image:loc><image:caption>oyster-logo</image:caption><image:title>oyster-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/who_we_help_profiles_jz_sales_leader_champion.png</image:loc><image:caption>who_we_help_profiles_jz_sales_leader_champion</image:caption><image:title>who_we_help_profiles_jz_sales_leader_champion</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/jt-keating-testimonial.webp</image:loc><image:caption>jt-keating-testimonial</image:caption><image:title>jt-keating-testimonial</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-workshop-session.png</image:loc><image:caption>meddicc-value-workshop-session</image:caption><image:title>meddicc-value-workshop-session</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/who_we_help_sales_leaders_slow_ramp_times.svg</image:loc><image:caption>who_we_help_sales_leaders_slow_ramp_times</image:caption><image:title>who_we_help_sales_leaders_slow_ramp_times</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/scalable-growth-icon.png</image:loc><image:caption>scalable-growth-icon</image:caption><image:title>scalable-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/cloudflare-logo.png</image:loc><image:caption>cloudflare-logo</image:caption><image:title>cloudflare-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/blueprint-1.svg</image:loc><image:caption>blueprint-1</image:caption><image:title>blueprint-1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/use_cases_rep_producitivty_attrition_rising.svg</image:loc><image:caption>use_cases_rep_producitivty_attrition_rising</image:caption><image:title>use_cases_rep_producitivty_attrition_rising</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/cision-logo.png</image:loc><image:caption>cision-logo</image:caption><image:title>cision-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/factorial-logo.png</image:loc><image:caption>factorial-logo</image:caption><image:title>factorial-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/kristen-ardon-headshot-bw.jpg</image:loc><image:caption>kristen-ardon-headshot-bw</image:caption><image:title>kristen-ardon-headshot-bw</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/winni_ai-1.svg</image:loc><image:caption>winni_ai-1</image:caption><image:title>winni_ai-1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/digitaled-logo.png</image:loc><image:caption>digitaled-logo</image:caption><image:title>digitaled-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/who_we_help_sales_leaders_common_language.svg</image:loc><image:caption>who_we_help_sales_leaders_common_language</image:caption><image:title>who_we_help_sales_leaders_common_language</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/leadership_enablement_program-1.svg</image:loc><image:caption>leadership_enablement_program-1</image:caption><image:title>leadership_enablement_program-1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc_operating_system-1.svg</image:loc><image:caption>meddicc_operating_system-1</image:caption><image:title>meddicc_operating_system-1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/who_we_help_sales_leaders_deployment_sticks.svg</image:loc><image:caption>who_we_help_sales_leaders_deployment_sticks</image:caption><image:title>who_we_help_sales_leaders_deployment_sticks</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/datatonic-logo.png</image:loc><image:caption>datatonic-logo</image:caption><image:title>datatonic-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/microlise-logo.png</image:loc><image:caption>microlise-logo</image:caption><image:title>microlise-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-pattern-pricing-background.png</image:loc><image:caption>blue-pattern-pricing-background</image:caption><image:title>blue-pattern-pricing-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/background%20(6)%20(1).png</image:loc><image:caption>background (6) (1)</image:caption><image:title>background (6) (1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/light-blue-gradient-section-background.png</image:loc><image:caption>light-blue-gradient-section-background</image:caption><image:title>light-blue-gradient-section-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/aws-logo.png</image:loc><image:caption>aws-logo</image:caption><image:title>aws-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/net-health-logo.png</image:loc><image:caption>net-health-logo</image:caption><image:title>net-health-logo</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/resources/medmen-why-you-should-use-meddicc-for-pipeline-generation</loc><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-launches-t5-its-flagship-sales-leadership-thumbnail.jpg</image:loc><image:caption>MEDDICC launches T5, its flagship sales-leadership program</image:caption><image:title>meddicc-launches-t5-its-flagship-sales-leadership-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/spin-selling-vs-meddpicc-meddicc-thumbnail.png</image:loc><image:caption>spin-selling-vs-meddpicc-meddicc-thumbnail</image:caption><image:title>spin-selling-vs-meddpicc-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/robin.png</image:loc><image:caption>robin</image:caption><image:title>robin</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-gradient-newsletter-cta-background.png</image:loc><image:caption>blue-gradient-newsletter-cta-background</image:caption><image:title>blue-gradient-newsletter-cta-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-feature-image.png</image:loc><image:caption>ai-sales-qualification-tools-feature-image</image:caption><image:title>ai-sales-qualification-tools-feature-image</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/medmen-why-you-should-use-meddicc-for-pipeline-thumbnail.png</image:loc><image:caption>medmen-why-you-should-use-meddicc-for-pipeline-thumbnail</image:caption><image:title>medmen-why-you-should-use-meddicc-for-pipeline-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blog_post_banner.png</image:loc><image:caption>blog_post_banner</image:caption><image:title>blog_post_banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-thumbnail.png</image:loc><image:caption>ai-sales-qualification-tools-thumbnail</image:caption><image:title>ai-sales-qualification-tools-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><lastmod>2026-11-06</lastmod></url><url><loc>https://meddicc.com/resources/are-you-really-implicating-the-pain</loc><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/are-you-really-implicating-the-pain-thumbnail.png</image:loc><image:caption>are-you-really-implicating-the-pain-thumbnail</image:caption><image:title>are-you-really-implicating-the-pain-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Frame%20(1).svg</image:loc><image:caption>Frame (1)</image:caption><image:title>Frame (1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/andy.png</image:loc><image:caption>andy</image:caption><image:title>andy</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Frame%20(2).svg</image:loc><image:caption>Frame (2)</image:caption><image:title>Frame (2)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/clock-icon-read-time.svg</image:loc><image:caption>clock-icon-read-time</image:caption><image:title>clock-icon-read-time</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><lastmod>2026-11-06</lastmod></url><url><loc>https://meddicc.com/resources/medmen-using-a-value-pyramid-with-the-economic-buyer</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/robin.png</image:loc><image:caption>robin</image:caption><image:title>robin</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blog_post_banner.png</image:loc><image:caption>blog_post_banner</image:caption><image:title>blog_post_banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-gradient-newsletter-cta-background.png</image:loc><image:caption>blue-gradient-newsletter-cta-background</image:caption><image:title>blue-gradient-newsletter-cta-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-feature-image.png</image:loc><image:caption>ai-sales-qualification-tools-feature-image</image:caption><image:title>ai-sales-qualification-tools-feature-image</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/medmen-using-a-value-pyramid-with-the-economic-buyer-thumbnail.png</image:loc><image:caption>medmen-using-a-value-pyramid-with-the-economic-buyer-thumbnail</image:caption><image:title>medmen-using-a-value-pyramid-with-the-economic-buyer-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/spin-selling-vs-meddpicc-meddicc-thumbnail.png</image:loc><image:caption>spin-selling-vs-meddpicc-meddicc-thumbnail</image:caption><image:title>spin-selling-vs-meddpicc-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-launches-t5-its-flagship-sales-leadership-thumbnail.jpg</image:loc><image:caption>MEDDICC launches T5, its flagship sales-leadership program</image:caption><image:title>meddicc-launches-t5-its-flagship-sales-leadership-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-thumbnail.png</image:loc><image:caption>ai-sales-qualification-tools-thumbnail</image:caption><image:title>ai-sales-qualification-tools-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><lastmod>2026-11-06</lastmod></url><url><loc>https://meddicc.com/resources/gtm-dysfunction-and-how-meddic-can-help</loc><image:image><image:loc>https://meddicc.com/hubfs/spin-selling-vs-meddpicc-meddicc-thumbnail.png</image:loc><image:caption>spin-selling-vs-meddpicc-meddicc-thumbnail</image:caption><image:title>spin-selling-vs-meddpicc-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-thumbnail.png</image:loc><image:caption>ai-sales-qualification-tools-thumbnail</image:caption><image:title>ai-sales-qualification-tools-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/dick-dunkel-headshot.png</image:loc><image:caption>dick-dunkel-headshot</image:caption><image:title>dick-dunkel-headshot</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-launches-t5-its-flagship-sales-leadership-thumbnail.jpg</image:loc><image:caption>MEDDICC launches T5, its flagship sales-leadership program</image:caption><image:title>meddicc-launches-t5-its-flagship-sales-leadership-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/gtm-dysfunction-and-how-meddic-can-help-thumbnail.png</image:loc><image:caption>gtm-dysfunction-and-how-meddic-can-help-thumbnail</image:caption><image:title>gtm-dysfunction-and-how-meddic-can-help-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-gradient-newsletter-cta-background.png</image:loc><image:caption>blue-gradient-newsletter-cta-background</image:caption><image:title>blue-gradient-newsletter-cta-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blog_post_banner.png</image:loc><image:caption>blog_post_banner</image:caption><image:title>blog_post_banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-feature-image.png</image:loc><image:caption>ai-sales-qualification-tools-feature-image</image:caption><image:title>ai-sales-qualification-tools-feature-image</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><lastmod>2026-11-06</lastmod></url><url><loc>https://meddicc.com/knowledge/how-to-deactivate-users</loc><lastmod>2026-11-06</lastmod></url><url><loc>https://meddicc.com/resources/meddic-software-apply-meddpicc-to-every-deal-meddicc</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-gradient-newsletter-cta-background.png</image:loc><image:caption>blue-gradient-newsletter-cta-background</image:caption><image:title>blue-gradient-newsletter-cta-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddic-software-apply-meddpicc-to-every-deal-meddicc-thumbnail.png</image:loc><image:caption>meddic-software-apply-meddpicc-to-every-deal-meddicc-thumbnail</image:caption><image:title>meddic-software-apply-meddpicc-to-every-deal-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/spin-selling-vs-meddpicc-meddicc-thumbnail.png</image:loc><image:caption>spin-selling-vs-meddpicc-meddicc-thumbnail</image:caption><image:title>spin-selling-vs-meddpicc-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/robin.png</image:loc><image:caption>robin</image:caption><image:title>robin</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-launches-t5-its-flagship-sales-leadership-thumbnail.jpg</image:loc><image:caption>MEDDICC launches T5, its flagship sales-leadership program</image:caption><image:title>meddicc-launches-t5-its-flagship-sales-leadership-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blog_post_banner.png</image:loc><image:caption>blog_post_banner</image:caption><image:title>blog_post_banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-thumbnail.png</image:loc><image:caption>ai-sales-qualification-tools-thumbnail</image:caption><image:title>ai-sales-qualification-tools-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-feature-image.png</image:loc><image:caption>ai-sales-qualification-tools-feature-image</image:caption><image:title>ai-sales-qualification-tools-feature-image</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><lastmod>2026-11-06</lastmod></url><url><loc>https://meddicc.com/resources/medmen-is-meddicc-a-methodology</loc><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-feature-image.png</image:loc><image:caption>ai-sales-qualification-tools-feature-image</image:caption><image:title>ai-sales-qualification-tools-feature-image</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-launches-t5-its-flagship-sales-leadership-thumbnail.jpg</image:loc><image:caption>MEDDICC launches T5, its flagship sales-leadership program</image:caption><image:title>meddicc-launches-t5-its-flagship-sales-leadership-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/medmen-is-meddicc-a-methodology-thumbnail.png</image:loc><image:caption>medmen-is-meddicc-a-methodology-thumbnail</image:caption><image:title>medmen-is-meddicc-a-methodology-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-thumbnail.png</image:loc><image:caption>ai-sales-qualification-tools-thumbnail</image:caption><image:title>ai-sales-qualification-tools-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-gradient-newsletter-cta-background.png</image:loc><image:caption>blue-gradient-newsletter-cta-background</image:caption><image:title>blue-gradient-newsletter-cta-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/robin.png</image:loc><image:caption>robin</image:caption><image:title>robin</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blog_post_banner.png</image:loc><image:caption>blog_post_banner</image:caption><image:title>blog_post_banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/spin-selling-vs-meddpicc-meddicc-thumbnail.png</image:loc><image:caption>spin-selling-vs-meddpicc-meddicc-thumbnail</image:caption><image:title>spin-selling-vs-meddpicc-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><lastmod>2026-11-06</lastmod></url><url><loc>https://meddicc.com/knowledge/kb-404</loc><image:image><image:loc>https://meddicc.com/hubfs/website/images/vectors/meddicc-logo.svg</image:loc><image:caption>meddicc-logo</image:caption><image:title>meddicc-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Size%202-1.jpg</image:loc><image:caption>Size 2-1</image:caption><image:title>Size 2-1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-core-colour-logo.svg</image:loc><image:caption>meddicc-core-colour-logo</image:caption><image:title>meddicc-core-colour-logo</image:title></image:image><lastmod>2026-02-23</lastmod></url><url><loc>https://meddicc.com/products/meddicc-live</loc><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-header.png</image:loc><image:caption>meddicc-live-header</image:caption><image:title>meddicc-live-header</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/live-sessions-icon-32x32.svg</image:loc><image:caption>live-sessions-icon-32x32</image:caption><image:title>live-sessions-icon-32x32</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/call-rec-access-library.svg</image:loc><image:caption>call-rec-access-library</image:caption><image:title>call-rec-access-library</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/form_content_banner.webp</image:loc><image:caption>form_content_banner</image:caption><image:title>form_content_banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/right-always-on-archive.png</image:loc><image:caption>right-always-on-archive</image:caption><image:title>right-always-on-archive</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-faq-question-icon-1.png</image:loc><image:caption>meddicc-faq-question-icon-1</image:caption><image:title>meddicc-faq-question-icon-1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/products-meddicc-live-keep-momentum-moving.svg</image:loc><image:caption>products-meddicc-live-keep-momentum-moving</image:caption><image:title>products-meddicc-live-keep-momentum-moving</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/products-meddicc-live-questions-you-cant-ask-ai.svg</image:loc><image:caption>products-meddicc-live-questions-you-cant-ask-ai</image:caption><image:title>products-meddicc-live-questions-you-cant-ask-ai</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/cta-banner-2.png</image:loc><image:caption>cta-banner-2</image:caption><image:title>cta-banner-2</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/left-studio-quality-production.png</image:loc><image:caption>left-studio-quality-production</image:caption><image:title>left-studio-quality-production</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/products-product-deals-purpose-built-meddicc-platform.svg</image:loc><image:caption>products-product-deals-purpose-built-meddicc-platform</image:caption><image:title>products-product-deals-purpose-built-meddicc-platform</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-faq-question-icon-3.png</image:loc><image:caption>meddicc-faq-question-icon-3</image:caption><image:title>meddicc-faq-question-icon-3</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/products-shorts-stay-sharp.svg</image:loc><image:caption>products-shorts-stay-sharp</image:caption><image:title>products-shorts-stay-sharp</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-faq-question-icon-5.png</image:loc><image:caption>meddicc-faq-question-icon-5</image:caption><image:title>meddicc-faq-question-icon-5</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-faq-question-icon-2.png</image:loc><image:caption>meddicc-faq-question-icon-2</image:caption><image:title>meddicc-faq-question-icon-2</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/right-session-every-month.png</image:loc><image:caption>right-session-every-month</image:caption><image:title>right-session-every-month</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/Hero%20banner%20background%20(1).webp</image:loc><image:caption>Hero banner background (1)</image:caption><image:title>Hero banner background (1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/right-studio-quality-production.png</image:loc><image:caption>right-studio-quality-production</image:caption><image:title>right-studio-quality-production</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/left-session-every-month.png</image:loc><image:caption>left-session-every-month</image:caption><image:title>left-session-every-month</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-faq-question-icon-4.png</image:loc><image:caption>meddicc-faq-question-icon-4</image:caption><image:title>meddicc-faq-question-icon-4</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/left-always-on-archive.png</image:loc><image:caption>left-always-on-archive</image:caption><image:title>left-always-on-archive</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/up-next-shorts.png</image:loc><image:caption>up-next-shorts</image:caption><image:title>up-next-shorts</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/meddicc-media/medmen-3-discovery-questions-that-feel-like-cheating</loc><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/andy-whyte-headshot.png</image:loc><image:caption>andy-whyte-headshot</image:caption><image:title>andy-whyte-headshot</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-post-banner.webp</image:loc><image:caption>podcast-post-banner</image:caption><image:title>podcast-post-banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:caption><image:title>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-about.webp</image:loc><image:caption>podcast-sidebar-about</image:caption><image:title>podcast-sidebar-about</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/medmen-3-discovery-questions-that-feel-like-cheating-thumbnail.jpg</image:loc><image:caption>medmen-3-discovery-questions-that-feel-like-cheating-thumbnail</image:caption><image:title>medmen-3-discovery-questions-that-feel-like-cheating-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-what-if-your-champion-is-your-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:caption><image:title>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/vectors/MD_Avatar.svg</image:loc><image:caption>MD_Avatar</image:caption><image:title>MD_Avatar</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/pim.png</image:loc><image:caption>pim</image:caption><image:title>pim</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-related-bg.webp</image:loc><image:caption>podcast-related-bg</image:caption><image:title>podcast-related-bg</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-form.webp</image:loc><image:caption>podcast-sidebar-form</image:caption><image:title>podcast-sidebar-form</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:caption><image:title>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/resources/on-demand-training</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Imported_Blog_Media/Why%20we%20Demand%20On%20Demand%20GRAPHICS-03.jpg</image:loc><image:caption>Why we Demand On Demand GRAPHICS-03</image:caption><image:title>Why we Demand On Demand GRAPHICS-03</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-gradient-newsletter-cta-background.png</image:loc><image:caption>blue-gradient-newsletter-cta-background</image:caption><image:title>blue-gradient-newsletter-cta-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-launches-t5-its-flagship-sales-leadership-thumbnail.jpg</image:loc><image:caption>MEDDICC launches T5, its flagship sales-leadership program</image:caption><image:title>meddicc-launches-t5-its-flagship-sales-leadership-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/spin-selling-vs-meddpicc-meddicc-thumbnail.png</image:loc><image:caption>spin-selling-vs-meddpicc-meddicc-thumbnail</image:caption><image:title>spin-selling-vs-meddpicc-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blog_post_banner.png</image:loc><image:caption>blog_post_banner</image:caption><image:title>blog_post_banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-thumbnail.png</image:loc><image:caption>ai-sales-qualification-tools-thumbnail</image:caption><image:title>ai-sales-qualification-tools-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-feature-image.png</image:loc><image:caption>ai-sales-qualification-tools-feature-image</image:caption><image:title>ai-sales-qualification-tools-feature-image</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/robin.png</image:loc><image:caption>robin</image:caption><image:title>robin</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Imported_Blog_Media/on-demand-training-thumbnail.jpg</image:loc><image:caption>on-demand-training-thumbnail</image:caption><image:title>on-demand-training-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/resources/no-champion-no-deal-your-quarterback-in-the-sales-process</loc><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-launches-t5-its-flagship-sales-leadership-thumbnail.jpg</image:loc><image:caption>MEDDICC launches T5, its flagship sales-leadership program</image:caption><image:title>meddicc-launches-t5-its-flagship-sales-leadership-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/vectors/MD_Avatar.svg</image:loc><image:caption>MD_Avatar</image:caption><image:title>MD_Avatar</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-thumbnail.png</image:loc><image:caption>ai-sales-qualification-tools-thumbnail</image:caption><image:title>ai-sales-qualification-tools-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Imported_Blog_Media/no-champion-no-deal-your-quarterback-in-the-sales-thumbnail.jpg</image:loc><image:caption>no-champion-no-deal-your-quarterback-in-the-sales-thumbnail</image:caption><image:title>no-champion-no-deal-your-quarterback-in-the-sales-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/spin-selling-vs-meddpicc-meddicc-thumbnail.png</image:loc><image:caption>spin-selling-vs-meddpicc-meddicc-thumbnail</image:caption><image:title>spin-selling-vs-meddpicc-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blog_post_banner.png</image:loc><image:caption>blog_post_banner</image:caption><image:title>blog_post_banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-gradient-newsletter-cta-background.png</image:loc><image:caption>blue-gradient-newsletter-cta-background</image:caption><image:title>blue-gradient-newsletter-cta-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Imported_Blog_Media/IN%20BLOG%20GRAPHICS%20-%20No%20Champion%2c%20No%20Deal-jpg-1.jpeg</image:loc><image:caption>IN BLOG GRAPHICS - No Champion, No Deal-jpg-1</image:caption><image:title>IN BLOG GRAPHICS - No Champion, No Deal-jpg-1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-feature-image.png</image:loc><image:caption>ai-sales-qualification-tools-feature-image</image:caption><image:title>ai-sales-qualification-tools-feature-image</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/meddicc-media/medmen-the-pipeline-hack-hiding-inside-meddic</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-post-banner.webp</image:loc><image:caption>podcast-post-banner</image:caption><image:title>podcast-post-banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:caption><image:title>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-related-bg.webp</image:loc><image:caption>podcast-related-bg</image:caption><image:title>podcast-related-bg</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-about.webp</image:loc><image:caption>podcast-sidebar-about</image:caption><image:title>podcast-sidebar-about</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:caption><image:title>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/vectors/MD_Avatar.svg</image:loc><image:caption>MD_Avatar</image:caption><image:title>MD_Avatar</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/medmen-the-pipeline-hack-hiding-inside-meddic-thumbnail.jpg</image:loc><image:caption>medmen-the-pipeline-hack-hiding-inside-meddic-thumbnail</image:caption><image:title>medmen-the-pipeline-hack-hiding-inside-meddic-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-what-if-your-champion-is-your-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:caption><image:title>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-form.webp</image:loc><image:caption>podcast-sidebar-form</image:caption><image:title>podcast-sidebar-form</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/pim.png</image:loc><image:caption>pim</image:caption><image:title>pim</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/andy-whyte-headshot.png</image:loc><image:caption>andy-whyte-headshot</image:caption><image:title>andy-whyte-headshot</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/meddicc-media/medmen-s2-ep5-caroline-woussen-franczia</loc><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:caption><image:title>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/pim.png</image:loc><image:caption>pim</image:caption><image:title>pim</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/medmen-s2-ep5-caroline-woussen-franczia-thumbnail.jpg</image:loc><image:caption>medmen-s2-ep5-caroline-woussen-franczia-thumbnail</image:caption><image:title>medmen-s2-ep5-caroline-woussen-franczia-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-related-bg.webp</image:loc><image:caption>podcast-related-bg</image:caption><image:title>podcast-related-bg</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-post-banner.webp</image:loc><image:caption>podcast-post-banner</image:caption><image:title>podcast-post-banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/andy-whyte-headshot.png</image:loc><image:caption>andy-whyte-headshot</image:caption><image:title>andy-whyte-headshot</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-form.webp</image:loc><image:caption>podcast-sidebar-form</image:caption><image:title>podcast-sidebar-form</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-about.webp</image:loc><image:caption>podcast-sidebar-about</image:caption><image:title>podcast-sidebar-about</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/vectors/MD_Avatar.svg</image:loc><image:caption>MD_Avatar</image:caption><image:title>MD_Avatar</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-what-if-your-champion-is-your-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:caption><image:title>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:caption><image:title>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/caroline-removebg-preview.png</image:loc><image:caption>caroline-removebg-preview</image:caption><image:title>caroline-removebg-preview</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/resources/go-live-plan</loc><image:image><image:loc>https://meddicc.com/hubfs/spin-selling-vs-meddpicc-meddicc-thumbnail.png</image:loc><image:caption>spin-selling-vs-meddpicc-meddicc-thumbnail</image:caption><image:title>spin-selling-vs-meddpicc-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-feature-image.png</image:loc><image:caption>ai-sales-qualification-tools-feature-image</image:caption><image:title>ai-sales-qualification-tools-feature-image</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-gradient-newsletter-cta-background.png</image:loc><image:caption>blue-gradient-newsletter-cta-background</image:caption><image:title>blue-gradient-newsletter-cta-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blog_post_banner.png</image:loc><image:caption>blog_post_banner</image:caption><image:title>blog_post_banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-launches-t5-its-flagship-sales-leadership-thumbnail.jpg</image:loc><image:caption>MEDDICC launches T5, its flagship sales-leadership program</image:caption><image:title>meddicc-launches-t5-its-flagship-sales-leadership-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/vectors/MD_Avatar.svg</image:loc><image:caption>MD_Avatar</image:caption><image:title>MD_Avatar</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/go-live-plan-thumbnail.png</image:loc><image:caption>go-live-plan-thumbnail</image:caption><image:title>go-live-plan-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-thumbnail.png</image:loc><image:caption>ai-sales-qualification-tools-thumbnail</image:caption><image:title>ai-sales-qualification-tools-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><lastmod>2026-11-06</lastmod></url><url><loc>https://meddicc.com/meddicc-media/medmen-s1-ep3-sales-and-system-engineers</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-what-if-your-champion-is-your-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:caption><image:title>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/pim.png</image:loc><image:caption>pim</image:caption><image:title>pim</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/andy-whyte-headshot.png</image:loc><image:caption>andy-whyte-headshot</image:caption><image:title>andy-whyte-headshot</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-about.webp</image:loc><image:caption>podcast-sidebar-about</image:caption><image:title>podcast-sidebar-about</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-related-bg.webp</image:loc><image:caption>podcast-related-bg</image:caption><image:title>podcast-related-bg</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:caption><image:title>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/vectors/MD_Avatar.svg</image:loc><image:caption>MD_Avatar</image:caption><image:title>MD_Avatar</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/medmen-s1-ep3-sales-and-system-engineers-thumbnail.jpg</image:loc><image:caption>medmen-s1-ep3-sales-and-system-engineers-thumbnail</image:caption><image:title>medmen-s1-ep3-sales-and-system-engineers-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-post-banner.webp</image:loc><image:caption>podcast-post-banner</image:caption><image:title>podcast-post-banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:caption><image:title>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-form.webp</image:loc><image:caption>podcast-sidebar-form</image:caption><image:title>podcast-sidebar-form</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/resources/your-obsession-with-opportunities-is-costing-you-revenue</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-launches-t5-its-flagship-sales-leadership-thumbnail.jpg</image:loc><image:caption>MEDDICC launches T5, its flagship sales-leadership program</image:caption><image:title>meddicc-launches-t5-its-flagship-sales-leadership-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-gradient-newsletter-cta-background.png</image:loc><image:caption>blue-gradient-newsletter-cta-background</image:caption><image:title>blue-gradient-newsletter-cta-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/robin.png</image:loc><image:caption>robin</image:caption><image:title>robin</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/spin-selling-vs-meddpicc-meddicc-thumbnail.png</image:loc><image:caption>spin-selling-vs-meddpicc-meddicc-thumbnail</image:caption><image:title>spin-selling-vs-meddpicc-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/your-obsession-with-opportunities-is-costing-you-thumbnail.png</image:loc><image:caption>your-obsession-with-opportunities-is-costing-you-thumbnail</image:caption><image:title>your-obsession-with-opportunities-is-costing-you-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Imported_Blog_Media/obsession-with-opportunities-sketchnote.png</image:loc><image:caption>obsession-with-opportunities-sketchnote</image:caption><image:title>obsession-with-opportunities-sketchnote</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-thumbnail.png</image:loc><image:caption>ai-sales-qualification-tools-thumbnail</image:caption><image:title>ai-sales-qualification-tools-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-feature-image.png</image:loc><image:caption>ai-sales-qualification-tools-feature-image</image:caption><image:title>ai-sales-qualification-tools-feature-image</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blog_post_banner.png</image:loc><image:caption>blog_post_banner</image:caption><image:title>blog_post_banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/resources/medmen-5-things-not-to-do-when-engaging-with-the-economic-buyer</loc><image:image><image:loc>https://meddicc.com/hubfs/medmen-5-things-not-to-do-when-engaging-with-the-thumbnail.png</image:loc><image:caption>medmen-5-things-not-to-do-when-engaging-with-the-thumbnail</image:caption><image:title>medmen-5-things-not-to-do-when-engaging-with-the-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-feature-image.png</image:loc><image:caption>ai-sales-qualification-tools-feature-image</image:caption><image:title>ai-sales-qualification-tools-feature-image</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-thumbnail.png</image:loc><image:caption>ai-sales-qualification-tools-thumbnail</image:caption><image:title>ai-sales-qualification-tools-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/spin-selling-vs-meddpicc-meddicc-thumbnail.png</image:loc><image:caption>spin-selling-vs-meddpicc-meddicc-thumbnail</image:caption><image:title>spin-selling-vs-meddpicc-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-launches-t5-its-flagship-sales-leadership-thumbnail.jpg</image:loc><image:caption>MEDDICC launches T5, its flagship sales-leadership program</image:caption><image:title>meddicc-launches-t5-its-flagship-sales-leadership-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blog_post_banner.png</image:loc><image:caption>blog_post_banner</image:caption><image:title>blog_post_banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/robin.png</image:loc><image:caption>robin</image:caption><image:title>robin</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-gradient-newsletter-cta-background.png</image:loc><image:caption>blue-gradient-newsletter-cta-background</image:caption><image:title>blue-gradient-newsletter-cta-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><lastmod>2026-11-06</lastmod></url><url><loc>https://meddicc.com/use-case/low-rep-productivity</loc><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-pattern-pricing-background.png</image:loc><image:caption>blue-pattern-pricing-background</image:caption><image:title>blue-pattern-pricing-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/digitaled-logo.png</image:loc><image:caption>digitaled-logo</image:caption><image:title>digitaled-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/cloudflare-logo.png</image:loc><image:caption>cloudflare-logo</image:caption><image:title>cloudflare-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/background%20(6)%20(1).png</image:loc><image:caption>background (6) (1)</image:caption><image:title>background (6) (1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/level-up-icon.svg</image:loc><image:caption>level-up-icon</image:caption><image:title>level-up-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/background.png</image:loc><image:caption>background</image:caption><image:title>background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/use_cases_time_to_attainment_revenue_deferred.svg</image:loc><image:caption>use_cases_time_to_attainment_revenue_deferred</image:caption><image:title>use_cases_time_to_attainment_revenue_deferred</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/darktrace-logo.png</image:loc><image:caption>darktrace-logo</image:caption><image:title>darktrace-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/teamtailor-logo-2.png</image:loc><image:caption>teamtailor-logo-2</image:caption><image:title>teamtailor-logo-2</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/use_cases_time_to_attainment_turnover.svg</image:loc><image:caption>use_cases_time_to_attainment_turnover</image:caption><image:title>use_cases_time_to_attainment_turnover</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/factorial-logo.svg</image:loc><image:caption>factorial-logo</image:caption><image:title>factorial-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/aws-logo.png</image:loc><image:caption>aws-logo</image:caption><image:title>aws-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/datatonic-logo.svg</image:loc><image:caption>datatonic-logo</image:caption><image:title>datatonic-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/cognism-logo.png</image:loc><image:caption>cognism-logo</image:caption><image:title>cognism-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/zapier-logo.svg</image:loc><image:caption>zapier-logo</image:caption><image:title>zapier-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/quote-icon.png</image:loc><image:caption>quote-icon</image:caption><image:title>quote-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/up_next_scaling_upmarket.webp</image:loc><image:caption>up_next_scaling_upmarket</image:caption><image:title>up_next_scaling_upmarket</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/Programs-1.webp</image:loc><image:caption>Programs-1</image:caption><image:title>Programs-1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/kristen-ardon-testimonial.png</image:loc><image:caption>kristen-ardon-testimonial</image:caption><image:title>kristen-ardon-testimonial</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/crowdstrike-logo.svg</image:loc><image:caption>crowdstrike-logo</image:caption><image:title>crowdstrike-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/oyster-logo.png</image:loc><image:caption>oyster-logo</image:caption><image:title>oyster-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/use_cases_time_to_attainment_credibility_takes_hit.svg</image:loc><image:caption>use_cases_time_to_attainment_credibility_takes_hit</image:caption><image:title>use_cases_time_to_attainment_credibility_takes_hit</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/net-health-logo.png</image:loc><image:caption>net-health-logo</image:caption><image:title>net-health-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/Membership%20(1).webp</image:loc><image:caption>Membership (1)</image:caption><image:title>Membership (1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/execute-icon.svg</image:loc><image:caption>execute-icon</image:caption><image:title>execute-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/Products%20(1).webp</image:loc><image:caption>Products (1)</image:caption><image:title>Products (1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/microlise-logo.svg</image:loc><image:caption>microlise-logo</image:caption><image:title>microlise-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/learn-icon.svg</image:loc><image:caption>learn-icon</image:caption><image:title>learn-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/Raise%20sales%20rep%20productivity%20(2).webp</image:loc><image:caption>Raise sales rep productivity (2)</image:caption><image:title>Raise sales rep productivity (2)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/teamviewer-logo.svg</image:loc><image:caption>teamviewer-logo</image:caption><image:title>teamviewer-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/cision-logo.png</image:loc><image:caption>cision-logo</image:caption><image:title>cision-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/meddicc-media/medmen-s3-ep6-is-meddic-a-methodology</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/andy-whyte-headshot.png</image:loc><image:caption>andy-whyte-headshot</image:caption><image:title>andy-whyte-headshot</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-post-banner.webp</image:loc><image:caption>podcast-post-banner</image:caption><image:title>podcast-post-banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-form.webp</image:loc><image:caption>podcast-sidebar-form</image:caption><image:title>podcast-sidebar-form</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/vectors/MD_Avatar.svg</image:loc><image:caption>MD_Avatar</image:caption><image:title>MD_Avatar</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:caption><image:title>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:caption><image:title>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-about.webp</image:loc><image:caption>podcast-sidebar-about</image:caption><image:title>podcast-sidebar-about</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-what-if-your-champion-is-your-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:caption><image:title>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/pim.png</image:loc><image:caption>pim</image:caption><image:title>pim</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/medmen-s3-ep6-is-meddic-a-methodology-thumbnail.png</image:loc><image:caption>medmen-s3-ep6-is-meddic-a-methodology-thumbnail</image:caption><image:title>medmen-s3-ep6-is-meddic-a-methodology-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-related-bg.webp</image:loc><image:caption>podcast-related-bg</image:caption><image:title>podcast-related-bg</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/resources/medmen-why-you-should-use-meddic-to-measure</loc><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-feature-image.png</image:loc><image:caption>ai-sales-qualification-tools-feature-image</image:caption><image:title>ai-sales-qualification-tools-feature-image</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/spin-selling-vs-meddpicc-meddicc-thumbnail.png</image:loc><image:caption>spin-selling-vs-meddpicc-meddicc-thumbnail</image:caption><image:title>spin-selling-vs-meddpicc-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/robin.png</image:loc><image:caption>robin</image:caption><image:title>robin</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-thumbnail.png</image:loc><image:caption>ai-sales-qualification-tools-thumbnail</image:caption><image:title>ai-sales-qualification-tools-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-gradient-newsletter-cta-background.png</image:loc><image:caption>blue-gradient-newsletter-cta-background</image:caption><image:title>blue-gradient-newsletter-cta-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blog_post_banner.png</image:loc><image:caption>blog_post_banner</image:caption><image:title>blog_post_banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-launches-t5-its-flagship-sales-leadership-thumbnail.jpg</image:loc><image:caption>MEDDICC launches T5, its flagship sales-leadership program</image:caption><image:title>meddicc-launches-t5-its-flagship-sales-leadership-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/medmen-why-you-should-use-meddic-to-measure-thumbnail.png</image:loc><image:caption>medmen-why-you-should-use-meddic-to-measure-thumbnail</image:caption><image:title>medmen-why-you-should-use-meddic-to-measure-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><lastmod>2026-11-06</lastmod></url><url><loc>https://meddicc.com/products/sko</loc><video:video><video:thumbnail_loc>https://meddicc.com/hubfs/mm_KeyGOAT_16x9_final_ak.mp4/medium.jpg</video:thumbnail_loc><video:title>mm_KeyGOAT_16x9_final_ak</video:title><video:description>mm_KeyGOAT_16x9_final_ak</video:description><video:content_loc>https://meddicc.com/hubfs/mm_KeyGOAT_16x9_final_ak.mp4</video:content_loc><video:duration>563</video:duration><video:requires_subscription>no</video:requires_subscription><video:live>no</video:live></video:video><video:video><video:thumbnail_loc>https://meddicc.com/hubfs/SKO_Trailer_2025.mp4/medium.jpg</video:thumbnail_loc><video:title>Supercharge your SKO with MEDDICC</video:title><video:description>SKO_Trailer_2025</video:description><video:content_loc>https://meddicc.com/hubfs/SKO_Trailer_2025.mp4</video:content_loc><video:duration>22</video:duration><video:requires_subscription>no</video:requires_subscription><video:live>no</video:live></video:video><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-faq-question-icon-2.png</image:loc><image:caption>meddicc-faq-question-icon-2</image:caption><image:title>meddicc-faq-question-icon-2</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/deanna-kane-headshot.jpeg</image:loc><image:caption>deanna-kane-headshot</image:caption><image:title>deanna-kane-headshot</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sko-webpage-traditional-training-fades.svg</image:loc><image:caption>sko-webpage-traditional-training-fades</image:caption><image:title>sko-webpage-traditional-training-fades</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-faq-question-icon-4.png</image:loc><image:caption>meddicc-faq-question-icon-4</image:caption><image:title>meddicc-faq-question-icon-4</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-gradient-section-background.png</image:loc><image:caption>blue-gradient-section-background</image:caption><image:title>blue-gradient-section-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sko-webpage-attention-is-premium.svg</image:loc><image:caption>sko-webpage-attention-is-premium</image:caption><image:title>sko-webpage-attention-is-premium</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/medmen-your-sko-sucks-heres-how-to-make-it-great-thumbnail.jpg</image:loc><image:caption>medmen-your-sko-sucks-heres-how-to-make-it-great-thumbnail</image:caption><image:title>medmen-your-sko-sucks-heres-how-to-make-it-great-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/awj-crowdstrike-keygoat-sko-thumbnail.jpg</image:loc><image:caption>awj-crowdstrike-keygoat-sko-thumbnail</image:caption><image:title>awj-crowdstrike-keygoat-sko-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/richard-w-headshot.jpeg</image:loc><image:caption>richard-w-headshot</image:caption><image:title>richard-w-headshot</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/Hero%20banner%20background%20(1).webp</image:loc><image:caption>Hero banner background (1)</image:caption><image:title>Hero banner background (1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/michael-sentonas-headshot.jpeg</image:loc><image:caption>michael-sentonas-headshot</image:caption><image:title>michael-sentonas-headshot</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-faq-question-icon-1.png</image:loc><image:caption>meddicc-faq-question-icon-1</image:caption><image:title>meddicc-faq-question-icon-1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/navy-gradient-banner-background.png</image:loc><image:caption>navy-gradient-banner-background</image:caption><image:title>navy-gradient-banner-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sko-webpage-skos-are-expensive.svg</image:loc><image:caption>sko-webpage-skos-are-expensive</image:caption><image:title>sko-webpage-skos-are-expensive</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-faq-question-icon-5.png</image:loc><image:caption>meddicc-faq-question-icon-5</image:caption><image:title>meddicc-faq-question-icon-5</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/navy-gradient-background.png</image:loc><image:caption>navy-gradient-background</image:caption><image:title>navy-gradient-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/mandira.jpeg</image:loc><image:caption>mandira</image:caption><image:title>mandira</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/medmen-ep22-thumbnail.jpg</image:loc><image:caption>medmen-ep22-thumbnail</image:caption><image:title>medmen-ep22-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-faq-question-icon-3.png</image:loc><image:caption>meddicc-faq-question-icon-3</image:caption><image:title>meddicc-faq-question-icon-3</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sko-that-sticks-guide.png</image:loc><image:caption>sko-that-sticks-guide</image:caption><image:title>sko-that-sticks-guide</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddpicc-your-co-pilot-sko-video-thumbnail.png</image:loc><image:caption>meddpicc-your-co-pilot-sko-video-thumbnail</image:caption><image:title>meddpicc-your-co-pilot-sko-video-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/light-blue-card-background.png</image:loc><image:caption>light-blue-card-background</image:caption><image:title>light-blue-card-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/susan-kinser-headshot.jpeg</image:loc><image:caption>susan-kinser-headshot</image:caption><image:title>susan-kinser-headshot</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/meddicc-media/elite-dealers-s1-ep9-nicole-senna</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-form.webp</image:loc><image:caption>podcast-sidebar-form</image:caption><image:title>podcast-sidebar-form</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/pim.png</image:loc><image:caption>pim</image:caption><image:title>pim</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NICOLE%20SENNA.svg</image:loc><image:caption>NICOLE SENNA</image:caption><image:title>NICOLE SENNA</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-related-bg.webp</image:loc><image:caption>podcast-related-bg</image:caption><image:title>podcast-related-bg</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-post-banner.webp</image:loc><image:caption>podcast-post-banner</image:caption><image:title>podcast-post-banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/vectors/MD_Avatar.svg</image:loc><image:caption>MD_Avatar</image:caption><image:title>MD_Avatar</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:caption><image:title>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-what-if-your-champion-is-your-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:caption><image:title>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:caption><image:title>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-about.webp</image:loc><image:caption>podcast-sidebar-about</image:caption><image:title>podcast-sidebar-about</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/elite-dealers-s1-ep9-nicole-senna-thumbnail.png</image:loc><image:caption>elite-dealers-s1-ep9-nicole-senna-thumbnail</image:caption><image:title>elite-dealers-s1-ep9-nicole-senna-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/resources/meddicc-not-all-meddic-is-equal</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/robin.png</image:loc><image:caption>robin</image:caption><image:title>robin</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-feature-image.png</image:loc><image:caption>ai-sales-qualification-tools-feature-image</image:caption><image:title>ai-sales-qualification-tools-feature-image</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/spin-selling-vs-meddpicc-meddicc-thumbnail.png</image:loc><image:caption>spin-selling-vs-meddpicc-meddicc-thumbnail</image:caption><image:title>spin-selling-vs-meddpicc-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blog_post_banner.png</image:loc><image:caption>blog_post_banner</image:caption><image:title>blog_post_banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-thumbnail.png</image:loc><image:caption>ai-sales-qualification-tools-thumbnail</image:caption><image:title>ai-sales-qualification-tools-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-not-all-meddic-is-equal-thumbnail.png</image:loc><image:caption>meddicc-not-all-meddic-is-equal-thumbnail</image:caption><image:title>meddicc-not-all-meddic-is-equal-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-launches-t5-its-flagship-sales-leadership-thumbnail.jpg</image:loc><image:caption>MEDDICC launches T5, its flagship sales-leadership program</image:caption><image:title>meddicc-launches-t5-its-flagship-sales-leadership-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-gradient-newsletter-cta-background.png</image:loc><image:caption>blue-gradient-newsletter-cta-background</image:caption><image:title>blue-gradient-newsletter-cta-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><lastmod>2026-11-06</lastmod></url><url><loc>https://meddicc.com/resources/why-we-love-storytelling-in-sales</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/why-we-love-storytelling-in-sales-thumbnail.png</image:loc><image:caption>why-we-love-storytelling-in-sales-thumbnail</image:caption><image:title>why-we-love-storytelling-in-sales-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-feature-image.png</image:loc><image:caption>ai-sales-qualification-tools-feature-image</image:caption><image:title>ai-sales-qualification-tools-feature-image</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/spin-selling-vs-meddpicc-meddicc-thumbnail.png</image:loc><image:caption>spin-selling-vs-meddpicc-meddicc-thumbnail</image:caption><image:title>spin-selling-vs-meddpicc-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-launches-t5-its-flagship-sales-leadership-thumbnail.jpg</image:loc><image:caption>MEDDICC launches T5, its flagship sales-leadership program</image:caption><image:title>meddicc-launches-t5-its-flagship-sales-leadership-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-gradient-newsletter-cta-background.png</image:loc><image:caption>blue-gradient-newsletter-cta-background</image:caption><image:title>blue-gradient-newsletter-cta-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/vectors/MD_Avatar.svg</image:loc><image:caption>MD_Avatar</image:caption><image:title>MD_Avatar</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blog_post_banner.png</image:loc><image:caption>blog_post_banner</image:caption><image:title>blog_post_banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-thumbnail.png</image:loc><image:caption>ai-sales-qualification-tools-thumbnail</image:caption><image:title>ai-sales-qualification-tools-thumbnail</image:title></image:image><lastmod>2026-11-06</lastmod></url><url><loc>https://meddicc.com/meddicc-media/andy-whyte-journal-entry-1</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/LOGOS/Logo_Elite%20Dealers.png</image:loc><image:caption>Logo_Elite Dealers</image:caption><image:title>Logo_Elite Dealers</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/LOGOS/Logo_MEDMEN.png</image:loc><image:caption>Logo_MEDMEN</image:caption><image:title>Logo_MEDMEN</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:caption><image:title>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/mm_prtnr_-sttp_logo_horizontal_primary_1080%20%C3%97%20234_sb_final.png</image:loc><image:caption>mm_prtnr_-sttp_logo_horizontal_primary_1080 × 234_sb_final</image:caption><image:title>mm_prtnr_-sttp_logo_horizontal_primary_1080 × 234_sb_final</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/LOGOS/Logo_Masters%20of%20MEDDICC.png</image:loc><image:caption>Logo_Masters of MEDDICC</image:caption><image:title>Logo_Masters of MEDDICC</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/AskAW.png</image:loc><image:caption>AskAW</image:caption><image:title>AskAW</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/AWJ.png</image:loc><image:caption>AWJ</image:caption><image:title>AWJ</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/maxresdefault.jpg</image:loc><image:caption>maxresdefault</image:caption><image:title>maxresdefault</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/LOGOS/Logo_Marketing%20Unlocked.png</image:loc><image:caption>Logo_Marketing Unlocked</image:caption><image:title>Logo_Marketing Unlocked</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:caption><image:title>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/The%20Journey.png</image:loc><image:caption>The Journey</image:caption><image:title>The Journey</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-what-if-your-champion-is-your-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:caption><image:title>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/TMES-Main-Logo.png</image:loc><image:caption>TMES-Main-Logo</image:caption><image:title>TMES-Main-Logo</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/about-us</loc><video:video><video:thumbnail_loc>https://meddicc.com/hubfs/VP_Trailer_16x9_1min30%20seconds_FINDOUTMORE-2.mp4/medium.jpg</video:thumbnail_loc><video:title>VP_Trailer_16x9_1min30 seconds_FINDOUTMORE-2</video:title><video:description>VP_Trailer_16x9_1min30 seconds_FINDOUTMORE-2</video:description><video:content_loc>https://meddicc.com/hubfs/VP_Trailer_16x9_1min30%20seconds_FINDOUTMORE-2.mp4</video:content_loc><video:duration>90</video:duration><video:requires_subscription>no</video:requires_subscription><video:live>no</video:live></video:video><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/andy-whyte-headshot.png</image:loc><image:caption>andy-whyte-headshot</image:caption><image:title>andy-whyte-headshot</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/football-icon.svg</image:loc><image:caption>football-icon</image:caption><image:title>football-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/laura_ice_skate.png</image:loc><image:caption>laura_ice_skate</image:caption><image:title>laura_ice_skate</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/julie_paper_contract_icon.png</image:loc><image:caption>julie_paper_contract_icon</image:caption><image:title>julie_paper_contract_icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/philippines-1-(1).png</image:loc><image:caption>philippines-1-(1)</image:caption><image:title>philippines-1-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/lee_computer_cursor_mouse.png</image:loc><image:caption>lee_computer_cursor_mouse</image:caption><image:title>lee_computer_cursor_mouse</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/tv-microphone-icon.svg</image:loc><image:caption>tv-microphone-icon</image:caption><image:title>tv-microphone-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/about_us_timeline_2022.svg</image:loc><image:caption>about_us_timeline_2022</image:caption><image:title>about_us_timeline_2022</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-team-group-photo-colourful-t-shirts.png</image:loc><image:caption>meddicc-team-group-photo-colourful-t-shirts</image:caption><image:title>meddicc-team-group-photo-colourful-t-shirts</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/andy_cog_bulb_icon.png</image:loc><image:caption>andy_cog_bulb_icon</image:caption><image:title>andy_cog_bulb_icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/gina_play_button.png</image:loc><image:caption>gina_play_button</image:caption><image:title>gina_play_button</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/about_us_timeline_2024.svg</image:loc><image:caption>about_us_timeline_2024</image:caption><image:title>about_us_timeline_2024</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/quote-icon.png</image:loc><image:caption>quote-icon</image:caption><image:title>quote-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/philippines-1-(3).png</image:loc><image:caption>philippines-1-(3)</image:caption><image:title>philippines-1-(3)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/jessie_marketing_icon.png</image:loc><image:caption>jessie_marketing_icon</image:caption><image:title>jessie_marketing_icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/lee_target.png</image:loc><image:caption>lee_target</image:caption><image:title>lee_target</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/laura_code.png</image:loc><image:caption>laura_code</image:caption><image:title>laura_code</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/pim-roelofsen-headshot.png</image:loc><image:caption>pim-roelofsen-headshot</image:caption><image:title>pim-roelofsen-headshot</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/jessie_pipeline_icon.png</image:loc><image:caption>jessie_pipeline_icon</image:caption><image:title>jessie_pipeline_icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Prudent%20not%20Parsimonious.png</image:loc><image:caption>Prudent not Parsimonious</image:caption><image:title>Prudent not Parsimonious</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Best%20Practice.png</image:loc><image:caption>Best Practice</image:caption><image:title>Best Practice</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/jessie_caampaign_icon.png</image:loc><image:caption>jessie_caampaign_icon</image:caption><image:title>jessie_caampaign_icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/jessie_solicitor_legal_icon.png</image:loc><image:caption>jessie_solicitor_legal_icon</image:caption><image:title>jessie_solicitor_legal_icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/pim_cash_icon.png</image:loc><image:caption>pim_cash_icon</image:caption><image:title>pim_cash_icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/gina_archaeology.png</image:loc><image:caption>gina_archaeology</image:caption><image:title>gina_archaeology</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/andy_champion_arm.png</image:loc><image:caption>andy_champion_arm</image:caption><image:title>andy_champion_arm</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Humor.png</image:loc><image:caption>Humor</image:caption><image:title>Humor</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/andy_dj_deck.png</image:loc><image:caption>andy_dj_deck</image:caption><image:title>andy_dj_deck</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/about_us_timeline_2021.svg</image:loc><image:caption>about_us_timeline_2021</image:caption><image:title>about_us_timeline_2021</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Team%20Photos/andy.png</image:loc><image:caption>andy</image:caption><image:title>andy</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/laura-flores-headshot.png</image:loc><image:caption>laura-flores-headshot</image:caption><image:title>laura-flores-headshot</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/laura_computer.png</image:loc><image:caption>laura_computer</image:caption><image:title>laura_computer</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/pim.png</image:loc><image:caption>pim</image:caption><image:title>pim</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/pim_growth_graph_metric.png</image:loc><image:caption>pim_growth_graph_metric</image:caption><image:title>pim_growth_graph_metric</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/gina_mic.png</image:loc><image:caption>gina_mic</image:caption><image:title>gina_mic</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/lee_deal_paper.png</image:loc><image:caption>lee_deal_paper</image:caption><image:title>lee_deal_paper</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/gina-randle-headshot.png</image:loc><image:caption>gina-randle-headshot</image:caption><image:title>gina-randle-headshot</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/gina_speech_bubble.png</image:loc><image:caption>gina_speech_bubble</image:caption><image:title>gina_speech_bubble</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Treat%20Others.png</image:loc><image:caption>Treat Others</image:caption><image:title>Treat Others</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/andy_war_helmet.png</image:loc><image:caption>andy_war_helmet</image:caption><image:title>andy_war_helmet</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/Group%20(7).svg</image:loc><image:caption>Group (7)</image:caption><image:title>Group (7)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/julie_decision_icon.png</image:loc><image:caption>julie_decision_icon</image:caption><image:title>julie_decision_icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/julie_legal_icon.png</image:loc><image:caption>julie_legal_icon</image:caption><image:title>julie_legal_icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/jason_2.png</image:loc><image:caption>jason_2</image:caption><image:title>jason_2</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/PH_Headshots_MO10_FO.png</image:loc><image:caption>PH_Headshots_MO10_FO</image:caption><image:title>PH_Headshots_MO10_FO</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Disarming%20Honesty.png</image:loc><image:caption>Disarming Honesty</image:caption><image:title>Disarming Honesty</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/new-chevron-background-blue-landscape-4.png</image:loc><image:caption>new-chevron-background-blue-landscape-4</image:caption><image:title>new-chevron-background-blue-landscape-4</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/pim_car_icon.png</image:loc><image:caption>pim_car_icon</image:caption><image:title>pim_car_icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/about_us_timeline_2025.svg</image:loc><image:caption>about_us_timeline_2025</image:caption><image:title>about_us_timeline_2025</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/about_us_timeline_2020.svg</image:loc><image:caption>about_us_timeline_2020</image:caption><image:title>about_us_timeline_2020</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/pim_target.png</image:loc><image:caption>pim_target</image:caption><image:title>pim_target</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/lee_cash_icon.png</image:loc><image:caption>lee_cash_icon</image:caption><image:title>lee_cash_icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/laura_cursor.png</image:loc><image:caption>laura_cursor</image:caption><image:title>laura_cursor</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-team-playful-poses-photo.png</image:loc><image:caption>meddicc-team-playful-poses-photo</image:caption><image:title>meddicc-team-playful-poses-photo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/united-kingdom-1.png</image:loc><image:caption>united-kingdom-1</image:caption><image:title>united-kingdom-1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-team-group-photo.png</image:loc><image:caption>meddicc-team-group-photo</image:caption><image:title>meddicc-team-group-photo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/lee-gregory-headshot.png</image:loc><image:caption>lee-gregory-headshot</image:caption><image:title>lee-gregory-headshot</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Be%20You.png</image:loc><image:caption>Be You</image:caption><image:title>Be You</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/julie_surgeon_doctor_icon.png</image:loc><image:caption>julie_surgeon_doctor_icon</image:caption><image:title>julie_surgeon_doctor_icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/jessica-walker-headshot.png</image:loc><image:caption>jessica-walker-headshot</image:caption><image:title>jessica-walker-headshot</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-careers-best-career-starts-here.jpg</image:loc><image:caption>meddicc-careers-best-career-starts-here</image:caption><image:title>meddicc-careers-best-career-starts-here</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/philippines-1.png</image:loc><image:caption>philippines-1</image:caption><image:title>philippines-1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-gradient-hero-background.png</image:loc><image:caption>blue-gradient-hero-background</image:caption><image:title>blue-gradient-hero-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/philippines-1-(2).png</image:loc><image:caption>philippines-1-(2)</image:caption><image:title>philippines-1-(2)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/julie-jin-headshot.png</image:loc><image:caption>julie-jin-headshot</image:caption><image:title>julie-jin-headshot</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/meddicc-media/elite-dealers-s1-ep7-will-collinge</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:caption><image:title>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-about.webp</image:loc><image:caption>podcast-sidebar-about</image:caption><image:title>podcast-sidebar-about</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/vectors/MD_Avatar.svg</image:loc><image:caption>MD_Avatar</image:caption><image:title>MD_Avatar</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/WILL%20CO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COLLINGE</image:caption><image:title>WILL COLLINGE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-form.webp</image:loc><image:caption>podcast-sidebar-form</image:caption><image:title>podcast-sidebar-form</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-post-banner.webp</image:loc><image:caption>podcast-post-banner</image:caption><image:title>podcast-post-banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/pim.png</image:loc><image:caption>pim</image:caption><image:title>pim</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-what-if-your-champion-is-your-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:caption><image:title>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/elite-dealers-s1-ep7-will-collinge-thumbnail.png</image:loc><image:caption>elite-dealers-s1-ep7-will-collinge-thumbnail</image:caption><image:title>elite-dealers-s1-ep7-will-collinge-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:caption><image:title>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-related-bg.webp</image:loc><image:caption>podcast-related-bg</image:caption><image:title>podcast-related-bg</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/resources/medmen-uncover-more-metrics</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-thumbnail.png</image:loc><image:caption>ai-sales-qualification-tools-thumbnail</image:caption><image:title>ai-sales-qualification-tools-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-launches-t5-its-flagship-sales-leadership-thumbnail.jpg</image:loc><image:caption>MEDDICC launches T5, its flagship sales-leadership program</image:caption><image:title>meddicc-launches-t5-its-flagship-sales-leadership-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/medmen-uncover-more-metrics-thumbnail.png</image:loc><image:caption>medmen-uncover-more-metrics-thumbnail</image:caption><image:title>medmen-uncover-more-metrics-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/robin.png</image:loc><image:caption>robin</image:caption><image:title>robin</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/spin-selling-vs-meddpicc-meddicc-thumbnail.png</image:loc><image:caption>spin-selling-vs-meddpicc-meddicc-thumbnail</image:caption><image:title>spin-selling-vs-meddpicc-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-feature-image.png</image:loc><image:caption>ai-sales-qualification-tools-feature-image</image:caption><image:title>ai-sales-qualification-tools-feature-image</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-gradient-newsletter-cta-background.png</image:loc><image:caption>blue-gradient-newsletter-cta-background</image:caption><image:title>blue-gradient-newsletter-cta-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blog_post_banner.png</image:loc><image:caption>blog_post_banner</image:caption><image:title>blog_post_banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><lastmod>2026-11-06</lastmod></url><url><loc>https://meddicc.com/knowledge/winni-recorder-call-recording-meddpicc-extraction</loc><lastmod>2026-02-23</lastmod></url><url><loc>https://meddicc.com/knowledge/buying-additional-licenses-in-mos</loc><lastmod>2026-10-31</lastmod></url><url><loc>https://meddicc.com/meddicc-media/masters-of-meddicc-s1-ep8-lucy-williams-jones</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/lucy-williams-jones.jpg</image:loc><image:caption>lucy-williams-jones</image:caption><image:title>lucy-williams-jones</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:caption><image:title>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-form.webp</image:loc><image:caption>podcast-sidebar-form</image:caption><image:title>podcast-sidebar-form</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/vectors/MD_Avatar.svg</image:loc><image:caption>MD_Avatar</image:caption><image:title>MD_Avatar</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-post-banner.webp</image:loc><image:caption>podcast-post-banner</image:caption><image:title>podcast-post-banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/andy-whyte-headshot.png</image:loc><image:caption>andy-whyte-headshot</image:caption><image:title>andy-whyte-headshot</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-related-bg.webp</image:loc><image:caption>podcast-related-bg</image:caption><image:title>podcast-related-bg</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:caption><image:title>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-what-if-your-champion-is-your-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:caption><image:title>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/masters-of-meddicc-s1-ep8-lucy-williams-jones-thumbnail.jpg</image:loc><image:caption>masters-of-meddicc-s1-ep8-lucy-williams-jones-thumbnail</image:caption><image:title>masters-of-meddicc-s1-ep8-lucy-williams-jones-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-about.webp</image:loc><image:caption>podcast-sidebar-about</image:caption><image:title>podcast-sidebar-about</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/knowledge/what-is-the-meddicc-mos</loc><lastmod>2026-11-06</lastmod></url><url><loc>https://meddicc.com/meddicc-media/is-meddic-a-process</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-post-banner.webp</image:loc><image:caption>podcast-post-banner</image:caption><image:title>podcast-post-banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-what-if-your-champion-is-your-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:caption><image:title>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/andy-whyte-headshot.png</image:loc><image:caption>andy-whyte-headshot</image:caption><image:title>andy-whyte-headshot</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-related-bg.webp</image:loc><image:caption>podcast-related-bg</image:caption><image:title>podcast-related-bg</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:caption><image:title>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/pim.png</image:loc><image:caption>pim</image:caption><image:title>pim</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-form.webp</image:loc><image:caption>podcast-sidebar-form</image:caption><image:title>podcast-sidebar-form</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:caption><image:title>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/vectors/MD_Avatar.svg</image:loc><image:caption>MD_Avatar</image:caption><image:title>MD_Avatar</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/is-meddic-a-process-thumbnail.png</image:loc><image:caption>is-meddic-a-process-thumbnail</image:caption><image:title>is-meddic-a-process-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-about.webp</image:loc><image:caption>podcast-sidebar-about</image:caption><image:title>podcast-sidebar-about</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/data-processing-agreement</loc><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White.jpg</image:loc><image:caption>27001_MONO_White</image:caption><image:title>27001_MONO_White</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-courses-leadership-and-enablement-icon.png</image:loc><image:caption>meddicc-courses-leadership-and-enablement-icon</image:caption><image:title>meddicc-courses-leadership-and-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-courses-meddicc-value-icon.png</image:loc><image:caption>meddicc-courses-meddicc-value-icon</image:caption><image:title>meddicc-courses-meddicc-value-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-courses-value-pyramid-icon.png</image:loc><image:caption>meddicc-courses-value-pyramid-icon</image:caption><image:title>meddicc-courses-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><lastmod>2026-01-28</lastmod></url><url><loc>https://meddicc.com/meddicc-media/masters-of-meddicc-s1-ep4-richard-dunkel</loc><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/vectors/MD_Avatar.svg</image:loc><image:caption>MD_Avatar</image:caption><image:title>MD_Avatar</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-what-if-your-champion-is-your-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:caption><image:title>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-form.webp</image:loc><image:caption>podcast-sidebar-form</image:caption><image:title>podcast-sidebar-form</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Dick_NoBackground.png</image:loc><image:caption>Dick_NoBackground</image:caption><image:title>Dick_NoBackground</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:caption><image:title>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-about.webp</image:loc><image:caption>podcast-sidebar-about</image:caption><image:title>podcast-sidebar-about</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:caption><image:title>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/masters-of-meddicc-s1-ep4-richard-dunkel-thumbnail.jpg</image:loc><image:caption>masters-of-meddicc-s1-ep4-richard-dunkel-thumbnail</image:caption><image:title>masters-of-meddicc-s1-ep4-richard-dunkel-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/andy-whyte-headshot.png</image:loc><image:caption>andy-whyte-headshot</image:caption><image:title>andy-whyte-headshot</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-related-bg.webp</image:loc><image:caption>podcast-related-bg</image:caption><image:title>podcast-related-bg</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-post-banner.webp</image:loc><image:caption>podcast-post-banner</image:caption><image:title>podcast-post-banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/terms-conditions-5th-august-2024</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-courses-value-pyramid-icon.png</image:loc><image:caption>meddicc-courses-value-pyramid-icon</image:caption><image:title>meddicc-courses-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-courses-meddicc-value-icon.png</image:loc><image:caption>meddicc-courses-meddicc-value-icon</image:caption><image:title>meddicc-courses-meddicc-value-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White.jpg</image:loc><image:caption>27001_MONO_White</image:caption><image:title>27001_MONO_White</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-courses-leadership-and-enablement-icon.png</image:loc><image:caption>meddicc-courses-leadership-and-enablement-icon</image:caption><image:title>meddicc-courses-leadership-and-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><lastmod>2026-08-12</lastmod></url><url><loc>https://meddicc.com/meddicc-media/ask-andy-whyte-why-we-lost-on-price-is-rarely-true</loc><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:caption><image:title>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-related-bg.webp</image:loc><image:caption>podcast-related-bg</image:caption><image:title>podcast-related-bg</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-about.webp</image:loc><image:caption>podcast-sidebar-about</image:caption><image:title>podcast-sidebar-about</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/vectors/MD_Avatar.svg</image:loc><image:caption>MD_Avatar</image:caption><image:title>MD_Avatar</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-what-if-your-champion-is-your-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:caption><image:title>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-post-banner.webp</image:loc><image:caption>podcast-post-banner</image:caption><image:title>podcast-post-banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/andy-whyte-headshot.png</image:loc><image:caption>andy-whyte-headshot</image:caption><image:title>andy-whyte-headshot</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-form.webp</image:loc><image:caption>podcast-sidebar-form</image:caption><image:title>podcast-sidebar-form</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:caption><image:title>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/knowledge/faqs-general-account-queries</loc><lastmod>2026-02-23</lastmod></url><url><loc>https://meddicc.com/meddicc-media/month-end-show-s1-ep6-december</loc><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/mm_prtnr_-sttp_logo_horizontal_primary_1080%20%C3%97%20234_sb_final.png</image:loc><image:caption>mm_prtnr_-sttp_logo_horizontal_primary_1080 × 234_sb_final</image:caption><image:title>mm_prtnr_-sttp_logo_horizontal_primary_1080 × 234_sb_final</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/TMES-Main-Logo.png</image:loc><image:caption>TMES-Main-Logo</image:caption><image:title>TMES-Main-Logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/imresizer-1710413933710.jpg</image:loc><image:caption>imresizer-1710413933710</image:caption><image:title>imresizer-1710413933710</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:caption><image:title>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-what-if-your-champion-is-your-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:caption><image:title>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/LOGOS/Logo_Marketing%20Unlocked.png</image:loc><image:caption>Logo_Marketing Unlocked</image:caption><image:title>Logo_Marketing Unlocked</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:caption><image:title>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/The%20Journey.png</image:loc><image:caption>The Journey</image:caption><image:title>The Journey</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/AWJ.png</image:loc><image:caption>AWJ</image:caption><image:title>AWJ</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/LOGOS/Logo_MEDMEN.png</image:loc><image:caption>Logo_MEDMEN</image:caption><image:title>Logo_MEDMEN</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/LOGOS/Logo_Elite%20Dealers.png</image:loc><image:caption>Logo_Elite Dealers</image:caption><image:title>Logo_Elite Dealers</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/LOGOS/Logo_Masters%20of%20MEDDICC.png</image:loc><image:caption>Logo_Masters of MEDDICC</image:caption><image:title>Logo_Masters of MEDDICC</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/AskAW.png</image:loc><image:caption>AskAW</image:caption><image:title>AskAW</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><lastmod>2026-06-11</lastmod></url><url><loc>https://meddicc.com/resources/alexa-email-cadence-meddicc</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blog_post_banner.png</image:loc><image:caption>blog_post_banner</image:caption><image:title>blog_post_banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-launches-t5-its-flagship-sales-leadership-thumbnail.jpg</image:loc><image:caption>MEDDICC launches T5, its flagship sales-leadership program</image:caption><image:title>meddicc-launches-t5-its-flagship-sales-leadership-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-thumbnail.png</image:loc><image:caption>ai-sales-qualification-tools-thumbnail</image:caption><image:title>ai-sales-qualification-tools-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/neon-sign-nobody-regrets.png</image:loc><image:caption>neon-sign-nobody-regrets</image:caption><image:title>neon-sign-nobody-regrets</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-feature-image.png</image:loc><image:caption>ai-sales-qualification-tools-feature-image</image:caption><image:title>ai-sales-qualification-tools-feature-image</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-gradient-newsletter-cta-background.png</image:loc><image:caption>blue-gradient-newsletter-cta-background</image:caption><image:title>blue-gradient-newsletter-cta-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/vectors/MD_Avatar.svg</image:loc><image:caption>MD_Avatar</image:caption><image:title>MD_Avatar</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/alexa-email-cadence-meddicc-thumbnail.png</image:loc><image:caption>alexa-email-cadence-meddicc-thumbnail</image:caption><image:title>alexa-email-cadence-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/spin-selling-vs-meddpicc-meddicc-thumbnail.png</image:loc><image:caption>spin-selling-vs-meddpicc-meddicc-thumbnail</image:caption><image:title>spin-selling-vs-meddpicc-meddicc-thumbnail</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/meddicc-media/medmen-dont-put-meddic-in-a-box</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/vectors/MD_Avatar.svg</image:loc><image:caption>MD_Avatar</image:caption><image:title>MD_Avatar</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/andy-whyte-headshot.png</image:loc><image:caption>andy-whyte-headshot</image:caption><image:title>andy-whyte-headshot</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-about.webp</image:loc><image:caption>podcast-sidebar-about</image:caption><image:title>podcast-sidebar-about</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/pim.png</image:loc><image:caption>pim</image:caption><image:title>pim</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-form.webp</image:loc><image:caption>podcast-sidebar-form</image:caption><image:title>podcast-sidebar-form</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/medmen-dont-put-meddic-in-a-box-thumbnail.png</image:loc><image:caption>medmen-dont-put-meddic-in-a-box-thumbnail</image:caption><image:title>medmen-dont-put-meddic-in-a-box-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-post-banner.webp</image:loc><image:caption>podcast-post-banner</image:caption><image:title>podcast-post-banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-what-if-your-champion-is-your-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:caption><image:title>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:caption><image:title>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:caption><image:title>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-related-bg.webp</image:loc><image:caption>podcast-related-bg</image:caption><image:title>podcast-related-bg</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/resources/no-champion-no-deal</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-feature-image.png</image:loc><image:caption>ai-sales-qualification-tools-feature-image</image:caption><image:title>ai-sales-qualification-tools-feature-image</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/andy.png</image:loc><image:caption>andy</image:caption><image:title>andy</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-gradient-newsletter-cta-background.png</image:loc><image:caption>blue-gradient-newsletter-cta-background</image:caption><image:title>blue-gradient-newsletter-cta-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-thumbnail.png</image:loc><image:caption>ai-sales-qualification-tools-thumbnail</image:caption><image:title>ai-sales-qualification-tools-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-launches-t5-its-flagship-sales-leadership-thumbnail.jpg</image:loc><image:caption>MEDDICC launches T5, its flagship sales-leadership program</image:caption><image:title>meddicc-launches-t5-its-flagship-sales-leadership-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/spin-selling-vs-meddpicc-meddicc-thumbnail.png</image:loc><image:caption>spin-selling-vs-meddpicc-meddicc-thumbnail</image:caption><image:title>spin-selling-vs-meddpicc-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/no-champion-no-deal-thumbnail.png</image:loc><image:caption>no-champion-no-deal-thumbnail</image:caption><image:title>no-champion-no-deal-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blog_post_banner.png</image:loc><image:caption>blog_post_banner</image:caption><image:title>blog_post_banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><lastmod>2026-11-06</lastmod></url><url><loc>https://meddicc.com/resources/overcoming-gender-bias-in-sales</loc><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-thumbnail.png</image:loc><image:caption>ai-sales-qualification-tools-thumbnail</image:caption><image:title>ai-sales-qualification-tools-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-feature-image.png</image:loc><image:caption>ai-sales-qualification-tools-feature-image</image:caption><image:title>ai-sales-qualification-tools-feature-image</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blog_post_banner.png</image:loc><image:caption>blog_post_banner</image:caption><image:title>blog_post_banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-gradient-newsletter-cta-background.png</image:loc><image:caption>blue-gradient-newsletter-cta-background</image:caption><image:title>blue-gradient-newsletter-cta-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-launches-t5-its-flagship-sales-leadership-thumbnail.jpg</image:loc><image:caption>MEDDICC launches T5, its flagship sales-leadership program</image:caption><image:title>meddicc-launches-t5-its-flagship-sales-leadership-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/overcoming-gender-bias-in-sales-thumbnail.png</image:loc><image:caption>overcoming-gender-bias-in-sales-thumbnail</image:caption><image:title>overcoming-gender-bias-in-sales-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/spin-selling-vs-meddpicc-meddicc-thumbnail.png</image:loc><image:caption>spin-selling-vs-meddpicc-meddicc-thumbnail</image:caption><image:title>spin-selling-vs-meddpicc-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/vectors/MD_Avatar.svg</image:loc><image:caption>MD_Avatar</image:caption><image:title>MD_Avatar</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><lastmod>2026-11-06</lastmod></url><url><loc>https://meddicc.com/resources/meddic-moneyball-2-creating-common-language</loc><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/spin-selling-vs-meddpicc-meddicc-thumbnail.png</image:loc><image:caption>spin-selling-vs-meddpicc-meddicc-thumbnail</image:caption><image:title>spin-selling-vs-meddpicc-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-launches-t5-its-flagship-sales-leadership-thumbnail.jpg</image:loc><image:caption>MEDDICC launches T5, its flagship sales-leadership program</image:caption><image:title>meddicc-launches-t5-its-flagship-sales-leadership-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/vectors/MD_Avatar.svg</image:loc><image:caption>MD_Avatar</image:caption><image:title>MD_Avatar</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blog_post_banner.png</image:loc><image:caption>blog_post_banner</image:caption><image:title>blog_post_banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddic-moneyball-2-creating-common-language-thumbnail.png</image:loc><image:caption>meddic-moneyball-2-creating-common-language-thumbnail</image:caption><image:title>meddic-moneyball-2-creating-common-language-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-thumbnail.png</image:loc><image:caption>ai-sales-qualification-tools-thumbnail</image:caption><image:title>ai-sales-qualification-tools-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-gradient-newsletter-cta-background.png</image:loc><image:caption>blue-gradient-newsletter-cta-background</image:caption><image:title>blue-gradient-newsletter-cta-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-feature-image.png</image:loc><image:caption>ai-sales-qualification-tools-feature-image</image:caption><image:title>ai-sales-qualification-tools-feature-image</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><lastmod>2026-11-06</lastmod></url><url><loc>https://meddicc.com/products/playbook</loc><video:video><video:thumbnail_loc>https://meddicc.com/hubfs/mm_playbook_product_trailer_v4_jd-1.mp4/medium.jpg</video:thumbnail_loc><video:title>mm_playbook_product_trailer_v4_jd-1</video:title><video:description>mm_playbook_product_trailer_v4_jd-1</video:description><video:content_loc>https://meddicc.com/hubfs/mm_playbook_product_trailer_v4_jd-1.mp4</video:content_loc><video:duration>41</video:duration><video:requires_subscription>no</video:requires_subscription><video:live>no</video:live></video:video><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/products-playbook-stop-losing-to-tribal-knowledge.svg</image:loc><image:caption>products-playbook-stop-losing-to-tribal-knowledge</image:caption><image:title>products-playbook-stop-losing-to-tribal-knowledge</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/products-deals-all-programs-in-one-plce.svg</image:loc><image:caption>products-deals-all-programs-in-one-plce</image:caption><image:title>products-deals-all-programs-in-one-plce</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/products-product-deals-purpose-built-meddicc-platform.svg</image:loc><image:caption>products-product-deals-purpose-built-meddicc-platform</image:caption><image:title>products-product-deals-purpose-built-meddicc-platform</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/playbook-gif3-tied-to-common-languag.gif</image:loc><image:caption>playbook-gif3-tied-to-common-languag</image:caption><image:title>playbook-gif3-tied-to-common-languag</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-faq-question-icon-3.png</image:loc><image:caption>meddicc-faq-question-icon-3</image:caption><image:title>meddicc-faq-question-icon-3</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/playbook-gif1-plays-mapped-to-every-deal-stage.gif</image:loc><image:caption>playbook-gif1-plays-mapped-to-every-deal-stage</image:caption><image:title>playbook-gif1-plays-mapped-to-every-deal-stage</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-faq-question-icon-1.png</image:loc><image:caption>meddicc-faq-question-icon-1</image:caption><image:title>meddicc-faq-question-icon-1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/Hero%20banner%20background%20(1).webp</image:loc><image:caption>Hero banner background (1)</image:caption><image:title>Hero banner background (1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/cta-banner-2.png</image:loc><image:caption>cta-banner-2</image:caption><image:title>cta-banner-2</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/products-playbook-scale-what-works-across-team.svg</image:loc><image:caption>products-playbook-scale-what-works-across-team</image:caption><image:title>products-playbook-scale-what-works-across-team</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/form_content_banner.webp</image:loc><image:caption>form_content_banner</image:caption><image:title>form_content_banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/playbook-product-trailer-thumbnail.jpg</image:loc><image:caption>playbook-product-trailer-thumbnail</image:caption><image:title>playbook-product-trailer-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/products-playbook-what-how-why.svg</image:loc><image:caption>products-playbook-what-how-why</image:caption><image:title>products-playbook-what-how-why</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-faq-question-icon-2.png</image:loc><image:caption>meddicc-faq-question-icon-2</image:caption><image:title>meddicc-faq-question-icon-2</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/playbook-gif2-in-the-moment-adaptive-enablement.gif</image:loc><image:caption>playbook-gif2-in-the-moment-adaptive-enablement</image:caption><image:title>playbook-gif2-in-the-moment-adaptive-enablement</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/up-next-winni-ai.png</image:loc><image:caption>up-next-winni-ai</image:caption><image:title>up-next-winni-ai</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/knowledge/supported-crm-integrations</loc><lastmod>2026-07-13</lastmod></url><url><loc>https://meddicc.com</loc><video:video><video:thumbnail_loc>https://meddicc.com/hubfs/v7_MEDDICC%20Membership%20Trailer.mp4/medium.jpg</video:thumbnail_loc><video:title>v7_MEDDICC Membership Trailer</video:title><video:description>v7_MEDDICC Membership Trailer</video:description><video:content_loc>https://meddicc.com/hubfs/v7_MEDDICC%20Membership%20Trailer.mp4</video:content_loc><video:duration>57</video:duration><video:requires_subscription>no</video:requires_subscription><video:live>no</video:live></video:video><image:image><image:loc>https://meddicc.com/hubfs/meddic-meddicc-meddpicc.png</image:loc><image:caption>meddic-meddicc-meddpicc</image:caption><image:title>meddic-meddicc-meddpicc</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-faq-question-icon-3.png</image:loc><image:caption>meddicc-faq-question-icon-3</image:caption><image:title>meddicc-faq-question-icon-3</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/execute-icon.svg</image:loc><image:caption>execute-icon</image:caption><image:title>execute-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/learn-icon.svg</image:loc><image:caption>learn-icon</image:caption><image:title>learn-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/light-blue-card-background.png</image:loc><image:caption>light-blue-card-background</image:caption><image:title>light-blue-card-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-workshop-session.png</image:loc><image:caption>meddicc-value-workshop-session</image:caption><image:title>meddicc-value-workshop-session</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/cision-logo.png</image:loc><image:caption>cision-logo</image:caption><image:title>cision-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/teamtailor-logo-2.png</image:loc><image:caption>teamtailor-logo-2</image:caption><image:title>teamtailor-logo-2</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sam-jeremiah-headshot.jpg</image:loc><image:caption>sam-jeremiah-headshot</image:caption><image:title>sam-jeremiah-headshot</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/cloudflare-logo.png</image:loc><image:caption>cloudflare-logo</image:caption><image:title>cloudflare-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-faq-question-icon-6.png</image:loc><image:caption>meddicc-faq-question-icon-6</image:caption><image:title>meddicc-faq-question-icon-6</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/jt-keating-testimonial.png</image:loc><image:caption>jt-keating-testimonial</image:caption><image:title>jt-keating-testimonial</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-pattern-pricing-background.webp</image:loc><image:caption>blue-pattern-pricing-background</image:caption><image:title>blue-pattern-pricing-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/teamviewer-logo.svg</image:loc><image:caption>teamviewer-logo</image:caption><image:title>teamviewer-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-core-colour-logo.svg</image:loc><image:caption>meddicc-core-colour-logo</image:caption><image:title>meddicc-core-colour-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/tara-mcomber-testimonial.png</image:loc><image:caption>tara-mcomber-testimonial</image:caption><image:title>tara-mcomber-testimonial</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/background-3.png</image:loc><image:caption>background-3</image:caption><image:title>background-3</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-faq-question-icon-5.png</image:loc><image:caption>meddicc-faq-question-icon-5</image:caption><image:title>meddicc-faq-question-icon-5</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/homepage-hero-banner-graphic-winni.webp</image:loc><image:caption>homepage-hero-banner-graphic-winni</image:caption><image:title>homepage-hero-banner-graphic-winni</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/zapier-logo.svg</image:loc><image:caption>zapier-logo</image:caption><image:title>zapier-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/microlise-logo.svg</image:loc><image:caption>microlise-logo</image:caption><image:title>microlise-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-faq-question-icon-2.png</image:loc><image:caption>meddicc-faq-question-icon-2</image:caption><image:title>meddicc-faq-question-icon-2</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/mike-blackburn-headshot.png</image:loc><image:caption>mike-blackburn-headshot</image:caption><image:title>mike-blackburn-headshot</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/background.png</image:loc><image:caption>background</image:caption><image:title>background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/background-1.png</image:loc><image:caption>background-1</image:caption><image:title>background-1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/who-we-help-profiles-homepage-venture-capitalist-champion.png</image:loc><image:caption>who-we-help-profiles-homepage-venture-capitalist-champion</image:caption><image:title>who-we-help-profiles-homepage-venture-capitalist-champion</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/aws-logo.png</image:loc><image:caption>aws-logo</image:caption><image:title>aws-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/Hero%20banner%20background%20(1).webp</image:loc><image:caption>Hero banner background (1)</image:caption><image:title>Hero banner background (1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/net-health-logo.png</image:loc><image:caption>net-health-logo</image:caption><image:title>net-health-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/datatonic-logo.svg</image:loc><image:caption>datatonic-logo</image:caption><image:title>datatonic-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/calls-deals-homepage-graphic.png</image:loc><image:caption>calls-deals-homepage-graphic</image:caption><image:title>calls-deals-homepage-graphic</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/who-we-help-profiles-homepage-sales-enablement.png</image:loc><image:caption>who-we-help-profiles-homepage-sales-enablement</image:caption><image:title>who-we-help-profiles-homepage-sales-enablement</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/value-pyramid-video-meddicc-value.png</image:loc><image:caption>value-pyramid-video-meddicc-value</image:caption><image:title>value-pyramid-video-meddicc-value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/jt-keating-testimonial.webp</image:loc><image:caption>jt-keating-testimonial</image:caption><image:title>jt-keating-testimonial</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/level-up-icon.svg</image:loc><image:caption>level-up-icon</image:caption><image:title>level-up-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/george-campbell-testimonial-1.png</image:loc><image:caption>george-campbell-testimonial-1</image:caption><image:title>george-campbell-testimonial-1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-faq-question-icon-1.png</image:loc><image:caption>meddicc-faq-question-icon-1</image:caption><image:title>meddicc-faq-question-icon-1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/digitaled-logo.png</image:loc><image:caption>digitaled-logo</image:caption><image:title>digitaled-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/oyster-logo.png</image:loc><image:caption>oyster-logo</image:caption><image:title>oyster-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/who-we-help-profiles-homepage-sales-leader-champion.png</image:loc><image:caption>who-we-help-profiles-homepage-sales-leader-champion</image:caption><image:title>who-we-help-profiles-homepage-sales-leader-champion</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/deal-scoring-dashboard-screenshot.png</image:loc><image:caption>deal-scoring-dashboard-screenshot</image:caption><image:title>deal-scoring-dashboard-screenshot</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/darktrace-logo.png</image:loc><image:caption>darktrace-logo</image:caption><image:title>darktrace-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/factorial-logo.svg</image:loc><image:caption>factorial-logo</image:caption><image:title>factorial-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/kristen-ardon-testimonial.png</image:loc><image:caption>kristen-ardon-testimonial</image:caption><image:title>kristen-ardon-testimonial</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/who-we-help-profiles-homepage-account-executive.png</image:loc><image:caption>who-we-help-profiles-homepage-account-executive</image:caption><image:title>who-we-help-profiles-homepage-account-executive</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/crowdstrike-logo.svg</image:loc><image:caption>crowdstrike-logo</image:caption><image:title>crowdstrike-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-faq-question-icon-4.png</image:loc><image:caption>meddicc-faq-question-icon-4</image:caption><image:title>meddicc-faq-question-icon-4</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/tara-mcomber-testimonial.webp</image:loc><image:caption>tara-mcomber-testimonial</image:caption><image:title>tara-mcomber-testimonial</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/cognism-logo.png</image:loc><image:caption>cognism-logo</image:caption><image:title>cognism-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/resources/meddpicc-as-framework-sales-engineer</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddpicc-as-framework-revops-thumbnail.png</image:loc><image:caption>meddpicc-as-framework-revops-thumbnail</image:caption><image:title>meddpicc-as-framework-revops-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddpicc-as-framework-marketing-thumbnail.png</image:loc><image:caption>meddpicc-as-framework-marketing-thumbnail</image:caption><image:title>meddpicc-as-framework-marketing-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Frame%20(1).svg</image:loc><image:caption>Frame (1)</image:caption><image:title>Frame (1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddpicc-as-framework-partner-thumbnail.png</image:loc><image:caption>meddpicc-as-framework-partner-thumbnail</image:caption><image:title>meddpicc-as-framework-partner-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Frame%20(2).svg</image:loc><image:caption>Frame (2)</image:caption><image:title>Frame (2)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Imported_Blog_Media/meddpicc-as-framework-sales-engineer-thumbnail.jpg</image:loc><image:caption>meddpicc-as-framework-sales-engineer-thumbnail</image:caption><image:title>meddpicc-as-framework-sales-engineer-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddpicc-as-framework-customer-success-thumbnail.png</image:loc><image:caption>meddpicc-as-framework-customer-success-thumbnail</image:caption><image:title>meddpicc-as-framework-customer-success-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/robin.png</image:loc><image:caption>robin</image:caption><image:title>robin</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/clock-icon-read-time.svg</image:loc><image:caption>clock-icon-read-time</image:caption><image:title>clock-icon-read-time</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/meddicc-media/masters-of-meddicc-s1-ep11-jason-creane</loc><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/jason-creane-masters-of-meddicc.png</image:loc><image:caption>jason-creane-masters-of-meddicc</image:caption><image:title>jason-creane-masters-of-meddicc</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:caption><image:title>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-what-if-your-champion-is-your-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:caption><image:title>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/vectors/MD_Avatar.svg</image:loc><image:caption>MD_Avatar</image:caption><image:title>MD_Avatar</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-related-bg.webp</image:loc><image:caption>podcast-related-bg</image:caption><image:title>podcast-related-bg</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-about.webp</image:loc><image:caption>podcast-sidebar-about</image:caption><image:title>podcast-sidebar-about</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/masters-of-meddicc-s1-ep11-jason-creane-thumbnail.jpg</image:loc><image:caption>masters-of-meddicc-s1-ep11-jason-creane-thumbnail</image:caption><image:title>masters-of-meddicc-s1-ep11-jason-creane-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-post-banner.webp</image:loc><image:caption>podcast-post-banner</image:caption><image:title>podcast-post-banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/andy-whyte-headshot.png</image:loc><image:caption>andy-whyte-headshot</image:caption><image:title>andy-whyte-headshot</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-form.webp</image:loc><image:caption>podcast-sidebar-form</image:caption><image:title>podcast-sidebar-form</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:caption><image:title>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/meddicc-media/medmen-s3-ep5-5-signs-you-dont-have-a-champion</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-form.webp</image:loc><image:caption>podcast-sidebar-form</image:caption><image:title>podcast-sidebar-form</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/vectors/MD_Avatar.svg</image:loc><image:caption>MD_Avatar</image:caption><image:title>MD_Avatar</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-about.webp</image:loc><image:caption>podcast-sidebar-about</image:caption><image:title>podcast-sidebar-about</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:caption><image:title>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/pim.png</image:loc><image:caption>pim</image:caption><image:title>pim</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/andy-whyte-headshot.png</image:loc><image:caption>andy-whyte-headshot</image:caption><image:title>andy-whyte-headshot</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:caption><image:title>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-related-bg.webp</image:loc><image:caption>podcast-related-bg</image:caption><image:title>podcast-related-bg</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-what-if-your-champion-is-your-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:caption><image:title>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/medmen-s3-ep5-5-signs-you-dont-have-a-champion-thumbnail.png</image:loc><image:caption>medmen-s3-ep5-5-signs-you-dont-have-a-champion-thumbnail</image:caption><image:title>medmen-s3-ep5-5-signs-you-dont-have-a-champion-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-post-banner.webp</image:loc><image:caption>podcast-post-banner</image:caption><image:title>podcast-post-banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/meddicc-media</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:caption><image:title>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/medmen-the-dirty-secret-every-saas-company-is-ignoring-thumbnail.png</image:loc><image:caption>medmen-the-dirty-secret-every-saas-company-is-ignoring-thumbnail</image:caption><image:title>medmen-the-dirty-secret-every-saas-company-is-ignoring-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-what-if-your-champion-is-your-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:caption><image:title>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:caption><image:title>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/medmen-why-meddpicc-fails-in-your-team-its-not-what-thumbnail.jpg</image:loc><image:caption>medmen-why-meddpicc-fails-in-your-team-its-not-what-thumbnail</image:caption><image:title>medmen-why-meddpicc-fails-in-your-team-its-not-what-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Frame%20(3).svg</image:loc><image:caption>Frame (3)</image:caption><image:title>Frame (3)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White.jpg</image:loc><image:caption>27001_MONO_White</image:caption><image:title>27001_MONO_White</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/masters-of-meddicc-lucy-williams-jones-2026-thumbnail.png</image:loc><image:caption>masters-of-meddicc-lucy-williams-jones-2026-thumbnail</image:caption><image:title>masters-of-meddicc-lucy-williams-jones-2026-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-courses-meddicc-value-icon.png</image:loc><image:caption>meddicc-courses-meddicc-value-icon</image:caption><image:title>meddicc-courses-meddicc-value-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/jason-creane-on-coachability-pt-2-masters-of-meddicc-thumbnail.png</image:loc><image:caption>jason-creane-on-coachability-pt-2-masters-of-meddicc-thumbnail</image:caption><image:title>jason-creane-on-coachability-pt-2-masters-of-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Imported%20sitepage%20images/MM_Website%20Header%20(1).png</image:loc><image:caption>MM_Website Header (1)</image:caption><image:title>MM_Website Header (1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-courses-leadership-and-enablement-icon.png</image:loc><image:caption>meddicc-courses-leadership-and-enablement-icon</image:caption><image:title>meddicc-courses-leadership-and-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-courses-value-pyramid-icon.png</image:loc><image:caption>meddicc-courses-value-pyramid-icon</image:caption><image:title>meddicc-courses-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><lastmod>2026-10-08</lastmod></url><url><loc>https://meddicc.com/meddicc-media/medmen-s3-ep7-meddic-coaching</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-about.webp</image:loc><image:caption>podcast-sidebar-about</image:caption><image:title>podcast-sidebar-about</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/pim.png</image:loc><image:caption>pim</image:caption><image:title>pim</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-post-banner.webp</image:loc><image:caption>podcast-post-banner</image:caption><image:title>podcast-post-banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:caption><image:title>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-form.webp</image:loc><image:caption>podcast-sidebar-form</image:caption><image:title>podcast-sidebar-form</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/andy-whyte-headshot.png</image:loc><image:caption>andy-whyte-headshot</image:caption><image:title>andy-whyte-headshot</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-related-bg.webp</image:loc><image:caption>podcast-related-bg</image:caption><image:title>podcast-related-bg</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-what-if-your-champion-is-your-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:caption><image:title>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:caption><image:title>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/medmen-s3-ep7-meddic-coaching-thumbnail.png</image:loc><image:caption>medmen-s3-ep7-meddic-coaching-thumbnail</image:caption><image:title>medmen-s3-ep7-meddic-coaching-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/vectors/MD_Avatar.svg</image:loc><image:caption>MD_Avatar</image:caption><image:title>MD_Avatar</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/resources/ten-ways-meddpicc-level-up-sales-skills</loc><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/spin-selling-vs-meddpicc-meddicc-thumbnail.png</image:loc><image:caption>spin-selling-vs-meddpicc-meddicc-thumbnail</image:caption><image:title>spin-selling-vs-meddpicc-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/vectors/MD_Avatar.svg</image:loc><image:caption>MD_Avatar</image:caption><image:title>MD_Avatar</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-thumbnail.png</image:loc><image:caption>ai-sales-qualification-tools-thumbnail</image:caption><image:title>ai-sales-qualification-tools-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-gradient-newsletter-cta-background.png</image:loc><image:caption>blue-gradient-newsletter-cta-background</image:caption><image:title>blue-gradient-newsletter-cta-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ten-ways-meddpicc-level-up-sales-skills-thumbnail.png</image:loc><image:caption>ten-ways-meddpicc-level-up-sales-skills-thumbnail</image:caption><image:title>ten-ways-meddpicc-level-up-sales-skills-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-feature-image.png</image:loc><image:caption>ai-sales-qualification-tools-feature-image</image:caption><image:title>ai-sales-qualification-tools-feature-image</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-launches-t5-its-flagship-sales-leadership-thumbnail.jpg</image:loc><image:caption>MEDDICC launches T5, its flagship sales-leadership program</image:caption><image:title>meddicc-launches-t5-its-flagship-sales-leadership-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blog_post_banner.png</image:loc><image:caption>blog_post_banner</image:caption><image:title>blog_post_banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><lastmod>2026-11-06</lastmod></url><url><loc>https://meddicc.com/customer-stories/microlise</loc><video:video><video:thumbnail_loc>https://meddicc.com/hubfs/MicrolIse_Case%20Study_16x9_final%20ver_blr.mp4/medium.jpg</video:thumbnail_loc><video:title>MicrolIse_Case Study_16x9_final ver_blr</video:title><video:description>MicrolIse_Case Study_16x9_final ver_blr</video:description><video:content_loc>https://meddicc.com/hubfs/MicrolIse_Case%20Study_16x9_final%20ver_blr.mp4</video:content_loc><video:duration>106</video:duration><video:requires_subscription>no</video:requires_subscription><video:live>no</video:live></video:video><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/indico_data_logo.svg</image:loc><image:caption>indico_data_logo</image:caption><image:title>indico_data_logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/microlise-case-study-mike-blackburn-thumbnail.jpg</image:loc><image:caption>microlise-case-study-mike-blackburn-thumbnail</image:caption><image:title>microlise-case-study-mike-blackburn-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/header_case%20study_Pim%20posts_series%20B_jz_2.png</image:loc><image:caption>header_case study_Pim posts_series B_jz_2</image:caption><image:title>header_case study_Pim posts_series B_jz_2</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/mike-blackburn-headshot.png</image:loc><image:caption>mike-blackburn-headshot</image:caption><image:title>mike-blackburn-headshot</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/linkedin-icon.svg</image:loc><image:caption>linkedin-icon</image:caption><image:title>linkedin-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/Cards%207.webp</image:loc><image:caption>Cards 7</image:caption><image:title>Cards 7</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/BG.webp</image:loc><image:caption>BG</image:caption><image:title>BG</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/Hero%20banner%20background%20(1).webp</image:loc><image:caption>Hero banner background (1)</image:caption><image:title>Hero banner background (1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/anonymous_M1_story.svg</image:loc><image:caption>anonymous_M1_story</image:caption><image:title>anonymous_M1_story</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/copy-link-icon.svg</image:loc><image:caption>copy-link-icon</image:caption><image:title>copy-link-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/resource/tags/articles</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-strengthens-leadership-team-with-new-hires-thumbnail.png</image:loc><image:caption>meddicc-strengthens-leadership-team-with-new-hires-thumbnail</image:caption><image:title>meddicc-strengthens-leadership-team-with-new-hires-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/medmen-is-meddicc-a-methodology-thumbnail.png</image:loc><image:caption>medmen-is-meddicc-a-methodology-thumbnail</image:caption><image:title>medmen-is-meddicc-a-methodology-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddpicc-paper-process-meddicc-thumbnail.jpg</image:loc><image:caption>meddpicc-paper-process-meddicc-thumbnail</image:caption><image:title>meddpicc-paper-process-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-key-takeaways-social-image.png</image:loc><image:caption>meddicc-value-key-takeaways-social-image</image:caption><image:title>meddicc-value-key-takeaways-social-image</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-not-all-meddic-is-equal-thumbnail.png</image:loc><image:caption>meddicc-not-all-meddic-is-equal-thumbnail</image:caption><image:title>meddicc-not-all-meddic-is-equal-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/best-practices-for-your-sales-kick-off-sko-thumbnail.png</image:loc><image:caption>best-practices-for-your-sales-kick-off-sko-thumbnail</image:caption><image:title>best-practices-for-your-sales-kick-off-sko-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/medmen-three-discovery-questions-that-feel-like-thumbnail.png</image:loc><image:caption>medmen-three-discovery-questions-that-feel-like-thumbnail</image:caption><image:title>medmen-three-discovery-questions-that-feel-like-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/getting-in-trouble-with-your-champion-thumbnail.png</image:loc><image:caption>getting-in-trouble-with-your-champion-thumbnail</image:caption><image:title>getting-in-trouble-with-your-champion-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddic-is-not-a-checklist-thumbnail.png</image:loc><image:caption>meddic-is-not-a-checklist-thumbnail</image:caption><image:title>meddic-is-not-a-checklist-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/master-meddpicc-in-100-hours-thumbnail.png</image:loc><image:caption>master-meddpicc-in-100-hours-thumbnail</image:caption><image:title>master-meddpicc-in-100-hours-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-playbook-for-marketers-thumbnail.png</image:loc><image:caption>meddicc-playbook-for-marketers-thumbn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1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/the-cloud-marketplace-shift-thumbnail.png</image:loc><image:caption>the-cloud-marketplace-shift-thumbnail</image:caption><image:title>the-cloud-marketplace-shift-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/achieving-forecast-confidence-with-meddicc-thumbnail.png</image:loc><image:caption>achieving-forecast-confidence-with-meddicc-thumbnail</image:caption><image:title>achieving-forecast-confidence-with-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/MEDDICC-Media.png</image:loc><image:caption>MEDDICC-Media</image:caption><image:title>MEDDICC-Media</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/mos-sso-integrations-thumbnail.png</image:loc><image:caption>mos-sso-integrations-thumbnail</image:caption><image:title>mos-sso-integrations-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/medmen-5-things-not-to-do-when-engaging-with-the-thumbnail.png</image:loc><image:caption>medmen-5-things-not-to-do-when-engaging-with-the-thumbnail</image:caption><image:title>medmen-5-things-not-to-do-when-engaging-with-the-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-launches-t5-its-flagship-sales-leadership-thumbnail.jpg</image:loc><image:caption>MEDDICC launches T5, its flagship sales-leadership program</image:caption><image:title>meddicc-launches-t5-its-flagship-sales-leadership-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-feature-image.png</image:loc><image:caption>ai-sales-qualification-tools-feature-image</image:caption><image:title>ai-sales-qualification-tools-feature-image</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/mastering-meddpicc-deal-reviews-thumbnail.png</image:loc><image:caption>mastering-meddpicc-deal-reviews-thumbnail</image:caption><image:title>mastering-meddpicc-deal-reviews-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White.jpg</image:loc><image:caption>27001_MONO_White</image:caption><image:title>27001_MONO_White</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/mastering-the-sales-pitch-thumbnail.png</image:loc><image:caption>mastering-the-sales-pitch-thumbnail</image:caption><image:title>mastering-the-sales-pitch-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/the-art-of-building-rapport-in-sales-unlocking-the-thumbnail.png</image:loc><image:caption>the-art-of-building-rapport-in-sales-unlocking-the-thumbnail</image:caption><image:title>the-art-of-building-rapport-in-sales-unlocking-the-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-announces-publication-of-new-book-the-female-thumbnail.png</image:loc><image:caption>meddicc-announces-publication-of-new-book-the-female-thumbnail</image:caption><image:title>meddicc-announces-publication-of-new-book-the-female-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/why-we-love-storytelling-in-sales-thumbnail.png</image:loc><image:caption>why-we-love-storytelling-in-sales-thumbnail</image:caption><image:title>why-we-love-storytelling-in-sales-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-launches-opportunity-manager-and-call-recorder-thumbnail.png</image:loc><image:caption>meddicc-launches-opportunity-manager-and-call-recorder-thumbnail</image:caption><image:title>meddicc-launches-opportunity-manager-and-call-recorder-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/a-guide-to-mos-thumbnail.png</image:loc><image:caption>a-guide-to-mos-thumbnail</image:caption><image:title>a-guide-to-mos-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/capitalize-on-your-sko-with-meddic-thumbnail.png</image:loc><image:caption>capitalize-on-your-sko-with-meddic-thumbnail</image:caption><image:title>capitalize-on-your-sko-with-meddic-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/medmen%20(19).png</image:loc><image:caption>medmen (19)</image:caption><image:title>medmen (19)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/introducing-gtm-velocity-thumbnail.png</image:loc><image:caption>introducing-gtm-velocity-thumbnail</image:caption><image:title>introducing-gtm-velocity-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/why-meddpicc-is-perfect-for-channel-thumbnail.png</image:loc><image:caption>why-meddpicc-is-perfect-for-channel-thumbnail</image:caption><image:title>why-meddpicc-is-perfect-for-channel-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/medmen-hiring-like-a-sales-process-thumbnail.png</image:loc><image:caption>medmen-hiring-like-a-sales-process-thumbnail</image:caption><image:title>medmen-hiring-like-a-sales-process-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/medmen-the-worst-take-on-meddic-thumbnail.png</image:loc><image:caption>medmen-the-worst-take-on-meddic-thumbnail</image:caption><image:title>medmen-the-worst-take-on-meddic-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/medmenstop-putting-meddic-in-a-box-thumbnail.png</image:loc><image:caption>medmenstop-putting-meddic-in-a-box-thumbnail</image:caption><image:title>medmenstop-putting-meddic-in-a-box-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/the-most-effective-sales-follow-up-thumbnail.png</image:loc><image:caption>the-most-effective-sales-follow-up-thumbnail</image:caption><image:title>the-most-effective-sales-follow-up-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/medmen-meddpicc-and-ai-thumbnail.png</image:loc><image:caption>medmen-meddpicc-and-ai-thumbnail</image:caption><image:title>medmen-meddpicc-and-ai-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/the-future-of-sales-webcard.png</image:loc><image:caption>the-future-of-sales-webcard</image:caption><image:title>the-future-of-sales-webcard</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/7-major-cloud-marketplace-advantages-for-gtm-teams-thumbnail.png</image:loc><image:caption>7-major-cloud-marketplace-advantages-for-gtm-teams-thumbnail</image:caption><image:title>7-major-cloud-marketplace-advantages-for-gtm-teams-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/the-necessity-of-a-compelling-event-thumbnail.png</image:loc><image:caption>the-necessity-of-a-compelling-event-thumbnail</image:caption><image:title>the-necessity-of-a-compelling-event-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/reinventing-deal-reviews-thumbnail.png</image:loc><image:caption>reinventing-deal-reviews-thumbnail</image:caption><image:title>reinventing-deal-reviews-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/leading-with-empathy-thumbnail.png</image:loc><image:caption>leading-with-empathy-thumbnail</image:caption><image:title>leading-with-empathy-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/medmen-launching-meddicc-at-your-sko-thumbnail.png</image:loc><image:caption>medmen-launching-meddicc-at-your-sko-thumbnail</image:caption><image:title>medmen-launching-meddicc-at-your-sko-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/gtm-dysfunction-and-how-meddic-can-help-thumbnail.png</image:loc><image:caption>gtm-dysfunction-and-how-meddic-can-help-thumbnail</image:caption><image:title>gtm-dysfunction-and-how-meddic-can-help-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/light-blue-bg.png</image:loc><image:caption>light-blue-bg</image:caption><image:title>light-blue-bg</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/unlock-sales-success-with-the-1-behind-principle-thumbnail.png</image:loc><image:caption>unlock-sales-success-with-the-1-behind-principle-thumbnail</image:caption><image:title>unlock-sales-success-with-the-1-behind-principle-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/building-virtual-champions-in-meddic-sales-thumbnail.png</image:loc><image:caption>building-virtual-champions-in-meddic-sales-thumbnail</image:caption><image:title>building-virtual-champions-in-meddic-sales-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicon3-thumbnail.png</image:loc><image:caption>meddicon3-thumbnail</image:caption><image:title>meddicon3-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/spin-selling-vs-meddpicc-meddicc-thumbnail.png</image:loc><image:caption>spin-selling-vs-meddpicc-meddicc-thumbnail</image:caption><image:title>spin-selling-vs-meddpicc-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/use-meddicc-to-win-the-account-not-the-deal-thumbnail.png</image:loc><image:caption>use-meddicc-to-win-the-account-not-the-deal-thumbnail</image:caption><image:title>use-meddicc-to-win-the-account-not-the-deal-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-courses-value-pyramid-icon.png</image:loc><image:caption>meddicc-courses-value-pyramid-icon</image:caption><image:title>meddicc-courses-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/medmen-the-crucial-but-overlooked-champion-trait-thumbnail.png</image:loc><image:caption>medmen-the-crucial-but-overlooked-champion-trait-thumbnail</image:caption><image:title>medmen-the-crucial-but-overlooked-champion-trait-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Imported_Blog_Media/meddicon-champion-building-during-a-downturn-webcard-1.png</image:loc><image:caption>meddicon-champion-building-during-a-downturn-webcard-1</image:caption><image:title>meddicon-champion-building-during-a-downturn-webcard-1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/generating-customer-success-metrics-thumbnail.png</image:loc><image:caption>generating-customer-success-metrics-thumbnail</image:caption><image:title>generating-customer-success-metrics-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/a-guide-to-the-customer-journey-thumbnail.png</image:loc><image:caption>a-guide-to-the-customer-journey-thumbnail</image:caption><image:title>a-guide-to-the-customer-journey-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddpicc-customer-journey-webcard-1.jpg</image:loc><image:caption>meddpicc-customer-journey-webcard-1</image:caption><image:title>meddpicc-customer-journey-webcard-1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddpicc-buyers-guide-thumbnail.png</image:loc><image:caption>meddpicc-buyers-guide-thumbnail</image:caption><image:title>meddpicc-buyers-guide-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/medmen-things-people-get-wrong-with-a-common-language-thumbnail.png</image:loc><image:caption>medmen-things-people-get-wrong-with-a-common-language-thumbnail</image:caption><image:title>medmen-things-people-get-wrong-with-a-common-language-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/unlocking-sales-success-with-meddpicc-thumbnail.png</image:loc><image:caption>unlocking-sales-success-with-meddpicc-thumbnail</image:caption><image:title>unlocking-sales-success-with-meddpicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/deal-ownership-team-game-thumbnail.png</image:loc><image:caption>deal-ownership-team-game-thumbnail</image:caption><image:title>deal-ownership-t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Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/key-takeaways-aws-meddicc-thumbnail.png</image:loc><image:caption>key-takeaways-aws-meddicc-thumbnail</image:caption><image:title>key-takeaways-aws-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/metrics-as-a-solution-to-inertia-thumbnail.png</image:loc><image:caption>metrics-as-a-solution-to-inertia-thumbnail</image:caption><image:title>metrics-as-a-solution-to-inertia-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/mos-1.png</image:loc><image:caption>mos-1</image:caption><image:title>mos-1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/medmen-how-to-use-meddic-in-interviews-thumbnail.png</image:loc><image:caption>medmen-how-to-use-meddic-in-interviews-thumbnail</image:caption><image:title>medmen-how-to-use-meddic-in-interviews-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/medmen-using-a-value-pyramid-with-the-economic-buyer-thumbnail.png</image:loc><image:caption>medmen-using-a-value-pyramid-with-the-economic-buyer-thumbnail</image:caption><image:title>medmen-using-a-value-pyramid-with-the-economic-buyer-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddic-software-apply-meddpicc-to-every-deal-meddicc-thumbnail.png</image:loc><image:caption>meddic-software-apply-meddpicc-to-every-deal-meddicc-thumbnail</image:caption><image:title>meddic-software-apply-meddpicc-to-every-deal-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/what-it-really-means-to-multi-thread-thumbnail.png</image:loc><image:caption>what-it-really-means-to-multi-thread-thumbnail</image:caption><image:title>what-it-really-means-to-multi-thread-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/best-closing-interview-questions-for-aes-thumbnail.png</image:loc><image:caption>best-closing-interview-questions-for-aes-thumbnail</image:caption><image:title>best-closing-interview-questions-for-aes-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-courses-meddicc-value-icon.png</image:loc><image:caption>meddicc-courses-meddicc-value-icon</image:caption><image:title>meddicc-courses-meddicc-value-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddpicc-trademark-ruling-social-image.png</image:loc><image:caption>meddpicc-trademark-ruling-social-image</image:caption><image:title>meddpicc-trademark-ruling-social-image</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/medmen-why-you-need-to-personalize-metrics-thumbnail.png</image:loc><image:caption>medmen-why-you-need-to-personalize-metrics-thumbnail</image:caption><image:title>medmen-why-you-need-to-personalize-metrics-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/adhd-in-sales-thumbnail.png</image:loc><image:caption>adhd-in-sales-thumbnail</image:caption><image:title>adhd-in-sales-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/medmen-is-meddicc-a-process-thumbnail.png</image:loc><image:caption>medmen-is-meddicc-a-process-thumbnail</image:caption><image:title>medmen-is-meddicc-a-process-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/why-you-shouldnt-knock-the-competition-thumbnail.png</image:loc><image:caption>why-you-shouldnt-knock-the-competition-thumbnail</image:caption><image:title>why-you-shouldnt-knock-the-competition-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-achieves-iso-27001-certification-thumbnail.png</image:loc><image:caption>meddicc-achieves-iso-27001-certification-thumbnail</image:caption><image:title>meddicc-achieves-iso-27001-certification-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/medmen-uncover-more-metrics-thumbnail.png</image:loc><image:caption>medmen-uncover-more-metrics-thumbnail</image:caption><image:title>medmen-uncover-more-metrics-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-doubles-down-on-innovation-with-strategic-thumbnail.png</image:loc><image:caption>meddicc-doubles-down-on-innovation-with-strategic-thumbnail</image:caption><image:title>meddicc-doubles-down-on-innovation-with-strategic-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/better-with-meddic-thumbnail.png</image:loc><image:caption>better-with-meddic-thumbnail</image:caption><image:title>better-with-meddic-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/are-you-getting-better-thumbnail.png</image:loc><image:caption>are-you-getting-better-thumbnail</image:caption><image:title>are-you-getting-better-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-thumbnail.png</image:loc><image:caption>ai-sales-qualification-tools-thumbnail</image:caption><image:title>ai-sales-qualification-tools-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/medmen-take-a-proactive-approach-to-decision-criteria-thumbnail.png</image:loc><image:caption>medmen-take-a-proactive-approach-to-decision-criteria-thumbnail</image:caption><image:title>medmen-take-a-proactive-approach-to-decision-criteria-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/medmen-meddic-coaching-thumbnail.png</image:loc><image:caption>medmen-meddic-coaching-thumbnail</image:caption><image:title>medmen-meddic-coaching-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/empathy-in-sales-thumbnail.png</image:loc><image:caption>empathy-in-sales-thumbnail</image:caption><image:title>empathy-in-sales-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/rethinking-negotiation-in-sales-thumbnail.png</image:loc><image:caption>rethinking-negotiation-in-sales-thumbnail</image:caption><image:title>rethinking-negotiation-in-sales-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/why-meddicc-is-ideal-for-co-selling-with-marketplaces-thumbnail.png</image:loc><image:caption>why-meddicc-is-ideal-for-co-selling-with-marketplaces-thumbnail</image:caption><image:title>why-meddicc-is-ideal-for-co-selling-with-marketplaces-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/cover-your-expenses-thumbnail.png</image:loc><image:caption>cover-your-expenses-thumbnail</image:caption><image:title>cover-your-expenses-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Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/best-sales-podcasts-thumbnail.png</image:loc><image:caption>best-sales-podcasts-thumbnail</image:caption><image:title>best-sales-podcasts-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Imported_Blog_Media/takeaways-live-masters-of-meddic-thumbnail.png</image:loc><image:caption>takeaways-live-masters-of-meddic-thumbnail</image:caption><image:title>takeaways-live-masters-of-meddic-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/spiced-sales-methodology-vs-meddpicc-meddicc-thumbnail.png</image:loc><image:caption>spiced-sales-methodology-vs-meddpicc-meddicc-thumbnail</image:caption><image:title>spiced-sales-methodology-vs-meddpicc-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-courses-leadership-and-enablement-icon.png</image:loc><image:caption>meddicc-courses-leadership-and-enablement-icon</image:caption><image:title>meddicc-courses-leadership-and-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/alexa-email-cadence-meddicc-thumbnail.png</image:loc><image:caption>alexa-email-cadence-meddicc-thumbnail</image:caption><image:title>alexa-email-cadence-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/building-trust-in-your-sales-process-key-strategies-thumbnail.png</image:loc><image:caption>building-trust-in-your-sales-process-key-strategies-thumbnail</image:caption><image:title>building-trust-in-your-sales-process-key-strategies-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><lastmod>2026-08-20</lastmod></url><url><loc>https://meddicc.com/what-is-meddpicc/decision-criteria</loc><image:image><image:loc>https://meddicc.com/hubfs/Element%20Pages_Graphics_2025/Element%20Pages_Body_2025/Element%20Pages_Body_2025_Decision%20Criteria/element_page_dc_understanding.png</image:loc><image:caption>element_page_dc_understanding</image:caption><image:title>element_page_dc_understanding</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-gradient-banner-background.png</image:loc><image:caption>blue-gradient-banner-background</image:caption><image:title>blue-gradient-banner-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue%201%20(7).png</image:loc><image:caption>MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue 1 (7)</image:caption><image:title>MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue 1 (7)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-faq-question-icon-5.png</image:loc><image:caption>meddicc-faq-question-icon-5</image:caption><image:title>meddicc-faq-question-icon-5</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/decision_criteria_element_header_graphic_ew%201.svg</image:loc><image:caption>decision_criteria_element_header_graphic_ew 1</image:caption><image:title>decision_criteria_element_header_graphic_ew 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Imported_Blog_Media/MedMen_Webcard_v1_110923-1.jpg</image:loc><image:caption>MedMen_Webcard_v1_110923-1</image:caption><image:title>MedMen_Webcard_v1_110923-1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue%201%20(2).png</image:loc><image:caption>MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue 1 (2)</image:caption><image:title>MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue 1 (2)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue%201%20(5).png</image:loc><image:caption>MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue 1 (5)</image:caption><image:title>MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue 1 (5)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Decision%20Criteria%20Icons/decision_criteria_technical_icon_512%20%C3%97%20512_sb_final.png</image:loc><image:caption>decision_criteria_technical_icon_512 × 512_sb_final</image:caption><image:title>decision_criteria_technical_icon_512 × 512_sb_final</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/medmen-s3-ep8-proactive-approaches-to-decision-criteria-thumbnail.png</image:loc><image:caption>medmen-s3-ep8-proactive-approaches-to-decision-criteria-thumbnail</image:caption><image:title>medmen-s3-ep8-proactive-approaches-to-decision-criteria-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Element%20Pages_Graphics_2025/Element%20Pages_Body_2025/Element%20Pages_Body_2025_Decision%20Criteria/element_page_dc_influencing.png</image:loc><image:caption>element_page_dc_influencing</image:caption><image:title>element_page_dc_influencing</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue%201%20(1).png</image:loc><image:caption>MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue 1 (1)</image:caption><image:title>MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue 1 (1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue%201.png</image:loc><image:caption>MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue 1</image:caption><image:title>MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue%201%20(4).png</image:loc><image:caption>MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue 1 (4)</image:caption><image:title>MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue 1 (4)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/light-blue-gradient-section-background.png</image:loc><image:caption>light-blue-gradient-section-background</image:caption><image:title>light-blue-gradient-section-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-faq-question-icon-2.png</image:loc><image:caption>meddicc-faq-question-icon-2</image:caption><image:title>meddicc-faq-question-icon-2</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-faq-question-icon-4.png</image:loc><image:caption>meddicc-faq-question-icon-4</image:caption><image:title>meddicc-faq-question-icon-4</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-faq-question-icon-1.png</image:loc><image:caption>meddicc-faq-question-icon-1</image:caption><image:title>meddicc-faq-question-icon-1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-pattern-pricing-background.png</image:loc><image:caption>blue-pattern-pricing-background</image:caption><image:title>blue-pattern-pricing-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue%201%20(11).png</image:loc><image:caption>MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue 1 (11)</image:caption><image:title>MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue 1 (11)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/medmen-3d-decision-criteria-thumbnail.png</image:loc><image:caption>medmen-3d-decision-criteria-thumbnail</image:caption><image:title>medmen-3d-decision-criteria-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-faq-question-icon-3.png</image:loc><image:caption>meddicc-faq-question-icon-3</image:caption><image:title>meddicc-faq-question-icon-3</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue%201%20(12).png</image:loc><image:caption>MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue 1 (12)</image:caption><image:title>MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue 1 (12)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/Frame%205185%20(2).png</image:loc><image:caption>Frame 5185 (2)</image:caption><image:title>Frame 5185 (2)</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/programs/value-pyramid</loc><video:video><video:thumbnail_loc>https://meddicc.com/hubfs/VP_Trailer_16x9_1min30%20seconds_FINDOUTMORE-2.mp4/medium.jpg</video:thumbnail_loc><video:title>VP_Trailer_16x9_1min30 seconds_FINDOUTMORE-2</video:title><video:description>VP_Trailer_16x9_1min30 seconds_FINDOUTMORE-2</video:description><video:content_loc>https://meddicc.com/hubfs/VP_Trailer_16x9_1min30%20seconds_FINDOUTMORE-2.mp4</video:content_loc><video:duration>90</video:duration><video:requires_subscription>no</video:requires_subscription><video:live>no</video:live></video:video><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-faq-question-icon-6.png</image:loc><image:caption>meddicc-faq-question-icon-6</image:caption><image:title>meddicc-faq-question-icon-6</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/up-next-partner-program.png</image:loc><image:caption>up-next-partner-program</image:caption><image:title>up-next-partner-program</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/programs-value-pyramid-framework-customers-like.svg</image:loc><image:caption>programs-value-pyramid-framework-customers-like</image:caption><image:title>programs-value-pyramid-framework-customers-like</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/john-daros-headshot.jpeg</image:loc><image:caption>john-daros-headshot</image:caption><image:title>john-daros-headshot</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/navy-gradient-masterclass-background.png</image:loc><image:caption>navy-gradient-masterclass-background</image:caption><image:title>navy-gradient-masterclass-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/theodore-papailiou-headshot.jpeg</image:loc><image:caption>theodore-papailiou-headshot</image:caption><image:title>theodore-papailiou-headshot</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-pattern-pricing-background.png</image:loc><image:caption>blue-pattern-pricing-background</image:caption><image:title>blue-pattern-pricing-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-faq-question-icon-1.png</image:loc><image:caption>meddicc-faq-question-icon-1</image:caption><image:title>meddicc-faq-question-icon-1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/light-blue-card-background.png</image:loc><image:caption>light-blue-card-background</image:caption><image:title>light-blue-card-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/valentina-perez-torres-headshot.jpeg</image:loc><image:caption>valentina-perez-torres-headshot</image:caption><image:title>valentina-perez-torres-headshot</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/programs-value-pyramid-gap.svg</image:loc><image:caption>programs-value-pyramid-gap</image:caption><image:title>programs-value-pyramid-gap</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-faq-question-icon-3.png</image:loc><image:caption>meddicc-faq-question-icon-3</image:caption><image:title>meddicc-faq-question-icon-3</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/background.png</image:loc><image:caption>background</image:caption><image:title>background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-faq-question-icon-4.png</image:loc><image:caption>meddicc-faq-question-icon-4</image:caption><image:title>meddicc-faq-question-icon-4</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-faq-question-icon-5.png</image:loc><image:caption>meddicc-faq-question-icon-5</image:caption><image:title>meddicc-faq-question-icon-5</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-courses-leadership-and-enablement-icon.png</image:loc><image:caption>meddicc-courses-leadership-and-enablement-icon</image:caption><image:title>meddicc-courses-leadership-and-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/programs-value-pyramid-get-deals-over-line.svg</image:loc><image:caption>programs-value-pyramid-get-deals-over-line</image:caption><image:title>programs-value-pyramid-get-deals-over-line</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-faq-question-icon-2.png</image:loc><image:caption>meddicc-faq-question-icon-2</image:caption><image:title>meddicc-faq-question-icon-2</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/resources/5-signs-you-dont-have-a-champion</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/clock-icon-read-time.svg</image:loc><image:caption>clock-icon-read-time</image:caption><image:title>clock-icon-read-time</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Frame%20(1).svg</image:loc><image:caption>Frame (1)</image:caption><image:title>Frame (1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Frame%20(2).svg</image:loc><image:caption>Frame (2)</image:caption><image:title>Frame (2)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/5-signs-you-dont-have-a-champion-thumbnail.png</image:loc><image:caption>5-signs-you-dont-have-a-champion-thumbnail</image:caption><image:title>5-signs-you-dont-have-a-champion-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/robin.png</image:loc><image:caption>robin</image:caption><image:title>robin</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/resources/best-practices-for-your-sales-kick-off-sko</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/robin.png</image:loc><image:caption>robin</image:caption><image:title>robin</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-feature-image.png</image:loc><image:caption>ai-sales-qualification-tools-feature-image</image:caption><image:title>ai-sales-qualification-tools-feature-image</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-launches-t5-its-flagship-sales-leadership-thumbnail.jpg</image:loc><image:caption>MEDDICC launches T5, its flagship sales-leadership program</image:caption><image:title>meddicc-launches-t5-its-flagship-sales-leadership-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blog_post_banner.png</image:loc><image:caption>blog_post_banner</image:caption><image:title>blog_post_banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-thumbnail.png</image:loc><image:caption>ai-sales-qualification-tools-thumbnail</image:caption><image:title>ai-sales-qualification-tools-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/best-practices-for-your-sales-kick-off-sko-thumbnail.png</image:loc><image:caption>best-practices-for-your-sales-kick-off-sko-thumbnail</image:caption><image:title>best-practices-for-your-sales-kick-off-sko-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-gradient-newsletter-cta-background.png</image:loc><image:caption>blue-gradient-newsletter-cta-background</image:caption><image:title>blue-gradient-newsletter-cta-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/spin-selling-vs-meddpicc-meddicc-thumbnail.png</image:loc><image:caption>spin-selling-vs-meddpicc-meddicc-thumbnail</image:caption><image:title>spin-selling-vs-meddpicc-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><lastmod>2026-11-06</lastmod></url><url><loc>https://meddicc.com/meddicc-media/ask-andy-whyte-the-three-whys-for-applying-meddicc-to-live-deals</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:caption><image:title>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-form.webp</image:loc><image:caption>podcast-sidebar-form</image:caption><image:title>podcast-sidebar-form</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-about.webp</image:loc><image:caption>podcast-sidebar-about</image:caption><image:title>podcast-sidebar-about</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:caption><image:title>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-related-bg.webp</image:loc><image:caption>podcast-related-bg</image:caption><image:title>podcast-related-bg</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/vectors/MD_Avatar.svg</image:loc><image:caption>MD_Avatar</image:caption><image:title>MD_Avatar</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/andy-whyte-headshot.png</image:loc><image:caption>andy-whyte-headshot</image:caption><image:title>andy-whyte-headshot</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-what-if-your-champion-is-your-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:caption><image:title>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-post-banner.webp</image:loc><image:caption>podcast-post-banner</image:caption><image:title>podcast-post-banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/resources/pain-is-stakeholder-specific</loc><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/clock-icon-read-time.svg</image:loc><image:caption>clock-icon-read-time</image:caption><image:title>clock-icon-read-time</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Frame%20(2).svg</image:loc><image:caption>Frame (2)</image:caption><image:title>Frame (2)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-thumbnail-2.png</image:loc><image:caption>ai-sales-qualification-tools-thumbnail-2</image:caption><image:title>ai-sales-qualification-tools-thumbnail-2</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/andy.png</image:loc><image:caption>andy</image:caption><image:title>andy</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Frame%20(1).svg</image:loc><image:caption>Frame (1)</image:caption><image:title>Frame (1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><lastmod>2026-11-06</lastmod></url><url><loc>https://meddicc.com/meddicc-registry</loc><image:image><image:loc>https://meddicc.com/hubfs/website/images/logos/colored/couchbase-logo.svg</image:loc><image:caption>couchbase-logo</image:caption><image:title>couchbase-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/logos/colored/newscred-logo.svg</image:loc><image:caption>newscred-logo</image:caption><image:title>newscred-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/logos/colored/nutanix-logo.svg</image:loc><image:caption>nutanix-logo</image:caption><image:title>nutanix-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/logos/colored/trip-actions-logo.svg</image:loc><image:caption>trip-actions-logo</image:caption><image:title>trip-actions-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/logos/colored/zuora-logo.svg</image:loc><image:caption>zuora-logo</image:caption><image:title>zuora-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/logos/colored/segment-logo.svg</image:loc><image:caption>segment-logo</image:caption><image:title>segment-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/logos/colored/cloudbees-logo.svg</image:loc><image:caption>cloudbees-logo</image:caption><image:title>cloudbees-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/logos/colored/data-dog-logo.svg</image:loc><image:caption>data-dog-logo</image:caption><image:title>data-dog-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/logos/colored/bmc-logo.svg</image:loc><image:caption>bmc-logo</image:caption><image:title>bmc-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/logos/colored/imply-logo.svg</image:loc><image:caption>imply-logo</image:caption><image:title>imply-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/logos/colored/ptc-logo.svg</image:loc><image:caption>ptc-logo</image:caption><image:title>ptc-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/logos/colored/espressive-logo.svg</image:loc><image:caption>espressive-logo</image:caption><image:title>espressive-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/logos/colored/kenshoo-logo.svg</image:loc><image:caption>kenshoo-logo</image:caption><image:title>kenshoo-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/logos/colored/medallia-logo.svg</image:loc><image:caption>medallia-logo</image:caption><image:title>medallia-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/logos/colored/akamai-logo.svg</image:loc><image:caption>akamai-logo</image:caption><image:title>akamai-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/logos/colored/sprinkler-logo.svg</image:loc><image:caption>sprinkler-logo</image:caption><image:title>sprinkler-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/logos/colored/diligent-logo.svg</image:loc><image:caption>diligent-logo</image:caption><image:title>diligent-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/logos/colored/braze-logo.svg</image:loc><image:caption>braze-logo</image:caption><image:title>braze-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/logos/colored/white-hat-security-logo.svg</image:loc><image:caption>white-hat-security-logo</image:caption><image:title>white-hat-security-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/logos/colored/cybereason-logo.svg</image:loc><image:caption>cybereason-logo</image:caption><image:title>cybereason-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/logos/colored/mongodb-logo.svg</image:loc><image:caption>mongodb-logo</image:caption><image:title>mongodb-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/logos/colored/acquia-logo.svg</image:loc><image:caption>acquia-logo</image:caption><image:title>acquia-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/logos/colored/celonis-logo.svg</image:loc><image:caption>celonis-logo</image:caption><image:title>celonis-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/logos/colored/branch-logo.svg</image:loc><image:caption>branch-logo</image:caption><image:title>branch-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-courses-leadership-and-enablement-icon.png</image:loc><image:caption>meddicc-courses-leadership-and-enablement-icon</image:caption><image:title>meddicc-courses-leadership-and-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/logos/colored/fuze-logo.svg</image:loc><image:caption>fuze-logo</image:caption><image:title>fuze-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/logos/colored/tealium-logo.svg</image:loc><image:caption>tealium-logo</image:caption><image:title>tealium-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/logos/colored/crowdstrike-logo.svg</image:loc><image:caption>crowdstrike-logo</image:caption><image:title>crowdstrike-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/logos/colored/amplitude-logo.svg</image:loc><image:caption>amplitude-logo</image:caption><image:title>amplitude-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/logos/colored/qualtrics-logo.svg</image:loc><image:caption>qualtrics-logo</image:caption><image:title>qualtrics-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/logos/colored/iseeit-logo.svg</image:loc><image:caption>iseeit-logo</image:caption><image:title>iseeit-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/logos/colored/zendesk-logo.svg</image:loc><image:caption>zendesk-logo</image:caption><image:title>zendesk-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/logos/colored/prime-revenue-logo.svg</image:loc><image:caption>prime-revenue-logo</image:caption><image:title>prime-revenue-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/logos/colored/salesforce-logo.svg</image:loc><image:caption>salesforce-logo</image:caption><image:title>salesforce-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/logos/colored/data-robot-logo.svg</image:loc><image:caption>data-robot-logo</image:caption><image:title>data-robot-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/logos/colored/zscaler-logo.svg</image:loc><image:caption>zscaler-logo</image:caption><image:title>zscaler-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White.jpg</image:loc><image:caption>27001_MONO_White</image:caption><image:title>27001_MONO_White</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/logos/colored/rubrik-logo.svg</image:loc><image:caption>rubrik-logo</image:caption><image:title>rubrik-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/logos/colored/splunk-logo.svg</image:loc><image:caption>splunk-logo</image:caption><image:title>splunk-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/logos/colored/new-relic-logo.svg</image:loc><image:caption>new-relic-logo</image:caption><image:title>new-relic-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/logos/colored/lacework-logo.svg</image:loc><image:caption>lacework-logo</image:caption><image:title>lacework-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/logos/colored/go-cardless-logo.svg</image:loc><image:caption>go-cardless-logo</image:caption><image:title>go-cardless-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/logos/colored/appdynamics-logo.svg</image:loc><image:caption>appdynamics-logo</image:caption><image:title>appdynamics-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-courses-value-pyramid-icon.png</image:loc><image:caption>meddicc-courses-value-pyramid-icon</image:caption><image:title>meddicc-courses-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/logos/colored/securus-logo.svg</image:loc><image:caption>securus-logo</image:caption><image:title>securus-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/logos/colored/leapwork-logo.svg</image:loc><image:caption>leapwork-logo</image:caption><image:title>leapwork-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/logos/colored/poq-logo.svg</image:loc><image:caption>poq-logo</image:caption><image:title>poq-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/logos/colored/commerce-tools-logo.svg</image:loc><image:caption>commerce-tools-logo</image:caption><image:title>commerce-tools-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-courses-meddicc-value-icon.png</image:loc><image:caption>meddicc-courses-meddicc-value-icon</image:caption><image:title>meddicc-courses-meddicc-value-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/logos/colored/snowflake-logo.svg</image:loc><image:caption>snowflake-logo</image:caption><image:title>snowflake-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/logos/colored/okta-logo.svg</image:loc><image:caption>okta-logo</image:caption><image:title>okta-logo</image:title></image:image><lastmod>2026-11-05</lastmod></url><url><loc>https://meddicc.com/meddicc-media/meddicc-interview-vitor-gomes-vieira</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/TMES-Main-Logo.png</image:loc><image:caption>TMES-Main-Logo</image:caption><image:title>TMES-Main-Logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-what-if-your-champion-is-your-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:caption><image:title>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/LOGOS/Logo_Elite%20Dealers.png</image:loc><image:caption>Logo_Elite Dealers</image:caption><image:title>Logo_Elite Dealers</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:caption><image:title>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:caption><image:title>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/The%20Journey.png</image:loc><image:caption>The Journey</image:caption><image:title>The Journey</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/LOGOS/Logo_MEDMEN.png</image:loc><image:caption>Logo_MEDMEN</image:caption><image:title>Logo_MEDMEN</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-interview-victor-gomes-vieira-card.png</image:loc><image:caption>meddicc-interview-victor-gomes-vieira-card</image:caption><image:title>meddicc-interview-victor-gomes-vieira-card</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/AskAW.png</image:loc><image:caption>AskAW</image:caption><image:title>AskAW</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/LOGOS/Logo_Marketing%20Unlocked.png</image:loc><image:caption>Logo_Marketing Unlocked</image:caption><image:title>Logo_Marketing Unlocked</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/AWJ.png</image:loc><image:caption>AWJ</image:caption><image:title>AWJ</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/mm_prtnr_-sttp_logo_horizontal_primary_1080%20%C3%97%20234_sb_final.png</image:loc><image:caption>mm_prtnr_-sttp_logo_horizontal_primary_1080 × 234_sb_final</image:caption><image:title>mm_prtnr_-sttp_logo_horizontal_primary_1080 × 234_sb_final</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/LOGOS/Logo_Masters%20of%20MEDDICC.png</image:loc><image:caption>Logo_Masters of MEDDICC</image:caption><image:title>Logo_Masters of MEDDICC</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><lastmod>2026-06-11</lastmod></url><url><loc>https://meddicc.com/meddicc-media/month-end-show-s1-ep4-october</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/TMES-Main-Logo.png</image:loc><image:caption>TMES-Main-Logo</image:caption><image:title>TMES-Main-Logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/LOGOS/Logo_Masters%20of%20MEDDICC.png</image:loc><image:caption>Logo_Masters of MEDDICC</image:caption><image:title>Logo_Masters of MEDDICC</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/LOGOS/Logo_Elite%20Dealers.png</image:loc><image:caption>Logo_Elite Dealers</image:caption><image:title>Logo_Elite Dealers</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/AWJ.png</image:loc><image:caption>AWJ</image:caption><image:title>AWJ</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:caption><image:title>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/LOGOS/Logo_Marketing%20Unlocked.png</image:loc><image:caption>Logo_Marketing Unlocked</image:caption><image:title>Logo_Marketing Unlocked</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/LOGOS/Logo_MEDMEN.png</image:loc><image:caption>Logo_MEDMEN</image:caption><image:title>Logo_MEDMEN</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:caption><image:title>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/The%20Journey.png</image:loc><image:caption>The Journey</image:caption><image:title>The Journey</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Imported_Blog_Media/month-end-show-s1-ep4-october-thumbnail.png</image:loc><image:caption>month-end-show-s1-ep4-october-thumbnail</image:caption><image:title>month-end-show-s1-ep4-october-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-what-if-your-champion-is-your-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:caption><image:title>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/AskAW.png</image:loc><image:caption>AskAW</image:caption><image:title>AskAW</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/mm_prtnr_-sttp_logo_horizontal_primary_1080%20%C3%97%20234_sb_final.png</image:loc><image:caption>mm_prtnr_-sttp_logo_horizontal_primary_1080 × 234_sb_final</image:caption><image:title>mm_prtnr_-sttp_logo_horizontal_primary_1080 × 234_sb_final</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/knowledge/using-deals-general-experience</loc><lastmod>2026-08-19</lastmod></url><url><loc>https://meddicc.com/knowledge/winni-recorder-frequently-asked-questions</loc><lastmod>2026-04-24</lastmod></url><url><loc>https://meddicc.com/resources/medmen-is-gtm-a-buzzword</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/medmen-is-gtm-a-buzzword-thumbnail.webp</image:loc><image:caption>medmen-is-gtm-a-buzzword-thumbnail</image:caption><image:title>medmen-is-gtm-a-buzzword-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/robin.png</image:loc><image:caption>robin</image:caption><image:title>robin</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/clock-icon-read-time.svg</image:loc><image:caption>clock-icon-read-time</image:caption><image:title>clock-icon-read-time</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Frame%20(2).svg</image:loc><image:caption>Frame (2)</image:caption><image:title>Frame (2)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Frame%20(1).svg</image:loc><image:caption>Frame (1)</image:caption><image:title>Frame (1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><lastmod>2026-11-06</lastmod></url><url><loc>https://meddicc.com/meddicc-media/jason-creane-on-coachability-pt.2-masters-of-meddicc</loc><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-what-if-your-champion-is-your-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:caption><image:title>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-related-bg.webp</image:loc><image:caption>podcast-related-bg</image:caption><image:title>podcast-related-bg</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-post-banner.webp</image:loc><image:caption>podcast-post-banner</image:caption><image:title>podcast-post-banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-about.webp</image:loc><image:caption>podcast-sidebar-about</image:caption><image:title>podcast-sidebar-about</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/jason-creane-masters-of-meddicc.png</image:loc><image:caption>jason-creane-masters-of-meddicc</image:caption><image:title>jason-creane-masters-of-meddicc</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-form.webp</image:loc><image:caption>podcast-sidebar-form</image:caption><image:title>podcast-sidebar-form</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:caption><image:title>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/andy-whyte-headshot.png</image:loc><image:caption>andy-whyte-headshot</image:caption><image:title>andy-whyte-headshot</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/vectors/MD_Avatar.svg</image:loc><image:caption>MD_Avatar</image:caption><image:title>MD_Avatar</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:caption><image:title>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/jason-creane-on-coachability-pt-2-masters-of-meddicc-thumbnail.png</image:loc><image:caption>jason-creane-on-coachability-pt-2-masters-of-meddicc-thumbnail</image:caption><image:title>jason-creane-on-coachability-pt-2-masters-of-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/meddicc-media/great-youtube-heist-meddicon</loc><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/The%20Journey.png</image:loc><image:caption>The Journey</image:caption><image:title>The Journey</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/great-youtube-heist-meddicon-thumbnail.jpg</image:loc><image:caption>great-youtube-heist-meddicon-thumbnail</image:caption><image:title>great-youtube-heist-meddicon-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/LOGOS/Logo_MEDMEN.png</image:loc><image:caption>Logo_MEDMEN</image:caption><image:title>Logo_MEDMEN</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/AskAW.png</image:loc><image:caption>AskAW</image:caption><image:title>AskAW</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/LOGOS/Logo_Masters%20of%20MEDDICC.png</image:loc><image:caption>Logo_Masters of MEDDICC</image:caption><image:title>Logo_Masters of MEDDICC</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/LOGOS/Logo_Marketing%20Unlocked.png</image:loc><image:caption>Logo_Marketing Unlocked</image:caption><image:title>Logo_Marketing Unlocked</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:caption><image:title>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-what-if-your-champion-is-your-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:caption><image:title>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/mm_prtnr_-sttp_logo_horizontal_primary_1080%20%C3%97%20234_sb_final.png</image:loc><image:caption>mm_prtnr_-sttp_logo_horizontal_primary_1080 × 234_sb_final</image:caption><image:title>mm_prtnr_-sttp_logo_horizontal_primary_1080 × 234_sb_final</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/LOGOS/Logo_Elite%20Dealers.png</image:loc><image:caption>Logo_Elite Dealers</image:caption><image:title>Logo_Elite Dealers</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/TMES-Main-Logo.png</image:loc><image:caption>TMES-Main-Logo</image:caption><image:title>TMES-Main-Logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/AWJ.png</image:loc><image:caption>AWJ</image:caption><image:title>AWJ</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:caption><image:title>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/corporate</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/darktrace-logo.svg</image:loc><image:caption>darktrace-logo</image:caption><image:title>darktrace-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/net-health-logo.svg</image:loc><image:caption>net-health-logo</image:caption><image:title>net-health-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/teamtailor-logo.svg</image:loc><image:caption>teamtailor-logo</image:caption><image:title>teamtailor-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/oyster-logo.svg</image:loc><image:caption>oyster-logo</image:caption><image:title>oyster-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/cloudflare-logo.svg</image:loc><image:caption>cloudflare-logo</image:caption><image:title>cloudflare-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/cognism-logo.svg</image:loc><image:caption>cognism-logo</image:caption><image:title>cognism-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/project%20miko-t5.svg</image:loc><image:caption>project miko-t5</image:caption><image:title>project miko-t5</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/background.png</image:loc><image:caption>background</image:caption><image:title>background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/light-blue-gradient-background.png</image:loc><image:caption>light-blue-gradient-background</image:caption><image:title>light-blue-gradient-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/digitaled-logo.svg</image:loc><image:caption>digitaled-logo</image:caption><image:title>digitaled-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/aws-logo.svg</image:loc><image:caption>aws-logo</image:caption><image:title>aws-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/crowdstrike-logo-2.svg</image:loc><image:caption>crowdstrike-logo-2</image:caption><image:title>crowdstrike-logo-2</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/meddicc-media/medmen-go-deep-with-meddic</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-about.webp</image:loc><image:caption>podcast-sidebar-about</image:caption><image:title>podcast-sidebar-about</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-post-banner.webp</image:loc><image:caption>podcast-post-banner</image:caption><image:title>podcast-post-banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/pim.png</image:loc><image:caption>pim</image:caption><image:title>pim</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-form.webp</image:loc><image:caption>podcast-sidebar-form</image:caption><image:title>podcast-sidebar-form</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/vectors/MD_Avatar.svg</image:loc><image:caption>MD_Avatar</image:caption><image:title>MD_Avatar</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:caption><image:title>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-related-bg.webp</image:loc><image:caption>podcast-related-bg</image:caption><image:title>podcast-related-bg</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-what-if-your-champion-is-your-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:caption><image:title>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:caption><image:title>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/medmen-go-deep-with-meddic-thumbnail.png</image:loc><image:caption>medmen-go-deep-with-meddic-thumbnail</image:caption><image:title>medmen-go-deep-with-meddic-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/andy-whyte-headshot.png</image:loc><image:caption>andy-whyte-headshot</image:caption><image:title>andy-whyte-headshot</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/what-is-meddpicc/economic-buyer</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue%201%20(12).png</image:loc><image:caption>MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue 1 (12)</image:caption><image:title>MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue 1 (12)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue%201%20(2).png</image:loc><image:caption>MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue 1 (2)</image:caption><image:title>MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue 1 (2)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue%201%20(5).png</image:loc><image:caption>MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue 1 (5)</image:caption><image:title>MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue 1 (5)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue%201%20(11).png</image:loc><image:caption>MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue 1 (11)</image:caption><image:title>MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue 1 (11)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/mm-meddpicc-in-10-minutes-thumbnail.jpg</image:loc><image:caption>mm-meddpicc-in-10-minutes-thumbnail</image:caption><image:title>mm-meddpicc-in-10-minutes-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-gradient-banner-background.png</image:loc><image:caption>blue-gradient-banner-background</image:caption><image:title>blue-gradient-banner-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue%201.png</image:loc><image:caption>MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue 1</image:caption><image:title>MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Element%20Pages_Graphics_2025/Element%20Pages_Body_2025/Element%20Pages_Body_2025_Economic%20Buyer/element_page_eb_engaging.png</image:loc><image:caption>element_page_eb_engaging</image:caption><image:title>element_page_eb_engaging</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/medmen-five-things-not-to-do-with-the-economic-buyer-thumbnail.png</image:loc><image:caption>medmen-five-things-not-to-do-with-the-economic-buyer-thumbnail</image:caption><image:title>medmen-five-things-not-to-do-with-the-economic-buyer-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-pattern-pricing-background.png</image:loc><image:caption>blue-pattern-pricing-background</image:caption><image:title>blue-pattern-pricing-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue%201%20(1).png</image:loc><image:caption>MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue 1 (1)</image:caption><image:title>MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue 1 (1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue%201%20(4).png</image:loc><image:caption>MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue 1 (4)</image:caption><image:title>MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue 1 (4)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue%201%20(7).png</image:loc><image:caption>MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue 1 (7)</image:caption><image:title>MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue 1 (7)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/element_page_eb_qualifying.webp</image:loc><image:caption>element_page_eb_qualifying</image:caption><image:title>element_page_eb_qualifying</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/Frame%205185%20(2).png</image:loc><image:caption>Frame 5185 (2)</image:caption><image:title>Frame 5185 (2)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/economic_buyer_element_header_graphic_ew.svg</image:loc><image:caption>economic_buyer_element_header_graphic_ew</image:caption><image:title>economic_buyer_element_header_graphic_ew</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/light-blue-gradient-section-background.png</image:loc><image:caption>light-blue-gradient-section-background</image:caption><image:title>light-blue-gradient-section-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/resources/meddicc-strengthens-leadership-team-with-new-hires</loc><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-thumbnail.png</image:loc><image:caption>ai-sales-qualification-tools-thumbnail</image:caption><image:title>ai-sales-qualification-tools-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/robin.png</image:loc><image:caption>robin</image:caption><image:title>robin</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/spin-selling-vs-meddpicc-meddicc-thumbnail.png</image:loc><image:caption>spin-selling-vs-meddpicc-meddicc-thumbnail</image:caption><image:title>spin-selling-vs-meddpicc-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blog_post_banner.png</image:loc><image:caption>blog_post_banner</image:caption><image:title>blog_post_banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-strengthens-leadership-team-with-new-hires-thumbnail.png</image:loc><image:caption>meddicc-strengthens-leadership-team-with-new-hires-thumbnail</image:caption><image:title>meddicc-strengthens-leadership-team-with-new-hires-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-gradient-newsletter-cta-background.png</image:loc><image:caption>blue-gradient-newsletter-cta-background</image:caption><image:title>blue-gradient-newsletter-cta-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-feature-image.png</image:loc><image:caption>ai-sales-qualification-tools-feature-image</image:caption><image:title>ai-sales-qualification-tools-feature-image</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-launches-t5-its-flagship-sales-leadership-thumbnail.jpg</image:loc><image:caption>MEDDICC launches T5, its flagship sales-leadership program</image:caption><image:title>meddicc-launches-t5-its-flagship-sales-leadership-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><lastmod>2026-11-06</lastmod></url><url><loc>https://meddicc.com/meddicc-media/medmen-s1-ep7-decision-criteria</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-form.webp</image:loc><image:caption>podcast-sidebar-form</image:caption><image:title>podcast-sidebar-form</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-about.webp</image:loc><image:caption>podcast-sidebar-about</image:caption><image:title>podcast-sidebar-about</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:caption><image:title>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-post-banner.webp</image:loc><image:caption>podcast-post-banner</image:caption><image:title>podcast-post-banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-what-if-your-champion-is-your-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:caption><image:title>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/vectors/MD_Avatar.svg</image:loc><image:caption>MD_Avatar</image:caption><image:title>MD_Avatar</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Imported_Blog_Media/medmen-s1-ep7-decision-criteria-thumbnail.jpg</image:loc><image:caption>medmen-s1-ep7-decision-criteria-thumbnail</image:caption><image:title>medmen-s1-ep7-decision-criteria-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/pim.png</image:loc><image:caption>pim</image:caption><image:title>pim</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:caption><image:title>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-related-bg.webp</image:loc><image:caption>podcast-related-bg</image:caption><image:title>podcast-related-bg</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/andy-whyte-headshot.png</image:loc><image:caption>andy-whyte-headshot</image:caption><image:title>andy-whyte-headshot</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/meddicc-media/masters-of-meddicc-s1-ep7-eric-marterella</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-form.webp</image:loc><image:caption>podcast-sidebar-form</image:caption><image:title>podcast-sidebar-form</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:caption><image:title>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/masters-of-meddicc-s1-ep7-eric-marterella-thumbnail.jpg</image:loc><image:caption>masters-of-meddicc-s1-ep7-eric-marterella-thumbnail</image:caption><image:title>masters-of-meddicc-s1-ep7-eric-marterella-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-post-banner.webp</image:loc><image:caption>podcast-post-banner</image:caption><image:title>podcast-post-banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/andy-whyte-headshot.png</image:loc><image:caption>andy-whyte-headshot</image:caption><image:title>andy-whyte-headshot</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:caption><image:title>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/eric-marterella-masters-of-meddicc.png</image:loc><image:caption>eric-marterella-masters-of-meddicc</image:caption><image:title>eric-marterella-masters-of-meddicc</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-about.webp</image:loc><image:caption>podcast-sidebar-about</image:caption><image:title>podcast-sidebar-about</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-related-bg.webp</image:loc><image:caption>podcast-related-bg</image:caption><image:title>podcast-related-bg</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/vectors/MD_Avatar.svg</image:loc><image:caption>MD_Avatar</image:caption><image:title>MD_Avatar</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-what-if-your-champion-is-your-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:caption><image:title>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/resources/what-it-really-means-to-multi-thread</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blog_post_banner.png</image:loc><image:caption>blog_post_banner</image:caption><image:title>blog_post_banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/what-it-really-means-to-multi-thread-thumbnail.png</image:loc><image:caption>what-it-really-means-to-multi-thread-thumbnail</image:caption><image:title>what-it-really-means-to-multi-thread-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-gradient-newsletter-cta-background.png</image:loc><image:caption>blue-gradient-newsletter-cta-background</image:caption><image:title>blue-gradient-newsletter-cta-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-thumbnail.png</image:loc><image:caption>ai-sales-qualification-tools-thumbnail</image:caption><image:title>ai-sales-qualification-tools-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-feature-image.png</image:loc><image:caption>ai-sales-qualification-tools-feature-image</image:caption><image:title>ai-sales-qualification-tools-feature-image</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-launches-t5-its-flagship-sales-leadership-thumbnail.jpg</image:loc><image:caption>MEDDICC launches T5, its flagship sales-leadership program</image:caption><image:title>meddicc-launches-t5-its-flagship-sales-leadership-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/spin-selling-vs-meddpicc-meddicc-thumbnail.png</image:loc><image:caption>spin-selling-vs-meddpicc-meddicc-thumbnail</image:caption><image:title>spin-selling-vs-meddpicc-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/andy.png</image:loc><image:caption>andy</image:caption><image:title>andy</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><lastmod>2026-11-06</lastmod></url><url><loc>https://meddicc.com/use-case/ramp-time</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/digitaled-logo.png</image:loc><image:caption>digitaled-logo</image:caption><image:title>digitaled-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/net-health-logo.png</image:loc><image:caption>net-health-logo</image:caption><image:title>net-health-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/background%20(6)%20(1).png</image:loc><image:caption>background (6) (1)</image:caption><image:title>background (6) (1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/microlise-logo.svg</image:loc><image:caption>microlise-logo</image:caption><image:title>microlise-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/level-up-icon.svg</image:loc><image:caption>level-up-icon</image:caption><image:title>level-up-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/up_next_increasing_acv%20(1)%20(1).webp</image:loc><image:caption>up_next_increasing_acv (1) (1)</image:caption><image:title>up_next_increasing_acv (1) (1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/cognism-logo.png</image:loc><image:caption>cognism-logo</image:caption><image:title>cognism-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/Products%20(1).webp</image:loc><image:caption>Products (1)</image:caption><image:title>Products (1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/cision-logo.png</image:loc><image:caption>cision-logo</image:caption><image:title>cision-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/teamviewer-logo.svg</image:loc><image:caption>teamviewer-logo</image:caption><image:title>teamviewer-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-pattern-pricing-background.png</image:loc><image:caption>blue-pattern-pricing-background</image:caption><image:title>blue-pattern-pricing-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/teamtailor-logo-2.png</image:loc><image:caption>teamtailor-logo-2</image:caption><image:title>teamtailor-logo-2</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/execute-icon.svg</image:loc><image:caption>execute-icon</image:caption><image:title>execute-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/crowdstrike-logo.svg</image:loc><image:caption>crowdstrike-logo</image:caption><image:title>crowdstrike-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/learn-icon.svg</image:loc><image:caption>learn-icon</image:caption><image:title>learn-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/aws-logo.png</image:loc><image:caption>aws-logo</image:caption><image:title>aws-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/quote-icon.png</image:loc><image:caption>quote-icon</image:caption><image:title>quote-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/use_cases_time_to_attainment_revenue_deferred.svg</image:loc><image:caption>use_cases_time_to_attainment_revenue_deferred</image:caption><image:title>use_cases_time_to_attainment_revenue_deferred</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/oyster-logo.png</image:loc><image:caption>oyster-logo</image:caption><image:title>oyster-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/background.png</image:loc><image:caption>background</image:caption><image:title>background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/Membership%20(1).webp</image:loc><image:caption>Membership (1)</image:caption><image:title>Membership (1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/use_cases_time_to_attainment_turnover.svg</image:loc><image:caption>use_cases_time_to_attainment_turnover</image:caption><image:title>use_cases_time_to_attainment_turnover</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time_to_attainment_header_1_1_1_1x.webp</image:loc><image:caption>time_to_attainment_header_1_1_1_1x</image:caption><image:title>time_to_attainment_header_1_1_1_1x</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/kristen-ardon-testimonial.png</image:loc><image:caption>kristen-ardon-testimonial</image:caption><image:title>kristen-ardon-testimonial</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/Programs-1.webp</image:loc><image:caption>Programs-1</image:caption><image:title>Programs-1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/darktrace-logo.png</image:loc><image:caption>darktrace-logo</image:caption><image:title>darktrace-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/use_cases_time_to_attainment_credibility_takes_hit.svg</image:loc><image:caption>use_cases_time_to_attainment_credibility_takes_hit</image:caption><image:title>use_cases_time_to_attainment_credibility_takes_hit</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/cloudflare-logo.png</image:loc><image:caption>cloudflare-logo</image:caption><image:title>cloudflare-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/factorial-logo.svg</image:loc><image:caption>factorial-logo</image:caption><image:title>factorial-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/zapier-logo.svg</image:loc><image:caption>zapier-logo</image:caption><image:title>zapier-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/datatonic-logo.svg</image:loc><image:caption>datatonic-logo</image:caption><image:title>datatonic-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/resources/medmen-the-crucial-but-overlooked-champion-trait</loc><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-feature-image.png</image:loc><image:caption>ai-sales-qualification-tools-feature-image</image:caption><image:title>ai-sales-qualification-tools-feature-image</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-thumbnail.png</image:loc><image:caption>ai-sales-qualification-tools-thumbnail</image:caption><image:title>ai-sales-qualification-tools-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blog_post_banner.png</image:loc><image:caption>blog_post_banner</image:caption><image:title>blog_post_banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/medmen-the-crucial-but-overlooked-champion-trait-thumbnail.png</image:loc><image:caption>medmen-the-crucial-but-overlooked-champion-trait-thumbnail</image:caption><image:title>medmen-the-crucial-but-overlooked-champion-trait-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/robin.png</image:loc><image:caption>robin</image:caption><image:title>robin</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-gradient-newsletter-cta-background.png</image:loc><image:caption>blue-gradient-newsletter-cta-background</image:caption><image:title>blue-gradient-newsletter-cta-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-launches-t5-its-flagship-sales-leadership-thumbnail.jpg</image:loc><image:caption>MEDDICC launches T5, its flagship sales-leadership program</image:caption><image:title>meddicc-launches-t5-its-flagship-sales-leadership-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/spin-selling-vs-meddpicc-meddicc-thumbnail.png</image:loc><image:caption>spin-selling-vs-meddpicc-meddicc-thumbnail</image:caption><image:title>spin-selling-vs-meddpicc-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><lastmod>2026-11-06</lastmod></url><url><loc>https://meddicc.com/resources/7-major-cloud-marketplace-advantages-for-gtm-teams</loc><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-launches-t5-its-flagship-sales-leadership-thumbnail.jpg</image:loc><image:caption>MEDDICC launches T5, its flagship sales-leadership program</image:caption><image:title>meddicc-launches-t5-its-flagship-sales-leadership-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/andy.png</image:loc><image:caption>andy</image:caption><image:title>andy</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/spin-selling-vs-meddpicc-meddicc-thumbnail.png</image:loc><image:caption>spin-selling-vs-meddpicc-meddicc-thumbnail</image:caption><image:title>spin-selling-vs-meddpicc-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-feature-image.png</image:loc><image:caption>ai-sales-qualification-tools-feature-image</image:caption><image:title>ai-sales-qualification-tools-feature-image</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-thumbnail.png</image:loc><image:caption>ai-sales-qualification-tools-thumbnail</image:caption><image:title>ai-sales-qualification-tools-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blog_post_banner.png</image:loc><image:caption>blog_post_banner</image:caption><image:title>blog_post_banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/7-major-cloud-marketplace-advantages-for-gtm-teams-thumbnail.png</image:loc><image:caption>7-major-cloud-marketplace-advantages-for-gtm-teams-thumbnail</image:caption><image:title>7-major-cloud-marketplace-advantages-for-gtm-teams-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-gradient-newsletter-cta-background.png</image:loc><image:caption>blue-gradient-newsletter-cta-background</image:caption><image:title>blue-gradient-newsletter-cta-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><lastmod>2026-11-06</lastmod></url><url><loc>https://meddicc.com/resources/meddpicc-as-framework-account-executive</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddpicc-as-framework-account-executive-thumbnail.png</image:loc><image:caption>meddpicc-as-framework-account-executive-thumbnail</image:caption><image:title>meddpicc-as-framework-account-executive-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/robin.png</image:loc><image:caption>robin</image:caption><image:title>robin</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-gradient-newsletter-cta-background.png</image:loc><image:caption>blue-gradient-newsletter-cta-background</image:caption><image:title>blue-gradient-newsletter-cta-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blog_post_banner.png</image:loc><image:caption>blog_post_banner</image:caption><image:title>blog_post_banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/spin-selling-vs-meddpicc-meddicc-thumbnail.png</image:loc><image:caption>spin-selling-vs-meddpicc-meddicc-thumbnail</image:caption><image:title>spin-selling-vs-meddpicc-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-thumbnail.png</image:loc><image:caption>ai-sales-qualification-tools-thumbnail</image:caption><image:title>ai-sales-qualification-tools-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-feature-image.png</image:loc><image:caption>ai-sales-qualification-tools-feature-image</image:caption><image:title>ai-sales-qualification-tools-feature-image</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-launches-t5-its-flagship-sales-leadership-thumbnail.jpg</image:loc><image:caption>MEDDICC launches T5, its flagship sales-leadership program</image:caption><image:title>meddicc-launches-t5-its-flagship-sales-leadership-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><lastmod>2026-11-06</lastmod></url><url><loc>https://meddicc.com/resources/mastering-meddpicc-deal-reviews</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-launches-t5-its-flagship-sales-leadership-thumbnail.jpg</image:loc><image:caption>MEDDICC launches T5, its flagship sales-leadership program</image:caption><image:title>meddicc-launches-t5-its-flagship-sales-leadership-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/mastering-meddpicc-deal-reviews-thumbnail.png</image:loc><image:caption>mastering-meddpicc-deal-reviews-thumbnail</image:caption><image:title>mastering-meddpicc-deal-reviews-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/vectors/MD_Avatar.svg</image:loc><image:caption>MD_Avatar</image:caption><image:title>MD_Avatar</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-thumbnail.png</image:loc><image:caption>ai-sales-qualification-tools-thumbnail</image:caption><image:title>ai-sales-qualification-tools-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/spin-selling-vs-meddpicc-meddicc-thumbnail.png</image:loc><image:caption>spin-selling-vs-meddpicc-meddicc-thumbnail</image:caption><image:title>spin-selling-vs-meddpicc-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Imported_Blog_Media/the-foundations-of-MEDDPICC-blog%20(3).png</image:loc><image:caption>the-foundations-of-MEDDPICC-blog (3)</image:caption><image:title>the-foundations-of-MEDDPICC-blog (3)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-gradient-newsletter-cta-background.png</image:loc><image:caption>blue-gradient-newsletter-cta-background</image:caption><image:title>blue-gradient-newsletter-cta-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-feature-image.png</image:loc><image:caption>ai-sales-qualification-tools-feature-image</image:caption><image:title>ai-sales-qualification-tools-feature-image</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blog_post_banner.png</image:loc><image:caption>blog_post_banner</image:caption><image:title>blog_post_banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><lastmod>2026-11-06</lastmod></url><url><loc>https://meddicc.com/resources/meddpicc-as-framework-customer-success</loc><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-thumbnail.png</image:loc><image:caption>ai-sales-qualification-tools-thumbnail</image:caption><image:title>ai-sales-qualification-tools-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blog_post_banner.png</image:loc><image:caption>blog_post_banner</image:caption><image:title>blog_post_banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddpicc-as-framework-customer-success-thumbnail.png</image:loc><image:caption>meddpicc-as-framework-customer-success-thumbnail</image:caption><image:title>meddpicc-as-framework-customer-success-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/robin.png</image:loc><image:caption>robin</image:caption><image:title>robin</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-feature-image.png</image:loc><image:caption>ai-sales-qualification-tools-feature-image</image:caption><image:title>ai-sales-qualification-tools-feature-image</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-gradient-newsletter-cta-background.png</image:loc><image:caption>blue-gradient-newsletter-cta-background</image:caption><image:title>blue-gradient-newsletter-cta-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/spin-selling-vs-meddpicc-meddicc-thumbnail.png</image:loc><image:caption>spin-selling-vs-meddpicc-meddicc-thumbnail</image:caption><image:title>spin-selling-vs-meddpicc-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-launches-t5-its-flagship-sales-leadership-thumbnail.jpg</image:loc><image:caption>MEDDICC launches T5, its flagship sales-leadership program</image:caption><image:title>meddicc-launches-t5-its-flagship-sales-leadership-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><lastmod>2026-11-06</lastmod></url><url><loc>https://meddicc.com/resources/five-reasons-you-need-meddic-as-a-common-language</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-feature-image.png</image:loc><image:caption>ai-sales-qualification-tools-feature-image</image:caption><image:title>ai-sales-qualification-tools-feature-image</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-gradient-newsletter-cta-background.png</image:loc><image:caption>blue-gradient-newsletter-cta-background</image:caption><image:title>blue-gradient-newsletter-cta-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/five-reasons-you-need-meddic-as-a-common-language-thumbnail.png</image:loc><image:caption>five-reasons-you-need-meddic-as-a-common-language-thumbnail</image:caption><image:title>five-reasons-you-need-meddic-as-a-common-language-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-launches-t5-its-flagship-sales-leadership-thumbnail.jpg</image:loc><image:caption>MEDDICC launches T5, its flagship sales-leadership program</image:caption><image:title>meddicc-launches-t5-its-flagship-sales-leadership-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blog_post_banner.png</image:loc><image:caption>blog_post_banner</image:caption><image:title>blog_post_banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-thumbnail.png</image:loc><image:caption>ai-sales-qualification-tools-thumbnail</image:caption><image:title>ai-sales-qualification-tools-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/andy.png</image:loc><image:caption>andy</image:caption><image:title>andy</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/spin-selling-vs-meddpicc-meddicc-thumbnail.png</image:loc><image:caption>spin-selling-vs-meddpicc-meddicc-thumbnail</image:caption><image:title>spin-selling-vs-meddpicc-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><lastmod>2026-11-06</lastmod></url><url><loc>https://meddicc.com/meddicc-media/masters-of-meddicc-s1-ep1-keno-helmi</loc><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-related-bg.webp</image:loc><image:caption>podcast-related-bg</image:caption><image:title>podcast-related-bg</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:caption><image:title>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/keno-helmi-masters-of-meddicc.png</image:loc><image:caption>keno-helmi-masters-of-meddicc</image:caption><image:title>keno-helmi-masters-of-meddicc</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:caption><image:title>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-form.webp</image:loc><image:caption>podcast-sidebar-form</image:caption><image:title>podcast-sidebar-form</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-post-banner.webp</image:loc><image:caption>podcast-post-banner</image:caption><image:title>podcast-post-banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/vectors/MD_Avatar.svg</image:loc><image:caption>MD_Avatar</image:caption><image:title>MD_Avatar</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/andy-whyte-headshot.png</image:loc><image:caption>andy-whyte-headshot</image:caption><image:title>andy-whyte-headshot</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-what-if-your-champion-is-your-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:caption><image:title>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-about.webp</image:loc><image:caption>podcast-sidebar-about</image:caption><image:title>podcast-sidebar-about</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/masters-of-meddicc-s1-ep1-keno-helmi-thumbnail.jpg</image:loc><image:caption>masters-of-meddicc-s1-ep1-keno-helmi-thumbnail</image:caption><image:title>masters-of-meddicc-s1-ep1-keno-helmi-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/what-is-meddpicc/implicate-the-pain</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/light-blue-gradient-section-background.png</image:loc><image:caption>light-blue-gradient-section-background</image:caption><image:title>light-blue-gradient-section-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Element%20Pages_Graphics_2025/Element%20Pages_Body_2025/Element%20Pages_Body_2025_Implicating%20Pain/element_page_i_pain.png</image:loc><image:caption>element_page_i_pain</image:caption><image:title>element_page_i_pain</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue%201%20(7).png</image:loc><image:caption>MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue 1 (7)</image:caption><image:title>MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue 1 (7)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue%201%20(12).png</image:loc><image:caption>MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue 1 (12)</image:caption><image:title>MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue 1 (12)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue%201%20(11).png</image:loc><image:caption>MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue 1 (11)</image:caption><image:title>MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue 1 (11)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue%201%20(4).png</image:loc><image:caption>MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue 1 (4)</image:caption><image:title>MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue 1 (4)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue%201%20(2).png</image:loc><image:caption>MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue 1 (2)</image:caption><image:title>MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue 1 (2)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/Frame%205185%20(2).png</image:loc><image:caption>Frame 5185 (2)</image:caption><image:title>Frame 5185 (2)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-pattern-pricing-background.png</image:loc><image:caption>blue-pattern-pricing-background</image:caption><image:title>blue-pattern-pricing-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/implicate_pain_element_header_graphic_ew%201.svg</image:loc><image:caption>implicate_pain_element_header_graphic_ew 1</image:caption><image:title>implicate_pain_element_header_graphic_ew 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/mm-meddpicc-in-10-minutes-thumbnail.jpg</image:loc><image:caption>mm-meddpicc-in-10-minutes-thumbnail</image:caption><image:title>mm-meddpicc-in-10-minutes-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Three%20Stages%20of%20Pain%20Icons/three_stages_pain_indicate_pain_icon_512%20%C3%97%20512_sb_final.png</image:loc><image:caption>three_stages_pain_indicate_pain_icon_512 × 512_sb_final</image:caption><image:title>three_stages_pain_indicate_pain_icon_512 × 512_sb_final</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-gradient-banner-background.png</image:loc><image:caption>blue-gradient-banner-background</image:caption><image:title>blue-gradient-banner-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue%201%20(5).png</image:loc><image:caption>MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue 1 (5)</image:caption><image:title>MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue 1 (5)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Three%20Stages%20of%20Pain%20Icons/three_stages_pain_implicate_pain_icon_512%20%C3%97%20512_sb_final.png</image:loc><image:caption>three_stages_pain_implicate_pain_icon_512 × 512_sb_final</image:caption><image:title>three_stages_pain_implicate_pain_icon_512 × 512_sb_final</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue%201.png</image:loc><image:caption>MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue 1</image:caption><image:title>MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue%201%20(1).png</image:loc><image:caption>MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue 1 (1)</image:caption><image:title>MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue 1 (1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Three%20Stages%20of%20Pain%20Icons/three_stages_pain_identity_pain_icon_512%20%C3%97%20512_sb_final.png</image:loc><image:caption>three_stages_pain_identity_pain_icon_512 × 512_sb_final</image:caption><image:title>three_stages_pain_identity_pain_icon_512 × 512_sb_final</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/customer-stories/m1</loc><video:video><video:thumbnail_loc>https://meddicc.com/hubfs/mm_MEDDICC_M1_STORY_ANIMATION_20252312_ak_v3.mp4/medium.jpg</video:thumbnail_loc><video:title>mm_MEDDICC_M1_STORY_ANIMATION_20252312_ak_v3</video:title><video:description>mm_MEDDICC_M1_STORY_ANIMATION_20252312_ak_v3</video:description><video:content_loc>https://meddicc.com/hubfs/mm_MEDDICC_M1_STORY_ANIMATION_20252312_ak_v3.mp4</video:content_loc><video:duration>95</video:duration><video:requires_subscription>no</video:requires_subscription><video:live>no</video:live></video:video><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/Hero%20banner%20background%20(1).webp</image:loc><image:caption>Hero banner background (1)</image:caption><image:title>Hero banner background (1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/copy-link-icon.svg</image:loc><image:caption>copy-link-icon</image:caption><image:title>copy-link-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/win-rates-doubled-customer-story-thumbnail.png</image:loc><image:caption>win-rates-doubled-customer-story-thumbnail</image:caption><image:title>win-rates-doubled-customer-story-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/indico_data_logo.svg</image:loc><image:caption>indico_data_logo</image:caption><image:title>indico_data_logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/linkedin-icon.svg</image:loc><image:caption>linkedin-icon</image:caption><image:title>linkedin-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/BG.webp</image:loc><image:caption>BG</image:caption><image:title>BG</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/microlise_logo.svg</image:loc><image:caption>microlise_logo</image:caption><image:title>microlise_logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/resources/medmen-launching-meddicc-at-your-sko</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/spin-selling-vs-meddpicc-meddicc-thumbnail.png</image:loc><image:caption>spin-selling-vs-meddpicc-meddicc-thumbnail</image:caption><image:title>spin-selling-vs-meddpicc-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-thumbnail.png</image:loc><image:caption>ai-sales-qualification-tools-thumbnail</image:caption><image:title>ai-sales-qualification-tools-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blog_post_banner.png</image:loc><image:caption>blog_post_banner</image:caption><image:title>blog_post_banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/robin.png</image:loc><image:caption>robin</image:caption><image:title>robin</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-launches-t5-its-flagship-sales-leadership-thumbnail.jpg</image:loc><image:caption>MEDDICC launches T5, its flagship sales-leadership program</image:caption><image:title>meddicc-launches-t5-its-flagship-sales-leadership-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/medmen-launching-meddicc-at-your-sko-thumbnail.png</image:loc><image:caption>medmen-launching-meddicc-at-your-sko-thumbnail</image:caption><image:title>medmen-launching-meddicc-at-your-sko-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-feature-image.png</image:loc><image:caption>ai-sales-qualification-tools-feature-image</image:caption><image:title>ai-sales-qualification-tools-feature-image</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-gradient-newsletter-cta-background.png</image:loc><image:caption>blue-gradient-newsletter-cta-background</image:caption><image:title>blue-gradient-newsletter-cta-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><lastmod>2026-11-06</lastmod></url><url><loc>https://meddicc.com/resources/capitalize-on-your-sko-with-meddic</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blog_post_banner.png</image:loc><image:caption>blog_post_banner</image:caption><image:title>blog_post_banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-thumbnail.png</image:loc><image:caption>ai-sales-qualification-tools-thumbnail</image:caption><image:title>ai-sales-qualification-tools-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/spin-selling-vs-meddpicc-meddicc-thumbnail.png</image:loc><image:caption>spin-selling-vs-meddpicc-meddicc-thumbnail</image:caption><image:title>spin-selling-vs-meddpicc-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-gradient-newsletter-cta-background.png</image:loc><image:caption>blue-gradient-newsletter-cta-background</image:caption><image:title>blue-gradient-newsletter-cta-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-feature-image.png</image:loc><image:caption>ai-sales-qualification-tools-feature-image</image:caption><image:title>ai-sales-qualification-tools-feature-image</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/pim-roelofsen-headshot-arch.png</image:loc><image:caption>pim-roelofsen-headshot-arch</image:caption><image:title>pim-roelofsen-headshot-arch</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-launches-t5-its-flagship-sales-leadership-thumbnail.jpg</image:loc><image:caption>MEDDICC launches T5, its flagship sales-leadership program</image:caption><image:title>meddicc-launches-t5-its-flagship-sales-leadership-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/capitalize-on-your-sko-with-meddic-thumbnail.png</image:loc><image:caption>capitalize-on-your-sko-with-meddic-thumbnail</image:caption><image:title>capitalize-on-your-sko-with-meddic-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><lastmod>2026-05-27</lastmod></url><url><loc>https://meddicc.com/resources/systems-vs-habits-a-meddpicc-perspective</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/vectors/MD_Avatar.svg</image:loc><image:caption>MD_Avatar</image:caption><image:title>MD_Avatar</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-gradient-newsletter-cta-background.png</image:loc><image:caption>blue-gradient-newsletter-cta-background</image:caption><image:title>blue-gradient-newsletter-cta-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-feature-image.png</image:loc><image:caption>ai-sales-qualification-tools-feature-image</image:caption><image:title>ai-sales-qualification-tools-feature-image</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-thumbnail.png</image:loc><image:caption>ai-sales-qualification-tools-thumbnail</image:caption><image:title>ai-sales-qualification-tools-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/spin-selling-vs-meddpicc-meddicc-thumbnail.png</image:loc><image:caption>spin-selling-vs-meddpicc-meddicc-thumbnail</image:caption><image:title>spin-selling-vs-meddpicc-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/systems-vs-habits-a-meddpicc-perspective-thumbnail.png</image:loc><image:caption>systems-vs-habits-a-meddpicc-perspective-thumbnail</image:caption><image:title>systems-vs-habits-a-meddpicc-perspective-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-launches-t5-its-flagship-sales-leadership-thumbnail.jpg</image:loc><image:caption>MEDDICC launches T5, its flagship sales-leadership program</image:caption><image:title>meddicc-launches-t5-its-flagship-sales-leadership-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blog_post_banner.png</image:loc><image:caption>blog_post_banner</image:caption><image:title>blog_post_banner</image:title></image:image><lastmod>2026-11-06</lastmod></url><url><loc>https://meddicc.com/resources/meddpicc-as-framework-partner</loc><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-thumbnail.png</image:loc><image:caption>ai-sales-qualification-tools-thumbnail</image:caption><image:title>ai-sales-qualification-tools-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-gradient-newsletter-cta-background.png</image:loc><image:caption>blue-gradient-newsletter-cta-background</image:caption><image:title>blue-gradient-newsletter-cta-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-launches-t5-its-flagship-sales-leadership-thumbnail.jpg</image:loc><image:caption>MEDDICC launches T5, its flagship sales-leadership program</image:caption><image:title>meddicc-launches-t5-its-flagship-sales-leadership-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/robin.png</image:loc><image:caption>robin</image:caption><image:title>robin</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/spin-selling-vs-meddpicc-meddicc-thumbnail.png</image:loc><image:caption>spin-selling-vs-meddpicc-meddicc-thumbnail</image:caption><image:title>spin-selling-vs-meddpicc-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-feature-image.png</image:loc><image:caption>ai-sales-qualification-tools-feature-image</image:caption><image:title>ai-sales-qualification-tools-feature-image</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddpicc-as-framework-partner-thumbnail.png</image:loc><image:caption>meddpicc-as-framework-partner-thumbnail</image:caption><image:title>meddpicc-as-framework-partner-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blog_post_banner.png</image:loc><image:caption>blog_post_banner</image:caption><image:title>blog_post_banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><lastmod>2026-11-06</lastmod></url><url><loc>https://meddicc.com/use-case/increase-acv</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/up_next_raise_rep_producitivty%20(1)%20(1).webp</image:loc><image:caption>up_next_raise_rep_producitivty (1) (1)</image:caption><image:title>up_next_raise_rep_producitivty (1) (1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/level-up-icon.svg</image:loc><image:caption>level-up-icon</image:caption><image:title>level-up-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/jt-keating-testimonial.webp</image:loc><image:caption>jt-keating-testimonial</image:caption><image:title>jt-keating-testimonial</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/Membership%20(1).webp</image:loc><image:caption>Membership (1)</image:caption><image:title>Membership (1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/learn-icon.svg</image:loc><image:caption>learn-icon</image:caption><image:title>learn-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/factorial-logo.png</image:loc><image:caption>factorial-logo</image:caption><image:title>factorial-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-pattern-pricing-background.png</image:loc><image:caption>blue-pattern-pricing-background</image:caption><image:title>blue-pattern-pricing-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/background.png</image:loc><image:caption>background</image:caption><image:title>background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/oyster-logo.png</image:loc><image:caption>oyster-logo</image:caption><image:title>oyster-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/use_cases_acv_profitability_takes_hit.svg</image:loc><image:caption>use_cases_acv_profitability_takes_hit</image:caption><image:title>use_cases_acv_profitability_takes_hit</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/use_cases_acv_stakeholders_out_of_reach.svg</image:loc><image:caption>use_cases_acv_stakeholders_out_of_reach</image:caption><image:title>use_cases_acv_stakeholders_out_of_reach</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/cognism-logo.png</image:loc><image:caption>cognism-logo</image:caption><image:title>cognism-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/teamviewer-logo.png</image:loc><image:caption>teamviewer-logo</image:caption><image:title>teamviewer-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/use_cases_acv_leadership_confidence.svg</image:loc><image:caption>use_cases_acv_leadership_confidence</image:caption><image:title>use_cases_acv_leadership_confidence</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/teamtailor-logo-2.png</image:loc><image:caption>teamtailor-logo-2</image:caption><image:title>teamtailor-logo-2</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/cision-logo.png</image:loc><image:caption>cision-logo</image:caption><image:title>cision-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/datatonic-logo.png</image:loc><image:caption>datatonic-logo</image:caption><image:title>datatonic-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/net-health-logo.png</image:loc><image:caption>net-health-logo</image:caption><image:title>net-health-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/crowdstrike-logo.png</image:loc><image:caption>crowdstrike-logo</image:caption><image:title>crowdstrike-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/increasing_acv_header_1_1_1x.webp</image:loc><image:caption>increasing_acv_header_1_1_1x</image:caption><image:title>increasing_acv_header_1_1_1x</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/Programs-1.webp</image:loc><image:caption>Programs-1</image:caption><image:title>Programs-1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/aws-logo.png</image:loc><image:caption>aws-logo</image:caption><image:title>aws-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/execute-icon.svg</image:loc><image:caption>execute-icon</image:caption><image:title>execute-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/cloudflare-logo.png</image:loc><image:caption>cloudflare-logo</image:caption><image:title>cloudflare-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/digitaled-logo.png</image:loc><image:caption>digitaled-logo</image:caption><image:title>digitaled-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/microlise-logo.png</image:loc><image:caption>microlise-logo</image:caption><image:title>microlise-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/background%20(6)%20(1).png</image:loc><image:caption>background (6) (1)</image:caption><image:title>background (6) (1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/quote-icon.png</image:loc><image:caption>quote-icon</image:caption><image:title>quote-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/darktrace-logo.png</image:loc><image:caption>darktrace-logo</image:caption><image:title>darktrace-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/Products%20(1).webp</image:loc><image:caption>Products (1)</image:caption><image:title>Products (1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/zapier-logo.png</image:loc><image:caption>zapier-logo</image:caption><image:title>zapier-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/meddicc-media/medmen-how-to-use-meddpicc-to-ace-your-interview</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-related-bg.webp</image:loc><image:caption>podcast-related-bg</image:caption><image:title>podcast-related-bg</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-what-if-your-champion-is-your-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:caption><image:title>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/andy-whyte-headshot.png</image:loc><image:caption>andy-whyte-headshot</image:caption><image:title>andy-whyte-headshot</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-about.webp</image:loc><image:caption>podcast-sidebar-about</image:caption><image:title>podcast-sidebar-about</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/pim.png</image:loc><image:caption>pim</image:caption><image:title>pim</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:caption><image:title>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:caption><image:title>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-post-banner.webp</image:loc><image:caption>podcast-post-banner</image:caption><image:title>podcast-post-banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/medmen-how-to-use-meddpicc-to-ace-your-interview-thumbnail.jpg</image:loc><image:caption>medmen-how-to-use-meddpicc-to-ace-your-interview-thumbnail</image:caption><image:title>medmen-how-to-use-meddpicc-to-ace-your-interview-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-form.webp</image:loc><image:caption>podcast-sidebar-form</image:caption><image:title>podcast-sidebar-form</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/vectors/MD_Avatar.svg</image:loc><image:caption>MD_Avatar</image:caption><image:title>MD_Avatar</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/meddicc-media/andy-birthday-surprise</loc><image:image><image:loc>https://meddicc.com/hubfs/AskAW.png</image:loc><image:caption>AskAW</image:caption><image:title>AskAW</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/TMES-Main-Logo.png</image:loc><image:caption>TMES-Main-Logo</image:caption><image:title>TMES-Main-Logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/LOGOS/Logo_MEDMEN.png</image:loc><image:caption>Logo_MEDMEN</image:caption><image:title>Logo_MEDMEN</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/LOGOS/Logo_Masters%20of%20MEDDICC.png</image:loc><image:caption>Logo_Masters of MEDDICC</image:caption><image:title>Logo_Masters of MEDDICC</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/The%20Journey.png</image:loc><image:caption>The Journey</image:caption><image:title>The Journey</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:caption><image:title>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/mm_prtnr_-sttp_logo_horizontal_primary_1080%20%C3%97%20234_sb_final.png</image:loc><image:caption>mm_prtnr_-sttp_logo_horizontal_primary_1080 × 234_sb_final</image:caption><image:title>mm_prtnr_-sttp_logo_horizontal_primary_1080 × 234_sb_final</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/LOGOS/Logo_Marketing%20Unlocked.png</image:loc><image:caption>Logo_Marketing Unlocked</image:caption><image:title>Logo_Marketing Unlocked</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/AWJ.png</image:loc><image:caption>AWJ</image:caption><image:title>AWJ</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:caption><image:title>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/LOGOS/Logo_Elite%20Dealers.png</image:loc><image:caption>Logo_Elite Dealers</image:caption><image:title>Logo_Elite Dealers</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-what-if-your-champion-is-your-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:caption><image:title>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/maxresdefault-1.webp</image:loc><image:caption>maxresdefault-1</image:caption><image:title>maxresdefault-1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/knowledge/how-to-check-your-teams-progress-and-generate-reports</loc><lastmod>2026-11-06</lastmod></url><url><loc>https://meddicc.com/knowledge/winni-call-recorder-security-compliance</loc><lastmod>2026-08-12</lastmod></url><url><loc>https://meddicc.com/knowledge/meet-winni-your-ai-partner-for-meddpicc</loc><lastmod>2026-02-23</lastmod></url><url><loc>https://meddicc.com/resources/meddpicc-paper-process-meddicc</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blog_post_banner.png</image:loc><image:caption>blog_post_banner</image:caption><image:title>blog_post_banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-thumbnail.png</image:loc><image:caption>ai-sales-qualification-tools-thumbnail</image:caption><image:title>ai-sales-qualification-tools-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-gradient-newsletter-cta-background.png</image:loc><image:caption>blue-gradient-newsletter-cta-background</image:caption><image:title>blue-gradient-newsletter-cta-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-feature-image.png</image:loc><image:caption>ai-sales-qualification-tools-feature-image</image:caption><image:title>ai-sales-qualification-tools-feature-image</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-launches-t5-its-flagship-sales-leadership-thumbnail.jpg</image:loc><image:caption>MEDDICC launches T5, its flagship sales-leadership program</image:caption><image:title>meddicc-launches-t5-its-flagship-sales-leadership-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/vectors/MD_Avatar.svg</image:loc><image:caption>MD_Avatar</image:caption><image:title>MD_Avatar</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/spin-selling-vs-meddpicc-meddicc-thumbnail.png</image:loc><image:caption>spin-selling-vs-meddpicc-meddicc-thumbnail</image:caption><image:title>spin-selling-vs-meddpicc-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddpicc-paper-process-meddicc-thumbnail.jpg</image:loc><image:caption>meddpicc-paper-process-meddicc-thumbnail</image:caption><image:title>meddpicc-paper-process-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/products/shorts</loc><video:video><video:thumbnail_loc>https://meddicc.com/hubfs/ci18_enb_mktg_prd_meddicc_shorts_trailer_16x9_jd_final.mp4/medium.jpg</video:thumbnail_loc><video:title>ci18_enb_mktg_prd_meddicc_shorts_trailer_16x9_jd_final</video:title><video:description>ci18_enb_mktg_prd_meddicc_shorts_trailer_16x9_jd_final</video:description><video:content_loc>https://meddicc.com/hubfs/ci18_enb_mktg_prd_meddicc_shorts_trailer_16x9_jd_final.mp4</video:content_loc><video:duration>37</video:duration><video:requires_subscription>no</video:requires_subscription><video:live>no</video:live></video:video><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/products-shorts-reinforce-what-you-know.svg</image:loc><image:caption>products-shorts-reinforce-what-you-know</image:caption><image:title>products-shorts-reinforce-what-you-know</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-faq-question-icon-2.png</image:loc><image:caption>meddicc-faq-question-icon-2</image:caption><image:title>meddicc-faq-question-icon-2</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/shorts-gif-2-on-demand-always-accessible.gif</image:loc><image:caption>shorts-gif-2-on-demand-always-accessible</image:caption><image:title>shorts-gif-2-on-demand-always-accessible</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/products-shorts-stay-sharp.svg</image:loc><image:caption>products-shorts-stay-sharp</image:caption><image:title>products-shorts-stay-sharp</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-faq-question-icon-1.png</image:loc><image:caption>meddicc-faq-question-icon-1</image:caption><image:title>meddicc-faq-question-icon-1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/shorts-gif-1-focused-videos-no-fluff.gif</image:loc><image:caption>shorts-gif-1-focused-videos-no-fluff</image:caption><image:title>shorts-gif-1-focused-videos-no-fluff</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-faq-question-icon-3.png</image:loc><image:caption>meddicc-faq-question-icon-3</image:caption><image:title>meddicc-faq-question-icon-3</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/form_content_banner.webp</image:loc><image:caption>form_content_banner</image:caption><image:title>form_content_banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/cta-banner-2.png</image:loc><image:caption>cta-banner-2</image:caption><image:title>cta-banner-2</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/products-product-deals-purpose-built-meddicc-platform.svg</image:loc><image:caption>products-product-deals-purpose-built-meddicc-platform</image:caption><image:title>products-product-deals-purpose-built-meddicc-platform</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/up-next-playbook.png</image:loc><image:caption>up-next-playbook</image:caption><image:title>up-next-playbook</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/products-shorts-the-right-answer-when-you-need-it.svg</image:loc><image:caption>products-shorts-the-right-answer-when-you-need-it</image:caption><image:title>products-shorts-the-right-answer-when-you-need-it</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/products-deals-all-programs-in-one-plce.svg</image:loc><image:caption>products-deals-all-programs-in-one-plce</image:caption><image:title>products-deals-all-programs-in-one-plce</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/Hero%20banner%20background%20(1).webp</image:loc><image:caption>Hero banner background (1)</image:caption><image:title>Hero banner background (1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/ai-info</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-courses-leadership-and-enablement-icon.png</image:loc><image:caption>meddicc-courses-leadership-and-enablement-icon</image:caption><image:title>meddicc-courses-leadership-and-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-courses-value-pyramid-icon.png</image:loc><image:caption>meddicc-courses-value-pyramid-icon</image:caption><image:title>meddicc-courses-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White.jpg</image:loc><image:caption>27001_MONO_White</image:caption><image:title>27001_MONO_White</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-courses-meddicc-value-icon.png</image:loc><image:caption>meddicc-courses-meddicc-value-icon</image:caption><image:title>meddicc-courses-meddicc-value-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/meddicc-media/ask-andy-whyte-how-to-turn-a-contact-into-a-champion</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/vectors/MD_Avatar.svg</image:loc><image:caption>MD_Avatar</image:caption><image:title>MD_Avatar</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-related-bg.webp</image:loc><image:caption>podcast-related-bg</image:caption><image:title>podcast-related-bg</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-how-to-turn-a-contact-into-a-champion-thumbnail.png</image:loc><image:caption>ask-andy-whyte-how-to-turn-a-contact-into-a-champion-thumbnail</image:caption><image:title>ask-andy-whyte-how-to-turn-a-contact-into-a-champion-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:caption><image:title>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:caption><image:title>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-what-if-your-champion-is-your-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:caption><image:title>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/andy-whyte-headshot.png</image:loc><image:caption>andy-whyte-headshot</image:caption><image:title>andy-whyte-headshot</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-form.webp</image:loc><image:caption>podcast-sidebar-form</image:caption><image:title>podcast-sidebar-form</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-about.webp</image:loc><image:caption>podcast-sidebar-about</image:caption><image:title>podcast-sidebar-about</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-post-banner.webp</image:loc><image:caption>podcast-post-banner</image:caption><image:title>podcast-post-banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/resources/meddpicc-trademark-cancelled-federal-court-ruling</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blog_post_banner.png</image:loc><image:caption>blog_post_banner</image:caption><image:title>blog_post_banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/spin-selling-vs-meddpicc-meddicc-thumbnail.png</image:loc><image:caption>spin-selling-vs-meddpicc-meddicc-thumbnail</image:caption><image:title>spin-selling-vs-meddpicc-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-thumbnail.png</image:loc><image:caption>ai-sales-qualification-tools-thumbnail</image:caption><image:title>ai-sales-qualification-tools-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddpicc-trademark-ruling-social-image.png</image:loc><image:caption>meddpicc-trademark-ruling-social-image</image:caption><image:title>meddpicc-trademark-ruling-social-image</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/vectors/MD_Avatar.svg</image:loc><image:caption>MD_Avatar</image:caption><image:title>MD_Avatar</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-feature-image.png</image:loc><image:caption>ai-sales-qualification-tools-feature-image</image:caption><image:title>ai-sales-qualification-tools-feature-image</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-gradient-newsletter-cta-background.png</image:loc><image:caption>blue-gradient-newsletter-cta-background</image:caption><image:title>blue-gradient-newsletter-cta-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-launches-t5-its-flagship-sales-leadership-thumbnail.jpg</image:loc><image:caption>MEDDICC launches T5, its flagship sales-leadership program</image:caption><image:title>meddicc-launches-t5-its-flagship-sales-leadership-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/knowledge/using-calls</loc><lastmod>2026-08-20</lastmod></url><url><loc>https://meddicc.com/product-release</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/form_content_banner.webp</image:loc><image:caption>form_content_banner</image:caption><image:title>form_content_banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/Hero%20banner%20background%20(1).webp</image:loc><image:caption>Hero banner background (1)</image:caption><image:title>Hero banner background (1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Vito%20.png</image:loc><image:caption>Vito </image:caption><image:title>Vito </image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/Barnum-@4x.png</image:loc><image:caption>Barnum-@4x</image:caption><image:title>Barnum-@4x</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/A4%203.png</image:loc><image:caption>A4 3</image:caption><image:title>A4 3</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Winni-Main@4x.png</image:loc><image:caption>Winni-Main@4x</image:caption><image:title>Winni-Main@4x</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><lastmod>2026-11-06</lastmod></url><url><loc>https://meddicc.com/media</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/new-chevron-background-blue-landscape-1%201%20(1).png</image:loc><image:caption>new-chevron-background-blue-landscape-1 1 (1)</image:caption><image:title>new-chevron-background-blue-landscape-1 1 (1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-what-if-your-champion-is-your-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:caption><image:title>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/jason-creane-on-coachability-pt-2-masters-of-meddicc-thumbnail.png</image:loc><image:caption>jason-creane-on-coachability-pt-2-masters-of-meddicc-thumbnail</image:caption><image:title>jason-creane-on-coachability-pt-2-masters-of-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/medmen-the-dirty-secret-every-saas-company-is-ignoring-thumbnail.png</image:loc><image:caption>medmen-the-dirty-secret-every-saas-company-is-ignoring-thumbnail</image:caption><image:title>medmen-the-dirty-secret-every-saas-company-is-ignoring-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/medmen-why-meddpicc-fails-in-your-team-its-not-what-thumbnail.jpg</image:loc><image:caption>medmen-why-meddpicc-fails-in-your-team-its-not-what-thumbnail</image:caption><image:title>medmen-why-meddpicc-fails-in-your-team-its-not-what-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/logo_ask%20andy_transparent.png</image:loc><image:caption>logo_ask andy_transparent</image:caption><image:title>logo_ask andy_transparent</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/medmen-stop-taking-sales-negotiation-advice-from-fbi-thumbnail.jpg</image:loc><image:caption>medmen-stop-taking-sales-negotiation-advice-from-fbi-thumbnail</image:caption><image:title>medmen-stop-taking-sales-negotiation-advice-from-fbi-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-launches-t5-its-flagship-sales-leadership-thumbnail.jpg</image:loc><image:caption>MEDDICC launches T5, its flagship sales-leadership program</image:caption><image:title>meddicc-launches-t5-its-flagship-sales-leadership-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/masters-of-meddicc-lucy-williams-jones-2026-thumbnail.png</image:loc><image:caption>masters-of-meddicc-lucy-williams-jones-2026-thumbnail</image:caption><image:title>masters-of-meddicc-lucy-williams-jones-2026-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/CTA%20(2)%20(1).png</image:loc><image:caption>CTA (2) (1)</image:caption><image:title>CTA (2) (1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/MoM_secondary_logo%201.svg</image:loc><image:caption>MoM_secondary_logo 1</image:caption><image:title>MoM_secondary_logo 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-feature-image.png</image:loc><image:caption>ai-sales-qualification-tools-feature-image</image:caption><image:title>ai-sales-qualification-tools-feature-image</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/masters-of-meddicc-s2-ep1-josh-reiner-thumbnail.png</image:loc><image:caption>masters-of-meddicc-s2-ep1-josh-reiner-thumbnail</image:caption><image:title>masters-of-meddicc-s2-ep1-josh-reiner-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/Hero%20banner%20background%20(1).webp</image:loc><image:caption>Hero banner background (1)</image:caption><image:title>Hero banner background (1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/MEDMEN%20white%20(3).png</image:loc><image:caption>MEDMEN white (3)</image:caption><image:title>MEDMEN white (3)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:caption><image:title>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/light-blue-card-background-alt.png</image:loc><image:caption>light-blue-card-background-alt</image:caption><image:title>light-blue-card-background-alt</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-thumbnail.png</image:loc><image:caption>ai-sales-qualification-tools-thumbnail</image:caption><image:title>ai-sales-qualification-tools-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/logo_Elite%20Dealers_all%20white.png</image:loc><image:caption>logo_Elite Dealers_all white</image:caption><image:title>logo_Elite Dealers_all white</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:caption><image:title>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc_media_header_graphic_optimized.svg</image:loc><image:caption>meddicc_media_header_graphic_optimized</image:caption><image:title>meddicc_media_header_graphic_optimized</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/resources/rethinking-negotiation-in-sales</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-feature-image.png</image:loc><image:caption>ai-sales-qualification-tools-feature-image</image:caption><image:title>ai-sales-qualification-tools-feature-image</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-launches-t5-its-flagship-sales-leadership-thumbnail.jpg</image:loc><image:caption>MEDDICC launches T5, its flagship sales-leadership program</image:caption><image:title>meddicc-launches-t5-its-flagship-sales-leadership-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-gradient-newsletter-cta-background.png</image:loc><image:caption>blue-gradient-newsletter-cta-background</image:caption><image:title>blue-gradient-newsletter-cta-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/andy.png</image:loc><image:caption>andy</image:caption><image:title>andy</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/rethinking-negotiation-in-sales-thumbnail.png</image:loc><image:caption>rethinking-negotiation-in-sales-thumbnail</image:caption><image:title>rethinking-negotiation-in-sales-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/spin-selling-vs-meddpicc-meddicc-thumbnail.png</image:loc><image:caption>spin-selling-vs-meddpicc-meddicc-thumbnail</image:caption><image:title>spin-selling-vs-meddpicc-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-thumbnail.png</image:loc><image:caption>ai-sales-qualification-tools-thumbnail</image:caption><image:title>ai-sales-qualification-tools-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blog_post_banner.png</image:loc><image:caption>blog_post_banner</image:caption><image:title>blog_post_banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/meddicc-media/medmen-s1-ep1-implementation</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/TMES-Main-Logo.png</image:loc><image:caption>TMES-Main-Logo</image:caption><image:title>TMES-Main-Logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/medmen-s1-ep1-implementation-thumbnail.jpg</image:loc><image:caption>medmen-s1-ep1-implementation-thumbnail</image:caption><image:title>medmen-s1-ep1-implementation-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:caption><image:title>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/LOGOS/Logo_Marketing%20Unlocked.png</image:loc><image:caption>Logo_Marketing Unlocked</image:caption><image:title>Logo_Marketing Unlocked</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/mm_prtnr_-sttp_logo_horizontal_primary_1080%20%C3%97%20234_sb_final.png</image:loc><image:caption>mm_prtnr_-sttp_logo_horizontal_primary_1080 × 234_sb_final</image:caption><image:title>mm_prtnr_-sttp_logo_horizontal_primary_1080 × 234_sb_final</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/AWJ.png</image:loc><image:caption>AWJ</image:caption><image:title>AWJ</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-what-if-your-champion-is-your-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:caption><image:title>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/LOGOS/Logo_Masters%20of%20MEDDICC.png</image:loc><image:caption>Logo_Masters of MEDDICC</image:caption><image:title>Logo_Masters of MEDDICC</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/The%20Journey.png</image:loc><image:caption>The Journey</image:caption><image:title>The Journey</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:caption><image:title>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/LOGOS/Logo_Elite%20Dealers.png</image:loc><image:caption>Logo_Elite Dealers</image:caption><image:title>Logo_Elite Dealers</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/AskAW.png</image:loc><image:caption>AskAW</image:caption><image:title>AskAW</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/LOGOS/Logo_MEDMEN.png</image:loc><image:caption>Logo_MEDMEN</image:caption><image:title>Logo_MEDMEN</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/meddicc-media/medmen-s1-ep6-economic-buyer</loc><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/andy-whyte-headshot.png</image:loc><image:caption>andy-whyte-headshot</image:caption><image:title>andy-whyte-headshot</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-what-if-your-champion-is-your-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:caption><image:title>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-form.webp</image:loc><image:caption>podcast-sidebar-form</image:caption><image:title>podcast-sidebar-form</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/vectors/MD_Avatar.svg</image:loc><image:caption>MD_Avatar</image:caption><image:title>MD_Avatar</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-related-bg.webp</image:loc><image:caption>podcast-related-bg</image:caption><image:title>podcast-related-bg</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-post-banner.webp</image:loc><image:caption>podcast-post-banner</image:caption><image:title>podcast-post-banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/medmen-s1-ep6-economic-buyer-thumbnail.jpg</image:loc><image:caption>medmen-s1-ep6-economic-buyer-thumbnail</image:caption><image:title>medmen-s1-ep6-economic-buyer-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:caption><image:title>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:caption><image:title>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/pim.png</image:loc><image:caption>pim</image:caption><image:title>pim</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-about.webp</image:loc><image:caption>podcast-sidebar-about</image:caption><image:title>podcast-sidebar-about</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/resources/mastering-the-sales-pitch</loc><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blog_post_banner.png</image:loc><image:caption>blog_post_banner</image:caption><image:title>blog_post_banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-thumbnail.png</image:loc><image:caption>ai-sales-qualification-tools-thumbnail</image:caption><image:title>ai-sales-qualification-tools-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-feature-image.png</image:loc><image:caption>ai-sales-qualification-tools-feature-image</image:caption><image:title>ai-sales-qualification-tools-feature-image</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/vectors/MD_Avatar.svg</image:loc><image:caption>MD_Avatar</image:caption><image:title>MD_Avatar</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/spin-selling-vs-meddpicc-meddicc-thumbnail.png</image:loc><image:caption>spin-selling-vs-meddpicc-meddicc-thumbnail</image:caption><image:title>spin-selling-vs-meddpicc-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-gradient-newsletter-cta-background.png</image:loc><image:caption>blue-gradient-newsletter-cta-background</image:caption><image:title>blue-gradient-newsletter-cta-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/mastering-the-sales-pitch-thumbnail.png</image:loc><image:caption>mastering-the-sales-pitch-thumbnail</image:caption><image:title>mastering-the-sales-pitch-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-launches-t5-its-flagship-sales-leadership-thumbnail.jpg</image:loc><image:caption>MEDDICC launches T5, its flagship sales-leadership program</image:caption><image:title>meddicc-launches-t5-its-flagship-sales-leadership-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><lastmod>2026-11-06</lastmod></url><url><loc>https://meddicc.com/resources/leadership-in-meddpicc-mastery</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-launches-t5-its-flagship-sales-leadership-thumbnail.jpg</image:loc><image:caption>MEDDICC launches T5, its flagship sales-leadership program</image:caption><image:title>meddicc-launches-t5-its-flagship-sales-leadership-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/leadership-in-meddpicc-mastery-thumbnail.png</image:loc><image:caption>leadership-in-meddpicc-mastery-thumbnail</image:caption><image:title>leadership-in-meddpicc-mastery-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-thumbnail.png</image:loc><image:caption>ai-sales-qualification-tools-thumbnail</image:caption><image:title>ai-sales-qualification-tools-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/vectors/MD_Avatar.svg</image:loc><image:caption>MD_Avatar</image:caption><image:title>MD_Avatar</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-feature-image.png</image:loc><image:caption>ai-sales-qualification-tools-feature-image</image:caption><image:title>ai-sales-qualification-tools-feature-image</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-gradient-newsletter-cta-background.png</image:loc><image:caption>blue-gradient-newsletter-cta-background</image:caption><image:title>blue-gradient-newsletter-cta-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/spin-selling-vs-meddpicc-meddicc-thumbnail.png</image:loc><image:caption>spin-selling-vs-meddpicc-meddicc-thumbnail</image:caption><image:title>spin-selling-vs-meddpicc-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blog_post_banner.png</image:loc><image:caption>blog_post_banner</image:caption><image:title>blog_post_banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><lastmod>2026-11-06</lastmod></url><url><loc>https://meddicc.com/meddicc-media/medmen-s2-ep3-deal-complexity</loc><image:image><image:loc>https://meddicc.com/hubfs/medmen-s2-ep3-deal-complexity-thumbnail.png</image:loc><image:caption>medmen-s2-ep3-deal-complexity-thumbnail</image:caption><image:title>medmen-s2-ep3-deal-complexity-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:caption><image:title>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/vectors/MD_Avatar.svg</image:loc><image:caption>MD_Avatar</image:caption><image:title>MD_Avatar</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-related-bg.webp</image:loc><image:caption>podcast-related-bg</image:caption><image:title>podcast-related-bg</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:caption><image:title>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-what-if-your-champion-is-your-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:caption><image:title>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-form.webp</image:loc><image:caption>podcast-sidebar-form</image:caption><image:title>podcast-sidebar-form</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-about.webp</image:loc><image:caption>podcast-sidebar-about</image:caption><image:title>podcast-sidebar-about</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/andy-whyte-headshot.png</image:loc><image:caption>andy-whyte-headshot</image:caption><image:title>andy-whyte-headshot</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-post-banner.webp</image:loc><image:caption>podcast-post-banner</image:caption><image:title>podcast-post-banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/pim.png</image:loc><image:caption>pim</image:caption><image:title>pim</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/operating-system/integrations</loc><image:image><image:loc>https://meddicc.com/hubfs/net-health-logo.png</image:loc><image:caption>net-health-logo</image:caption><image:title>net-health-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/zendesk-sell-logo.png</image:loc><image:caption>zendesk-sell-logo</image:caption><image:title>zendesk-sell-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Meddic_Logo_2025/mos_logo_outline.svg</image:loc><image:caption>mos_logo_outline</image:caption><image:title>mos_logo_outline</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc_sso_integration_secure_authentication_32x32_jz%20copy.svg</image:loc><image:caption>meddicc_sso_integration_secure_authentication_32x32_jz copy</image:caption><image:title>meddicc_sso_integration_secure_authentication_32x32_jz copy</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/Salesforce%20Integration.svg</image:loc><image:caption>Salesforce Integration</image:caption><image:title>Salesforce Integration</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Right.png</image:loc><image:caption>Right</image:caption><image:title>Right</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/check-circle-icon-blue.svg</image:loc><image:caption>check-circle-icon-blue</image:caption><image:title>check-circle-icon-blue</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/digitaled-logo.png</image:loc><image:caption>digitaled-logo</image:caption><image:title>digitaled-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/quote-marks-icon.svg</image:loc><image:caption>quote-marks-icon</image:caption><image:title>quote-marks-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/microlise-logo.png</image:loc><image:caption>microlise-logo</image:caption><image:title>microlise-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/cloudflare-logo.png</image:loc><image:caption>cloudflare-logo</image:caption><image:title>cloudflare-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc_sso_integration_no_dev_work_needed_32x32_jz%20copy.svg</image:loc><image:caption>meddicc_sso_integration_no_dev_work_needed_32x32_jz copy</image:caption><image:title>meddicc_sso_integration_no_dev_work_needed_32x32_jz copy</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/Background%20Blue.webp</image:loc><image:caption>Background Blue</image:caption><image:title>Background Blue</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Frame%201597883884.png</image:loc><image:caption>Frame 1597883884</image:caption><image:title>Frame 1597883884</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/A4%204%20(2).png</image:loc><image:caption>A4 4 (2)</image:caption><image:title>A4 4 (2)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Outline%203.png</image:loc><image:caption>Outline 3</image:caption><image:title>Outline 3</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc_sso_integration_compliant_with_sso_and_data_policies_32x32_jz.svg</image:loc><image:caption>meddicc_sso_integration_compliant_with_sso_and_data_policies_32x32_jz</image:caption><image:title>meddicc_sso_integration_compliant_with_sso_and_data_policies_32x32_jz</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/oyster-logo.png</image:loc><image:caption>oyster-logo</image:caption><image:title>oyster-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Frame%201597883887.png</image:loc><image:caption>Frame 1597883887</image:caption><image:title>Frame 1597883887</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Frame%201597883891.png</image:loc><image:caption>Frame 1597883891</image:caption><image:title>Frame 1597883891</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/activecampaign-logo.png</image:loc><image:caption>activecampaign-logo</image:caption><image:title>activecampaign-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Frame%201597883893.png</image:loc><image:caption>Frame 1597883893</image:caption><image:title>Frame 1597883893</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/cognism-logo.png</image:loc><image:caption>cognism-logo</image:caption><image:title>cognism-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/datatonic-logo.png</image:loc><image:caption>datatonic-logo</image:caption><image:title>datatonic-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Frame%201597883883.png</image:loc><image:caption>Frame 1597883883</image:caption><image:title>Frame 1597883883</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/darktrace-logo.png</image:loc><image:caption>darktrace-logo</image:caption><image:title>darktrace-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Outline%202.png</image:loc><image:caption>Outline 2</image:caption><image:title>Outline 2</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/teamtailor-logo-2.png</image:loc><image:caption>teamtailor-logo-2</image:caption><image:title>teamtailor-logo-2</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Frame%201597883886.png</image:loc><image:caption>Frame 1597883886</image:caption><image:title>Frame 1597883886</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/light-blue-chevron-background.webp</image:loc><image:caption>light-blue-chevron-background</image:caption><image:title>light-blue-chevron-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/hubspot-logo.png</image:loc><image:caption>hubspot-logo</image:caption><image:title>hubspot-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Outline%201.png</image:loc><image:caption>Outline 1</image:caption><image:title>Outline 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/Want%20to%20See%20It%20in%20Action%3F.webp</image:loc><image:caption>Want to See It in Action?</image:caption><image:title>Want to See It in Action?</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/crowdstrike-logo.png</image:loc><image:caption>crowdstrike-logo</image:caption><image:title>crowdstrike-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/andy.png</image:loc><image:caption>andy</image:caption><image:title>andy</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/Hero%20Section%20-%20Video.webp</image:loc><image:caption>Hero Section - Video</image:caption><image:title>Hero Section - Video</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/cision-logo.png</image:loc><image:caption>cision-logo</image:caption><image:title>cision-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/salesforce-logo.png</image:loc><image:caption>salesforce-logo</image:caption><image:title>salesforce-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/copper-logo.png</image:loc><image:caption>copper-logo</image:caption><image:title>copper-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/aws-logo.png</image:loc><image:caption>aws-logo</image:caption><image:title>aws-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/factorial-logo.png</image:loc><image:caption>factorial-logo</image:caption><image:title>factorial-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Frame%201597883889.png</image:loc><image:caption>Frame 1597883889</image:caption><image:title>Frame 1597883889</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/zapier-logo.png</image:loc><image:caption>zapier-logo</image:caption><image:title>zapier-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Frame%201597883883-2.png</image:loc><image:caption>Frame 1597883883-2</image:caption><image:title>Frame 1597883883-2</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/teamviewer-logo.png</image:loc><image:caption>teamviewer-logo</image:caption><image:title>teamviewer-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Group%20(61).svg</image:loc><image:caption>Group (61)</image:caption><image:title>Group (61)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/resources/meddpicc-as-framework-marketing</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-launches-t5-its-flagship-sales-leadership-thumbnail.jpg</image:loc><image:caption>MEDDICC launches T5, its flagship sales-leadership program</image:caption><image:title>meddicc-launches-t5-its-flagship-sales-leadership-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-feature-image.png</image:loc><image:caption>ai-sales-qualification-tools-feature-image</image:caption><image:title>ai-sales-qualification-tools-feature-image</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-thumbnail.png</image:loc><image:caption>ai-sales-qualification-tools-thumbnail</image:caption><image:title>ai-sales-qualification-tools-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddpicc-as-framework-marketing-thumbnail.png</image:loc><image:caption>meddpicc-as-framework-marketing-thumbnail</image:caption><image:title>meddpicc-as-framework-marketing-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/robin.png</image:loc><image:caption>robin</image:caption><image:title>robin</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/spin-selling-vs-meddpicc-meddicc-thumbnail.png</image:loc><image:caption>spin-selling-vs-meddpicc-meddicc-thumbnail</image:caption><image:title>spin-selling-vs-meddpicc-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-gradient-newsletter-cta-background.png</image:loc><image:caption>blue-gradient-newsletter-cta-background</image:caption><image:title>blue-gradient-newsletter-cta-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blog_post_banner.png</image:loc><image:caption>blog_post_banner</image:caption><image:title>blog_post_banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><lastmod>2026-11-06</lastmod></url><url><loc>https://meddicc.com/resources/qualifying-the-economic-buyer</loc><image:image><image:loc>https://meddicc.com/hubfs/qualifying-the-economic-buyer-thumbnail.png</image:loc><image:caption>qualifying-the-economic-buyer-thumbnail</image:caption><image:title>qualifying-the-economic-buyer-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blog_post_banner.png</image:loc><image:caption>blog_post_banner</image:caption><image:title>blog_post_banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-launches-t5-its-flagship-sales-leadership-thumbnail.jpg</image:loc><image:caption>MEDDICC launches T5, its flagship sales-leadership program</image:caption><image:title>meddicc-launches-t5-its-flagship-sales-leadership-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Imported_Blog_Media/The%20Importance%20of%20Qualifying%20the%20Economic%20Buyer%20IN%20BLOG%20GRAPHICS-02.jpg</image:loc><image:caption>The Importance of Qualifying the Economic Buyer IN BLOG GRAPHICS-02</image:caption><image:title>The Importance of Qualifying the Economic Buyer IN BLOG GRAPHICS-02</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/spin-selling-vs-meddpicc-meddicc-thumbnail.png</image:loc><image:caption>spin-selling-vs-meddpicc-meddicc-thumbnail</image:caption><image:title>spin-selling-vs-meddpicc-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/vectors/MD_Avatar.svg</image:loc><image:caption>MD_Avatar</image:caption><image:title>MD_Avatar</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-gradient-newsletter-cta-background.png</image:loc><image:caption>blue-gradient-newsletter-cta-background</image:caption><image:title>blue-gradient-newsletter-cta-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Imported_Blog_Media/The%20Importance%20of%20Qualifying%20the%20Economic%20Buyer%20IN%20BLOG%20GRAPHICS-03.jpg</image:loc><image:caption>The Importance of Qualifying the Economic Buyer IN BLOG GRAPHICS-03</image:caption><image:title>The Importance of Qualifying the Economic Buyer IN BLOG GRAPHICS-03</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-feature-image.png</image:loc><image:caption>ai-sales-qualification-tools-feature-image</image:caption><image:title>ai-sales-qualification-tools-feature-image</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-thumbnail.png</image:loc><image:caption>ai-sales-qualification-tools-thumbnail</image:caption><image:title>ai-sales-qualification-tools-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><lastmod>2026-11-06</lastmod></url><url><loc>https://meddicc.com/meddicc-media/elite-dealers-s1-ep2-conor-hyland</loc><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-related-bg.webp</image:loc><image:caption>podcast-related-bg</image:caption><image:title>podcast-related-bg</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:caption><image:title>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:caption><image:title>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-post-banner.webp</image:loc><image:caption>podcast-post-banner</image:caption><image:title>podcast-post-banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/CONOR%20HYLAND.svg</image:loc><image:caption>CONOR HYLAND</image:caption><image:title>CONOR HYLAND</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-about.webp</image:loc><image:caption>podcast-sidebar-about</image:caption><image:title>podcast-sidebar-about</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-what-if-your-champion-is-your-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:caption><image:title>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/pim.png</image:loc><image:caption>pim</image:caption><image:title>pim</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-form.webp</image:loc><image:caption>podcast-sidebar-form</image:caption><image:title>podcast-sidebar-form</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Imported_Blog_Media/elite-dealers-s1-ep2-conor-hyland-thumbnail.jpg</image:loc><image:caption>elite-dealers-s1-ep2-conor-hyland-thumbnail</image:caption><image:title>elite-dealers-s1-ep2-conor-hyland-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/vectors/MD_Avatar.svg</image:loc><image:caption>MD_Avatar</image:caption><image:title>MD_Avatar</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/meddicc-media/month-end-show-s1-ep2-august</loc><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/LOGOS/Logo_Marketing%20Unlocked.png</image:loc><image:caption>Logo_Marketing Unlocked</image:caption><image:title>Logo_Marketing Unlocked</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:caption><image:title>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/AskAW.png</image:loc><image:caption>AskAW</image:caption><image:title>AskAW</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Imported_Blog_Media/month-end-show-s1-ep2-august-thumbnail.png</image:loc><image:caption>month-end-show-s1-ep2-august-thumbnail</image:caption><image:title>month-end-show-s1-ep2-august-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/LOGOS/Logo_Elite%20Dealers.png</image:loc><image:caption>Logo_Elite Dealers</image:caption><image:title>Logo_Elite Dealers</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:caption><image:title>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/AWJ.png</image:loc><image:caption>AWJ</image:caption><image:title>AWJ</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/LOGOS/Logo_Masters%20of%20MEDDICC.png</image:loc><image:caption>Logo_Masters of MEDDICC</image:caption><image:title>Logo_Masters of MEDDICC</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/The%20Journey.png</image:loc><image:caption>The Journey</image:caption><image:title>The Journey</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-what-if-your-champion-is-your-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:caption><image:title>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/TMES-Main-Logo.png</image:loc><image:caption>TMES-Main-Logo</image:caption><image:title>TMES-Main-Logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/mm_prtnr_-sttp_logo_horizontal_primary_1080%20%C3%97%20234_sb_final.png</image:loc><image:caption>mm_prtnr_-sttp_logo_horizontal_primary_1080 × 234_sb_final</image:caption><image:title>mm_prtnr_-sttp_logo_horizontal_primary_1080 × 234_sb_final</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/LOGOS/Logo_MEDMEN.png</image:loc><image:caption>Logo_MEDMEN</image:caption><image:title>Logo_MEDMEN</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/resources/use-meddic-to-avoid-losing-credibility</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-launches-t5-its-flagship-sales-leadership-thumbnail.jpg</image:loc><image:caption>MEDDICC launches T5, its flagship sales-leadership program</image:caption><image:title>meddicc-launches-t5-its-flagship-sales-leadership-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blog_post_banner.png</image:loc><image:caption>blog_post_banner</image:caption><image:title>blog_post_banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/spin-selling-vs-meddpicc-meddicc-thumbnail.png</image:loc><image:caption>spin-selling-vs-meddpicc-meddicc-thumbnail</image:caption><image:title>spin-selling-vs-meddpicc-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-feature-image.png</image:loc><image:caption>ai-sales-qualification-tools-feature-image</image:caption><image:title>ai-sales-qualification-tools-feature-image</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/use-meddic-to-avoid-losing-credibility-thumbnail.png</image:loc><image:caption>use-meddic-to-avoid-losing-credibility-thumbnail</image:caption><image:title>use-meddic-to-avoid-losing-credibility-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-thumbnail.png</image:loc><image:caption>ai-sales-qualification-tools-thumbnail</image:caption><image:title>ai-sales-qualification-tools-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-gradient-newsletter-cta-background.png</image:loc><image:caption>blue-gradient-newsletter-cta-background</image:caption><image:title>blue-gradient-newsletter-cta-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/andy.png</image:loc><image:caption>andy</image:caption><image:title>andy</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><lastmod>2026-11-06</lastmod></url><url><loc>https://meddicc.com/resources/medmen-how-to-use-meddic-in-interviews</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/medmen-how-to-use-meddic-in-interviews-thumbnail.png</image:loc><image:caption>medmen-how-to-use-meddic-in-interviews-thumbnail</image:caption><image:title>medmen-how-to-use-meddic-in-interviews-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-gradient-newsletter-cta-background.png</image:loc><image:caption>blue-gradient-newsletter-cta-background</image:caption><image:title>blue-gradient-newsletter-cta-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-thumbnail.png</image:loc><image:caption>ai-sales-qualification-tools-thumbnail</image:caption><image:title>ai-sales-qualification-tools-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blog_post_banner.png</image:loc><image:caption>blog_post_banner</image:caption><image:title>blog_post_banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/robin.png</image:loc><image:caption>robin</image:caption><image:title>robin</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-launches-t5-its-flagship-sales-leadership-thumbnail.jpg</image:loc><image:caption>MEDDICC launches T5, its flagship sales-leadership program</image:caption><image:title>meddicc-launches-t5-its-flagship-sales-leadership-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-feature-image.png</image:loc><image:caption>ai-sales-qualification-tools-feature-image</image:caption><image:title>ai-sales-qualification-tools-feature-image</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/spin-selling-vs-meddpicc-meddicc-thumbnail.png</image:loc><image:caption>spin-selling-vs-meddpicc-meddicc-thumbnail</image:caption><image:title>spin-selling-vs-meddpicc-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><lastmod>2026-11-06</lastmod></url><url><loc>https://meddicc.com/resources/winning-meddicc-cultures</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-launches-t5-its-flagship-sales-leadership-thumbnail.jpg</image:loc><image:caption>MEDDICC launches T5, its flagship sales-leadership program</image:caption><image:title>meddicc-launches-t5-its-flagship-sales-leadership-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-feature-image.png</image:loc><image:caption>ai-sales-qualification-tools-feature-image</image:caption><image:title>ai-sales-qualification-tools-feature-image</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/spin-selling-vs-meddpicc-meddicc-thumbnail.png</image:loc><image:caption>spin-selling-vs-meddpicc-meddicc-thumbnail</image:caption><image:title>spin-selling-vs-meddpicc-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/winning-meddicc-cultures-thumbnail.png</image:loc><image:caption>winning-meddicc-cultures-thumbnail</image:caption><image:title>winning-meddicc-cultures-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blog_post_banner.png</image:loc><image:caption>blog_post_banner</image:caption><image:title>blog_post_banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-thumbnail.png</image:loc><image:caption>ai-sales-qualification-tools-thumbnail</image:caption><image:title>ai-sales-qualification-tools-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/vectors/MD_Avatar.svg</image:loc><image:caption>MD_Avatar</image:caption><image:title>MD_Avatar</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-gradient-newsletter-cta-background.png</image:loc><image:caption>blue-gradient-newsletter-cta-background</image:caption><image:title>blue-gradient-newsletter-cta-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><lastmod>2026-11-06</lastmod></url><url><loc>https://meddicc.com/meddicc-media/masters-of-meddicc-s1-ep3-travis-patterson</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-form.webp</image:loc><image:caption>podcast-sidebar-form</image:caption><image:title>podcast-sidebar-form</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:caption><image:title>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/masters-of-meddicc-s1-ep3-travis-patterson-thumbnail.jpg</image:loc><image:caption>masters-of-meddicc-s1-ep3-travis-patterson-thumbnail</image:caption><image:title>masters-of-meddicc-s1-ep3-travis-patterson-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-related-bg.webp</image:loc><image:caption>podcast-related-bg</image:caption><image:title>podcast-related-bg</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/andy-whyte-headshot.png</image:loc><image:caption>andy-whyte-headshot</image:caption><image:title>andy-whyte-headshot</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-about.webp</image:loc><image:caption>podcast-sidebar-about</image:caption><image:title>podcast-sidebar-about</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/travis-patterson-masters-of-meddicc.png</image:loc><image:caption>travis-patterson-masters-of-meddicc</image:caption><image:title>travis-patterson-masters-of-meddicc</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-post-banner.webp</image:loc><image:caption>podcast-post-banner</image:caption><image:title>podcast-post-banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:caption><image:title>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-what-if-your-champion-is-your-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:caption><image:title>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/vectors/MD_Avatar.svg</image:loc><image:caption>MD_Avatar</image:caption><image:title>MD_Avatar</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/resources/day-zero-to-one-takeaways</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/day-zero-to-one-takeaways-thumbnail.png</image:loc><image:caption>day-zero-to-one-takeaways-thumbnail</image:caption><image:title>day-zero-to-one-takeaways-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Frame%20(1).svg</image:loc><image:caption>Frame (1)</image:caption><image:title>Frame (1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Frame%20(2).svg</image:loc><image:caption>Frame (2)</image:caption><image:title>Frame (2)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/clock-icon-read-time.svg</image:loc><image:caption>clock-icon-read-time</image:caption><image:title>clock-icon-read-time</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/robin.png</image:loc><image:caption>robin</image:caption><image:title>robin</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/resources/takeaways-live-masters-of-meddic</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-thumbnail.png</image:loc><image:caption>ai-sales-qualification-tools-thumbnail</image:caption><image:title>ai-sales-qualification-tools-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blog_post_banner.png</image:loc><image:caption>blog_post_banner</image:caption><image:title>blog_post_banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-launches-t5-its-flagship-sales-leadership-thumbnail.jpg</image:loc><image:caption>MEDDICC launches T5, its flagship sales-leadership program</image:caption><image:title>meddicc-launches-t5-its-flagship-sales-leadership-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Imported_Blog_Media/takeaways-live-masters-of-meddic-thumbnail.png</image:loc><image:caption>takeaways-live-masters-of-meddic-thumbnail</image:caption><image:title>takeaways-live-masters-of-meddic-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-feature-image.png</image:loc><image:caption>ai-sales-qualification-tools-feature-image</image:caption><image:title>ai-sales-qualification-tools-feature-image</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/spin-selling-vs-meddpicc-meddicc-thumbnail.png</image:loc><image:caption>spin-selling-vs-meddpicc-meddicc-thumbnail</image:caption><image:title>spin-selling-vs-meddpicc-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/robin.png</image:loc><image:caption>robin</image:caption><image:title>robin</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-gradient-newsletter-cta-background.png</image:loc><image:caption>blue-gradient-newsletter-cta-background</image:caption><image:title>blue-gradient-newsletter-cta-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><lastmod>2026-11-06</lastmod></url><url><loc>https://meddicc.com/pricing</loc><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/background-4.webp</image:loc><image:caption>background-4</image:caption><image:title>background-4</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/aws-logo.svg</image:loc><image:caption>aws-logo</image:caption><image:title>aws-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-masterclass%202.png</image:loc><image:caption>individual-masterclass 2</image:caption><image:title>individual-masterclass 2</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/cloudflare-logo.svg</image:loc><image:caption>cloudflare-logo</image:caption><image:title>cloudflare-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/teamtailor-logo.svg</image:loc><image:caption>teamtailor-logo</image:caption><image:title>teamtailor-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-faq-question-icon-6.png</image:loc><image:caption>meddicc-faq-question-icon-6</image:caption><image:title>meddicc-faq-question-icon-6</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/cognism-logo.svg</image:loc><image:caption>cognism-logo</image:caption><image:title>cognism-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/pricing-icons/individual-membership.png</image:loc><image:caption>individual-membership</image:caption><image:title>individual-membership</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/tcc_image.webp</image:loc><image:caption>tcc_image</image:caption><image:title>tcc_image</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/digitaled-logo.svg</image:loc><image:caption>digitaled-logo</image:caption><image:title>digitaled-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/cta-banner-2.png</image:loc><image:caption>cta-banner-2</image:caption><image:title>cta-banner-2</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/oyster-logo.svg</image:loc><image:caption>oyster-logo</image:caption><image:title>oyster-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-faq-question-icon-5.png</image:loc><image:caption>meddicc-faq-question-icon-5</image:caption><image:title>meddicc-faq-question-icon-5</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/crowdstrike-logo-2.svg</image:loc><image:caption>crowdstrike-logo-2</image:caption><image:title>crowdstrike-logo-2</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/net-health-logo.svg</image:loc><image:caption>net-health-logo</image:caption><image:title>net-health-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/darktrace-logo.svg</image:loc><image:caption>darktrace-logo</image:caption><image:title>darktrace-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-faq-question-icon-3.png</image:loc><image:caption>meddicc-faq-question-icon-3</image:caption><image:title>meddicc-faq-question-icon-3</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/keynotes.png</image:loc><image:caption>keynotes</image:caption><image:title>keynotes</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-up-to-10-icon.png</image:loc><image:caption>meddicc-membership-up-to-10-icon</image:caption><image:title>meddicc-membership-up-to-10-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/pricing.png</image:loc><image:caption>pricing</image:caption><image:title>pricing</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-faq-question-icon-1.png</image:loc><image:caption>meddicc-faq-question-icon-1</image:caption><image:title>meddicc-faq-question-icon-1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/blueprint.png</image:loc><image:caption>blueprint</image:caption><image:title>blueprint</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-faq-question-icon-4.png</image:loc><image:caption>meddicc-faq-question-icon-4</image:caption><image:title>meddicc-faq-question-icon-4</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-faq-question-icon-2.png</image:loc><image:caption>meddicc-faq-question-icon-2</image:caption><image:title>meddicc-faq-question-icon-2</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/live_sessions.png</image:loc><image:caption>live_sessions</image:caption><image:title>live_sessions</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/resources/why-you-shouldnt-knock-the-competition</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-thumbnail.png</image:loc><image:caption>ai-sales-qualification-tools-thumbnail</image:caption><image:title>ai-sales-qualification-tools-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-launches-t5-its-flagship-sales-leadership-thumbnail.jpg</image:loc><image:caption>MEDDICC launches T5, its flagship sales-leadership program</image:caption><image:title>meddicc-launches-t5-its-flagship-sales-leadership-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-gradient-newsletter-cta-background.png</image:loc><image:caption>blue-gradient-newsletter-cta-background</image:caption><image:title>blue-gradient-newsletter-cta-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blog_post_banner.png</image:loc><image:caption>blog_post_banner</image:caption><image:title>blog_post_banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/spin-selling-vs-meddpicc-meddicc-thumbnail.png</image:loc><image:caption>spin-selling-vs-meddpicc-meddicc-thumbnail</image:caption><image:title>spin-selling-vs-meddpicc-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/andy.png</image:loc><image:caption>andy</image:caption><image:title>andy</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-feature-image.png</image:loc><image:caption>ai-sales-qualification-tools-feature-image</image:caption><image:title>ai-sales-qualification-tools-feature-image</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/why-you-shouldnt-knock-the-competition-thumbnail.png</image:loc><image:caption>why-you-shouldnt-knock-the-competition-thumbnail</image:caption><image:title>why-you-shouldnt-knock-the-competition-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><lastmod>2026-11-06</lastmod></url><url><loc>https://meddicc.com/resources/medmen-meddpicc-and-ai</loc><image:image><image:loc>https://meddicc.com/hubfs/medmen-meddpicc-and-ai-thumbnail.png</image:loc><image:caption>medmen-meddpicc-and-ai-thumbnail</image:caption><image:title>medmen-meddpicc-and-ai-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-gradient-newsletter-cta-background.png</image:loc><image:caption>blue-gradient-newsletter-cta-background</image:caption><image:title>blue-gradient-newsletter-cta-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-thumbnail.png</image:loc><image:caption>ai-sales-qualification-tools-thumbnail</image:caption><image:title>ai-sales-qualification-tools-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/robin.png</image:loc><image:caption>robin</image:caption><image:title>robin</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/spin-selling-vs-meddpicc-meddicc-thumbnail.png</image:loc><image:caption>spin-selling-vs-meddpicc-meddicc-thumbnail</image:caption><image:title>spin-selling-vs-meddpicc-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blog_post_banner.png</image:loc><image:caption>blog_post_banner</image:caption><image:title>blog_post_banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-feature-image.png</image:loc><image:caption>ai-sales-qualification-tools-feature-image</image:caption><image:title>ai-sales-qualification-tools-feature-image</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-launches-t5-its-flagship-sales-leadership-thumbnail.jpg</image:loc><image:caption>MEDDICC launches T5, its flagship sales-leadership program</image:caption><image:title>meddicc-launches-t5-its-flagship-sales-leadership-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><lastmod>2026-11-06</lastmod></url><url><loc>https://meddicc.com/resources/meddpicc-customer-lifecycle-marketing-framework-introduction</loc><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-feature-image.png</image:loc><image:caption>ai-sales-qualification-tools-feature-image</image:caption><image:title>ai-sales-qualification-tools-feature-image</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/spin-selling-vs-meddpicc-meddicc-thumbnail.png</image:loc><image:caption>spin-selling-vs-meddpicc-meddicc-thumbnail</image:caption><image:title>spin-selling-vs-meddpicc-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Imported_Blog_Media/MEDDPICC%20as%20the%20Full%20Customer%20Lifecycle%20Framework_InBlog%20Graphic%20-%20Pie%20Chart%202ndOpt%20(1).jpg</image:loc><image:caption>MEDDPICC as the Full Customer Lifecycle Framework_InBlog Graphic - Pie Chart 2ndOpt (1)</image:caption><image:title>MEDDPICC as the Full Customer Lifecycle Framework_InBlog Graphic - Pie Chart 2ndOpt (1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blog_post_banner.png</image:loc><image:caption>blog_post_banner</image:caption><image:title>blog_post_banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-launches-t5-its-flagship-sales-leadership-thumbnail.jpg</image:loc><image:caption>MEDDICC launches T5, its flagship sales-leadership program</image:caption><image:title>meddicc-launches-t5-its-flagship-sales-leadership-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/robin.png</image:loc><image:caption>robin</image:caption><image:title>robin</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddpicc-customer-lifecycle-marketing-framework-thumbnail.png</image:loc><image:caption>meddpicc-customer-lifecycle-marketing-framework-thumbnail</image:caption><image:title>meddpicc-customer-lifecycle-marketing-framework-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-gradient-newsletter-cta-background.png</image:loc><image:caption>blue-gradient-newsletter-cta-background</image:caption><image:title>blue-gradient-newsletter-cta-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-thumbnail.png</image:loc><image:caption>ai-sales-qualification-tools-thumbnail</image:caption><image:title>ai-sales-qualification-tools-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><lastmod>2026-11-06</lastmod></url><url><loc>https://meddicc.com/resources/medmen-things-people-get-wrong-with-a-common-language</loc><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-thumbnail.png</image:loc><image:caption>ai-sales-qualification-tools-thumbnail</image:caption><image:title>ai-sales-qualification-tools-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-gradient-newsletter-cta-background.png</image:loc><image:caption>blue-gradient-newsletter-cta-background</image:caption><image:title>blue-gradient-newsletter-cta-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/spin-selling-vs-meddpicc-meddicc-thumbnail.png</image:loc><image:caption>spin-selling-vs-meddpicc-meddicc-thumbnail</image:caption><image:title>spin-selling-vs-meddpicc-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/robin.png</image:loc><image:caption>robin</image:caption><image:title>robin</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-feature-image.png</image:loc><image:caption>ai-sales-qualification-tools-feature-image</image:caption><image:title>ai-sales-qualification-tools-feature-image</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/medmen-things-people-get-wrong-with-a-common-language-thumbnail.png</image:loc><image:caption>medmen-things-people-get-wrong-with-a-common-language-thumbnail</image:caption><image:title>medmen-things-people-get-wrong-with-a-common-language-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-launches-t5-its-flagship-sales-leadership-thumbnail.jpg</image:loc><image:caption>MEDDICC launches T5, its flagship sales-leadership program</image:caption><image:title>meddicc-launches-t5-its-flagship-sales-leadership-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blog_post_banner.png</image:loc><image:caption>blog_post_banner</image:caption><image:title>blog_post_banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><lastmod>2026-11-06</lastmod></url><url><loc>https://meddicc.com/meddicc-media/medmen-how-to-nail-sales-meetings-with-a-value-pyramid</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:caption><image:title>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-what-if-your-champion-is-your-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:caption><image:title>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-related-bg.webp</image:loc><image:caption>podcast-related-bg</image:caption><image:title>podcast-related-bg</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-form.webp</image:loc><image:caption>podcast-sidebar-form</image:caption><image:title>podcast-sidebar-form</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/pim.png</image:loc><image:caption>pim</image:caption><image:title>pim</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/andy-whyte-headshot.png</image:loc><image:caption>andy-whyte-headshot</image:caption><image:title>andy-whyte-headshot</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-about.webp</image:loc><image:caption>podcast-sidebar-about</image:caption><image:title>podcast-sidebar-about</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-post-banner.webp</image:loc><image:caption>podcast-post-banner</image:caption><image:title>podcast-post-banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/vectors/MD_Avatar.svg</image:loc><image:caption>MD_Avatar</image:caption><image:title>MD_Avatar</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/medmen-how-to-nail-sales-meetings-with-a-value-pyramid-thumbnail.jpg</image:loc><image:caption>medmen-how-to-nail-sales-meetings-with-a-value-pyramid-thumbnail</image:caption><image:title>medmen-how-to-nail-sales-meetings-with-a-value-pyramid-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:caption><image:title>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/meddicc-media/month-end-show-s1-ep5-november</loc><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-what-if-your-champion-is-your-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:caption><image:title>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/LOGOS/Logo_Masters%20of%20MEDDICC.png</image:loc><image:caption>Logo_Masters of MEDDICC</image:caption><image:title>Logo_Masters of MEDDICC</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/mm_prtnr_-sttp_logo_horizontal_primary_1080%20%C3%97%20234_sb_final.png</image:loc><image:caption>mm_prtnr_-sttp_logo_horizontal_primary_1080 × 234_sb_final</image:caption><image:title>mm_prtnr_-sttp_logo_horizontal_primary_1080 × 234_sb_final</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/LOGOS/Logo_Elite%20Dealers.png</image:loc><image:caption>Logo_Elite Dealers</image:caption><image:title>Logo_Elite Dealers</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:caption><image:title>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/imresizer-1710413671205.jpg</image:loc><image:caption>imresizer-1710413671205</image:caption><image:title>imresizer-1710413671205</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/LOGOS/Logo_MEDMEN.png</image:loc><image:caption>Logo_MEDMEN</image:caption><image:title>Logo_MEDMEN</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/The%20Journey.png</image:loc><image:caption>The Journey</image:caption><image:title>The Journey</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/TMES-Main-Logo.png</image:loc><image:caption>TMES-Main-Logo</image:caption><image:title>TMES-Main-Logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/AskAW.png</image:loc><image:caption>AskAW</image:caption><image:title>AskAW</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:caption><image:title>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/AWJ.png</image:loc><image:caption>AWJ</image:caption><image:title>AWJ</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/LOGOS/Logo_Marketing%20Unlocked.png</image:loc><image:caption>Logo_Marketing Unlocked</image:caption><image:title>Logo_Marketing Unlocked</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><lastmod>2026-06-11</lastmod></url><url><loc>https://meddicc.com/resources/key-takeaways-aws-meddicc</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/robin.png</image:loc><image:caption>robin</image:caption><image:title>robin</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-gradient-newsletter-cta-background.png</image:loc><image:caption>blue-gradient-newsletter-cta-background</image:caption><image:title>blue-gradient-newsletter-cta-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blog_post_banner.png</image:loc><image:caption>blog_post_banner</image:caption><image:title>blog_post_banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-thumbnail.png</image:loc><image:caption>ai-sales-qualification-tools-thumbnail</image:caption><image:title>ai-sales-qualification-tools-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/key-takeaways-aws-meddicc-thumbnail.png</image:loc><image:caption>key-takeaways-aws-meddicc-thumbnail</image:caption><image:title>key-takeaways-aws-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-feature-image.png</image:loc><image:caption>ai-sales-qualification-tools-feature-image</image:caption><image:title>ai-sales-qualification-tools-feature-image</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/spin-selling-vs-meddpicc-meddicc-thumbnail.png</image:loc><image:caption>spin-selling-vs-meddpicc-meddicc-thumbnail</image:caption><image:title>spin-selling-vs-meddpicc-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-launches-t5-its-flagship-sales-leadership-thumbnail.jpg</image:loc><image:caption>MEDDICC launches T5, its flagship sales-leadership program</image:caption><image:title>meddicc-launches-t5-its-flagship-sales-leadership-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/meddicc-media/medmen-s3-ep1-two-things-people-get-wrong-with-a-common-language</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-about.webp</image:loc><image:caption>podcast-sidebar-about</image:caption><image:title>podcast-sidebar-about</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-what-if-your-champion-is-your-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:caption><image:title>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/vectors/MD_Avatar.svg</image:loc><image:caption>MD_Avatar</image:caption><image:title>MD_Avatar</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-form.webp</image:loc><image:caption>podcast-sidebar-form</image:caption><image:title>podcast-sidebar-form</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/medmen-s3-ep1-two-things-people-get-wrong-with-a-thumbnail.png</image:loc><image:caption>medmen-s3-ep1-two-things-people-get-wrong-with-a-thumbnail</image:caption><image:title>medmen-s3-ep1-two-things-people-get-wrong-with-a-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/andy-whyte-headshot.png</image:loc><image:caption>andy-whyte-headshot</image:caption><image:title>andy-whyte-headshot</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:caption><image:title>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-post-banner.webp</image:loc><image:caption>podcast-post-banner</image:caption><image:title>podcast-post-banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/pim.png</image:loc><image:caption>pim</image:caption><image:title>pim</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-related-bg.webp</image:loc><image:caption>podcast-related-bg</image:caption><image:title>podcast-related-bg</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:caption><image:title>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/resources/who-created-meddic</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-launches-t5-its-flagship-sales-leadership-thumbnail.jpg</image:loc><image:caption>MEDDICC launches T5, its flagship sales-leadership program</image:caption><image:title>meddicc-launches-t5-its-flagship-sales-leadership-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/spin-selling-vs-meddpicc-meddicc-thumbnail.png</image:loc><image:caption>spin-selling-vs-meddpicc-meddicc-thumbnail</image:caption><image:title>spin-selling-vs-meddpicc-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-gradient-newsletter-cta-background.png</image:loc><image:caption>blue-gradient-newsletter-cta-background</image:caption><image:title>blue-gradient-newsletter-cta-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/who-created-meddic-thumbnail.png</image:loc><image:caption>who-created-meddic-thumbnail</image:caption><image:title>who-created-meddic-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blog_post_banner.png</image:loc><image:caption>blog_post_banner</image:caption><image:title>blog_post_banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-thumbnail.png</image:loc><image:caption>ai-sales-qualification-tools-thumbnail</image:caption><image:title>ai-sales-qualification-tools-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/vectors/MD_Avatar.svg</image:loc><image:caption>MD_Avatar</image:caption><image:title>MD_Avatar</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-feature-image.png</image:loc><image:caption>ai-sales-qualification-tools-feature-image</image:caption><image:title>ai-sales-qualification-tools-feature-image</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><lastmod>2026-11-06</lastmod></url><url><loc>https://meddicc.com/what-is-meddpicc/decision-process</loc><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Element%20Pages_Graphics_2025/Element%20Pages_Body_2025/Element%20Pages_Body_2025_Decision%20Process/element_page_dp_engagement.png</image:loc><image:caption>element_page_dp_engagement</image:caption><image:title>element_page_dp_engagement</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/light-blue-gradient-section-background.png</image:loc><image:caption>light-blue-gradient-section-background</image:caption><image:title>light-blue-gradient-section-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue%201.png</image:loc><image:caption>MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue 1</image:caption><image:title>MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Element%20Pages_Graphics_2025/Element%20Pages_Body_2025/Element%20Pages_Body_2025_Decision%20Process/element_page_dp_proactivity.png</image:loc><image:caption>element_page_dp_proactivity</image:caption><image:title>element_page_dp_proactivity</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/decision_process_element_header_graphic_ew%201.svg</image:loc><image:caption>decision_process_element_header_graphic_ew 1</image:caption><image:title>decision_process_element_header_graphic_ew 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue%201%20(4).png</image:loc><image:caption>MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue 1 (4)</image:caption><image:title>MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue 1 (4)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Imported_Blog_Media/MedMen_Ep8_What%20People%20Get%20Wrong%20With%20Decision%20Process_TN_Final_181023-1.jpg</image:loc><image:caption>MedMen_Ep8_What People Get Wrong With Decision Process_TN_Final_181023-1</image:caption><image:title>MedMen_Ep8_What People Get Wrong With Decision Process_TN_Final_181023-1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue%201%20(11).png</image:loc><image:caption>MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue 1 (11)</image:caption><image:title>MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue 1 (11)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue%201%20(2).png</image:loc><image:caption>MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue 1 (2)</image:caption><image:title>MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue 1 (2)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue%201%20(5).png</image:loc><image:caption>MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue 1 (5)</image:caption><image:title>MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue 1 (5)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/mm-meddpicc-in-10-minutes-thumbnail.jpg</image:loc><image:caption>mm-meddpicc-in-10-minutes-thumbnail</image:caption><image:title>mm-meddpicc-in-10-minutes-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue%201%20(12).png</image:loc><image:caption>MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue 1 (12)</image:caption><image:title>MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue 1 (12)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-pattern-pricing-background.png</image:loc><image:caption>blue-pattern-pricing-background</image:caption><image:title>blue-pattern-pricing-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-gradient-banner-background.png</image:loc><image:caption>blue-gradient-banner-background</image:caption><image:title>blue-gradient-banner-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue%201%20(7).png</image:loc><image:caption>MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue 1 (7)</image:caption><image:title>MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue 1 (7)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/medmen-3-discovery-questions-that-feel-like-cheating-thumbnail.jpg</image:loc><image:caption>medmen-3-discovery-questions-that-feel-like-cheating-thumbnail</image:caption><image:title>medmen-3-discovery-questions-that-feel-like-cheating-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Element%20Pages_Graphics_2025/Element%20Pages_Body_2025/Element%20Pages_Body_2025_Decision%20Process/element_page_dp_how.png</image:loc><image:caption>element_page_dp_how</image:caption><image:title>element_page_dp_how</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/Frame%205185%20(2).png</image:loc><image:caption>Frame 5185 (2)</image:caption><image:title>Frame 5185 (2)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue%201%20(1).png</image:loc><image:caption>MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue 1 (1)</image:caption><image:title>MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue 1 (1)</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/resources/the-necessity-of-a-compelling-event</loc><image:image><image:loc>https://meddicc.com/hubfs/the-necessity-of-a-compelling-event-thumbnail.png</image:loc><image:caption>the-necessity-of-a-compelling-event-thumbnail</image:caption><image:title>the-necessity-of-a-compelling-event-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-thumbnail.png</image:loc><image:caption>ai-sales-qualification-tools-thumbnail</image:caption><image:title>ai-sales-qualification-tools-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/andy.png</image:loc><image:caption>andy</image:caption><image:title>andy</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-gradient-newsletter-cta-background.png</image:loc><image:caption>blue-gradient-newsletter-cta-background</image:caption><image:title>blue-gradient-newsletter-cta-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blog_post_banner.png</image:loc><image:caption>blog_post_banner</image:caption><image:title>blog_post_banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/spin-selling-vs-meddpicc-meddicc-thumbnail.png</image:loc><image:caption>spin-selling-vs-meddpicc-meddicc-thumbnail</image:caption><image:title>spin-selling-vs-meddpicc-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-launches-t5-its-flagship-sales-leadership-thumbnail.jpg</image:loc><image:caption>MEDDICC launches T5, its flagship sales-leadership program</image:caption><image:title>meddicc-launches-t5-its-flagship-sales-leadership-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-feature-image.png</image:loc><image:caption>ai-sales-qualification-tools-feature-image</image:caption><image:title>ai-sales-qualification-tools-feature-image</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><lastmod>2026-11-06</lastmod></url><url><loc>https://meddicc.com/resources/meddicc-vs-bant</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blog_post_banner.png</image:loc><image:caption>blog_post_banner</image:caption><image:title>blog_post_banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/vectors/MD_Avatar.svg</image:loc><image:caption>MD_Avatar</image:caption><image:title>MD_Avatar</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-feature-image.png</image:loc><image:caption>ai-sales-qualification-tools-feature-image</image:caption><image:title>ai-sales-qualification-tools-feature-image</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-launches-t5-its-flagship-sales-leadership-thumbnail.jpg</image:loc><image:caption>MEDDICC launches T5, its flagship sales-leadership program</image:caption><image:title>meddicc-launches-t5-its-flagship-sales-leadership-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/spin-selling-vs-meddpicc-meddicc-thumbnail.png</image:loc><image:caption>spin-selling-vs-meddpicc-meddicc-thumbnail</image:caption><image:title>spin-selling-vs-meddpicc-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-gradient-newsletter-cta-background.png</image:loc><image:caption>blue-gradient-newsletter-cta-background</image:caption><image:title>blue-gradient-newsletter-cta-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-thumbnail.png</image:loc><image:caption>ai-sales-qualification-tools-thumbnail</image:caption><image:title>ai-sales-qualification-tools-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-vs-bant-thumbnail.png</image:loc><image:caption>meddicc-vs-bant-thumbnail</image:caption><image:title>meddicc-vs-bant-thumbnail</image:title></image:image><lastmod>2026-10-13</lastmod></url><url><loc>https://meddicc.com/knowledge/how-to-contact-support</loc><lastmod>2026-03-20</lastmod></url><url><loc>https://meddicc.com/resources/joining-meddic-org</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/joining-meddic-org-thumbnail.png</image:loc><image:caption>joining-meddic-org-thumbnail</image:caption><image:title>joining-meddic-org-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-gradient-newsletter-cta-background.png</image:loc><image:caption>blue-gradient-newsletter-cta-background</image:caption><image:title>blue-gradient-newsletter-cta-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/vectors/MD_Avatar.svg</image:loc><image:caption>MD_Avatar</image:caption><image:title>MD_Avatar</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-feature-image.png</image:loc><image:caption>ai-sales-qualification-tools-feature-image</image:caption><image:title>ai-sales-qualification-tools-feature-image</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/spin-selling-vs-meddpicc-meddicc-thumbnail.png</image:loc><image:caption>spin-selling-vs-meddpicc-meddicc-thumbnail</image:caption><image:title>spin-selling-vs-meddpicc-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-thumbnail.png</image:loc><image:caption>ai-sales-qualification-tools-thumbnail</image:caption><image:title>ai-sales-qualification-tools-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blog_post_banner.png</image:loc><image:caption>blog_post_banner</image:caption><image:title>blog_post_banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-launches-t5-its-flagship-sales-leadership-thumbnail.jpg</image:loc><image:caption>MEDDICC launches T5, its flagship sales-leadership program</image:caption><image:title>meddicc-launches-t5-its-flagship-sales-leadership-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><lastmod>2026-11-06</lastmod></url><url><loc>https://meddicc.com/customer-stories/indico-data</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/copy-link-icon.svg</image:loc><image:caption>copy-link-icon</image:caption><image:title>copy-link-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/bob-more-headshot.jpeg</image:loc><image:caption>bob-more-headshot</image:caption><image:title>bob-more-headshot</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/Hero%20banner%20background%20(1).webp</image:loc><image:caption>Hero banner background (1)</image:caption><image:title>Hero banner background (1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/anonymous_M1_story.svg</image:loc><image:caption>anonymous_M1_story</image:caption><image:title>anonymous_M1_story</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/Cards%207.webp</image:loc><image:caption>Cards 7</image:caption><image:title>Cards 7</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/header_case%20study_Pim%20posts_series%20D_jz.png</image:loc><image:caption>header_case study_Pim posts_series D_jz</image:caption><image:title>header_case study_Pim posts_series D_jz</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/microlise_logo.svg</image:loc><image:caption>microlise_logo</image:caption><image:title>microlise_logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/linkedin-icon.svg</image:loc><image:caption>linkedin-icon</image:caption><image:title>linkedin-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/BG.webp</image:loc><image:caption>BG</image:caption><image:title>BG</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/resources/the-future-of-sales</loc><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-thumbnail.png</image:loc><image:caption>ai-sales-qualification-tools-thumbnail</image:caption><image:title>ai-sales-qualification-tools-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blog_post_banner.png</image:loc><image:caption>blog_post_banner</image:caption><image:title>blog_post_banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/the-future-of-sales-webcard.png</image:loc><image:caption>the-future-of-sales-webcard</image:caption><image:title>the-future-of-sales-webcard</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/vectors/MD_Avatar.svg</image:loc><image:caption>MD_Avatar</image:caption><image:title>MD_Avatar</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-gradient-newsletter-cta-background.png</image:loc><image:caption>blue-gradient-newsletter-cta-background</image:caption><image:title>blue-gradient-newsletter-cta-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/spin-selling-vs-meddpicc-meddicc-thumbnail.png</image:loc><image:caption>spin-selling-vs-meddpicc-meddicc-thumbnail</image:caption><image:title>spin-selling-vs-meddpicc-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-feature-image.png</image:loc><image:caption>ai-sales-qualification-tools-feature-image</image:caption><image:title>ai-sales-qualification-tools-feature-image</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Imported_Blog_Media/the-future-of-sales-blog-png.png</image:loc><image:caption>the-future-of-sales-blog-png</image:caption><image:title>the-future-of-sales-blog-png</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-launches-t5-its-flagship-sales-leadership-thumbnail.jpg</image:loc><image:caption>MEDDICC launches T5, its flagship sales-leadership program</image:caption><image:title>meddicc-launches-t5-its-flagship-sales-leadership-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><lastmod>2026-11-06</lastmod></url><url><loc>https://meddicc.com/meddicc-media/medmen-stop-taking-sales-negotiation-advice-from-fbi-hostage-negotiators</loc><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:caption><image:title>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/andy-whyte-headshot.png</image:loc><image:caption>andy-whyte-headshot</image:caption><image:title>andy-whyte-headshot</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:caption><image:title>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/vectors/MD_Avatar.svg</image:loc><image:caption>MD_Avatar</image:caption><image:title>MD_Avatar</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-form.webp</image:loc><image:caption>podcast-sidebar-form</image:caption><image:title>podcast-sidebar-form</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-about.webp</image:loc><image:caption>podcast-sidebar-about</image:caption><image:title>podcast-sidebar-about</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-related-bg.webp</image:loc><image:caption>podcast-related-bg</image:caption><image:title>podcast-related-bg</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-post-banner.webp</image:loc><image:caption>podcast-post-banner</image:caption><image:title>podcast-post-banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/medmen-stop-taking-sales-negotiation-advice-from-fbi-thumbnail.jpg</image:loc><image:caption>medmen-stop-taking-sales-negotiation-advice-from-fbi-thumbnail</image:caption><image:title>medmen-stop-taking-sales-negotiation-advice-from-fbi-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-what-if-your-champion-is-your-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:caption><image:title>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/pim.png</image:loc><image:caption>pim</image:caption><image:title>pim</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/knowledge/my-winni-recording-bot-isnt-joining-calls</loc><lastmod>2026-10-31</lastmod></url><url><loc>https://meddicc.com/meddicc-media/medmen-s3-ep4-is-gtm-a-buzzword</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-related-bg.webp</image:loc><image:caption>podcast-related-bg</image:caption><image:title>podcast-related-bg</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/pim.png</image:loc><image:caption>pim</image:caption><image:title>pim</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:caption><image:title>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-what-if-your-champion-is-your-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:caption><image:title>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-post-banner.webp</image:loc><image:caption>podcast-post-banner</image:caption><image:title>podcast-post-banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/medmen-s3-ep4-is-gtm-a-buzzword-thumbnail.png</image:loc><image:caption>medmen-s3-ep4-is-gtm-a-buzzword-thumbnail</image:caption><image:title>medmen-s3-ep4-is-gtm-a-buzzword-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/andy-whyte-headshot.png</image:loc><image:caption>andy-whyte-headshot</image:caption><image:title>andy-whyte-headshot</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:caption><image:title>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-form.webp</image:loc><image:caption>podcast-sidebar-form</image:caption><image:title>podcast-sidebar-form</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-about.webp</image:loc><image:caption>podcast-sidebar-about</image:caption><image:title>podcast-sidebar-about</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/vectors/MD_Avatar.svg</image:loc><image:caption>MD_Avatar</image:caption><image:title>MD_Avatar</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/who-we-help</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/cloudflare-logo.png</image:loc><image:caption>cloudflare-logo</image:caption><image:title>cloudflare-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/oyster-logo.png</image:loc><image:caption>oyster-logo</image:caption><image:title>oyster-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/aws-logo.png</image:loc><image:caption>aws-logo</image:caption><image:title>aws-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/darktrace-logo.png</image:loc><image:caption>darktrace-logo</image:caption><image:title>darktrace-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/crowdstrike-logo-2.svg</image:loc><image:caption>crowdstrike-logo-2</image:caption><image:title>crowdstrike-logo-2</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/t5-webpage-experienced-sales-leaders.svg</image:loc><image:caption>t5-webpage-experienced-sales-leaders</image:caption><image:title>t5-webpage-experienced-sales-leaders</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/cognism-logo.png</image:loc><image:caption>cognism-logo</image:caption><image:title>cognism-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/digitaled-logo.png</image:loc><image:caption>digitaled-logo</image:caption><image:title>digitaled-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-pattern-pricing-background.png</image:loc><image:caption>blue-pattern-pricing-background</image:caption><image:title>blue-pattern-pricing-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/teamtailor-logo-2.png</image:loc><image:caption>teamtailor-logo-2</image:caption><image:title>teamtailor-logo-2</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-faq-question-icon-1.png</image:loc><image:caption>meddicc-faq-question-icon-1</image:caption><image:title>meddicc-faq-question-icon-1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-faq-question-icon-2.png</image:loc><image:caption>meddicc-faq-question-icon-2</image:caption><image:title>meddicc-faq-question-icon-2</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/datatonic-logo.png</image:loc><image:caption>datatonic-logo</image:caption><image:title>datatonic-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/microlise-logo.png</image:loc><image:caption>microlise-logo</image:caption><image:title>microlise-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/cision-logo.png</image:loc><image:caption>cision-logo</image:caption><image:title>cision-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/new-chevron-background-dark-blue-landscape-7%203.png</image:loc><image:caption>new-chevron-background-dark-blue-landscape-7 3</image:caption><image:title>new-chevron-background-dark-blue-landscape-7 3</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/net-health-logo.png</image:loc><image:caption>net-health-logo</image:caption><image:title>net-health-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-faq-question-icon-4.png</image:loc><image:caption>meddicc-faq-question-icon-4</image:caption><image:title>meddicc-faq-question-icon-4</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/factorial-logo.png</image:loc><image:caption>factorial-logo</image:caption><image:title>factorial-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/t5-webpage-enablement-teams.svg</image:loc><image:caption>t5-webpage-enablement-teams</image:caption><image:title>t5-webpage-enablement-teams</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-faq-question-icon-3.png</image:loc><image:caption>meddicc-faq-question-icon-3</image:caption><image:title>meddicc-faq-question-icon-3</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/teamviewer-logo.png</image:loc><image:caption>teamviewer-logo</image:caption><image:title>teamviewer-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/zapier-logo.png</image:loc><image:caption>zapier-logo</image:caption><image:title>zapier-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/Hero%20Section%20-%20No%20Image%20-%20Light.png</image:loc><image:caption>Hero Section - No Image - Light</image:caption><image:title>Hero Section - No Image - Light</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/who_we_help_venture_capitalist_icon_512%20%C3%97%20512_sb_final.png</image:loc><image:caption>who_we_help_venture_capitalist_icon_512 × 512_sb_final</image:caption><image:title>who_we_help_venture_capitalist_icon_512 × 512_sb_final</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/programs/value</loc><video:video><video:thumbnail_loc>https://meddicc.com/hubfs/enb_mvin3_v4_ak-1.mp4/medium.jpg</video:thumbnail_loc><video:title>enb_mvin3_v4_ak-1</video:title><video:description>enb_mvin3_v4_ak-1</video:description><video:content_loc>https://meddicc.com/hubfs/enb_mvin3_v4_ak-1.mp4</video:content_loc><video:duration>219</video:duration><video:requires_subscription>no</video:requires_subscription><video:live>no</video:live></video:video><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/background.png</image:loc><image:caption>background</image:caption><image:title>background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/javier-bejarano-headshot.png</image:loc><image:caption>javier-bejarano-headshot</image:caption><image:title>javier-bejarano-headshot</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-gradient-strip-background.png</image:loc><image:caption>blue-gradient-strip-background</image:caption><image:title>blue-gradient-strip-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-faq-question-icon-2.png</image:loc><image:caption>meddicc-faq-question-icon-2</image:caption><image:title>meddicc-faq-question-icon-2</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/up-next-value-pyramid.png</image:loc><image:caption>up-next-value-pyramid</image:caption><image:title>up-next-value-pyramid</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-faq-question-icon-1.png</image:loc><image:caption>meddicc-faq-question-icon-1</image:caption><image:title>meddicc-faq-question-icon-1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-in-3-minutes-thumbnail.png</image:loc><image:caption>meddicc-value-in-3-minutes-thumbnail</image:caption><image:title>meddicc-value-in-3-minutes-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-faq-question-icon-3.png</image:loc><image:caption>meddicc-faq-question-icon-3</image:caption><image:title>meddicc-faq-question-icon-3</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/stoney-adkins-headshot.png</image:loc><image:caption>stoney-adkins-headshot</image:caption><image:title>stoney-adkins-headshot</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/javier-bejarano-headshot.webp</image:loc><image:caption>javier-bejarano-headshot</image:caption><image:title>javier-bejarano-headshot</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/navy-gradient-masterclass-background.png</image:loc><image:caption>navy-gradient-masterclass-background</image:caption><image:title>navy-gradient-masterclass-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-pattern-pricing-background.png</image:loc><image:caption>blue-pattern-pricing-background</image:caption><image:title>blue-pattern-pricing-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/metrics-triangle-proven-m3-icon.png</image:loc><image:caption>metrics-triangle-proven-m3-icon</image:caption><image:title>metrics-triangle-proven-m3-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/metrics-triangle-proven-m2-icon.png</image:loc><image:caption>metrics-triangle-proven-m2-icon</image:caption><image:title>metrics-triangle-proven-m2-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/metrics-triangle-proven-m1-icon-32x32.svg</image:loc><image:caption>metrics-triangle-proven-m1-icon-32x32</image:caption><image:title>metrics-triangle-proven-m1-icon-32x32</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/stoney-adkins-headshot.webp</image:loc><image:caption>stoney-adkins-headshot</image:caption><image:title>stoney-adkins-headshot</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/steve.jpeg</image:loc><image:caption>steve</image:caption><image:title>steve</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-faq-question-icon-4.png</image:loc><image:caption>meddicc-faq-question-icon-4</image:caption><image:title>meddicc-faq-question-icon-4</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/products</loc><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-faq-question-icon-7.svg</image:loc><image:caption>meddicc-faq-question-icon-7</image:caption><image:title>meddicc-faq-question-icon-7</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/tara-mcomber-testimonial.png</image:loc><image:caption>tara-mcomber-testimonial</image:caption><image:title>tara-mcomber-testimonial</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/tools-cards-winni-card-no-bg.png</image:loc><image:caption>tools-cards-winni-card-no-bg</image:caption><image:title>tools-cards-winni-card-no-bg</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-faq-question-icon-1.png</image:loc><image:caption>meddicc-faq-question-icon-1</image:caption><image:title>meddicc-faq-question-icon-1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/execute-icon.svg</image:loc><image:caption>execute-icon</image:caption><image:title>execute-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/net-health-logo.svg</image:loc><image:caption>net-health-logo</image:caption><image:title>net-health-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/enablement-shorts-web-grp-no-bg.png</image:loc><image:caption>enablement-shorts-web-grp-no-bg</image:caption><image:title>enablement-shorts-web-grp-no-bg</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-faq-question-icon-2.png</image:loc><image:caption>meddicc-faq-question-icon-2</image:caption><image:title>meddicc-faq-question-icon-2</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/level-up-icon.svg</image:loc><image:caption>level-up-icon</image:caption><image:title>level-up-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/digitaled-logo.svg</image:loc><image:caption>digitaled-logo</image:caption><image:title>digitaled-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/tools-cards-deals-card.svg</image:loc><image:caption>tools-cards-deals-card</image:caption><image:title>tools-cards-deals-card</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-faq-question-icon-3.png</image:loc><image:caption>meddicc-faq-question-icon-3</image:caption><image:title>meddicc-faq-question-icon-3</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/light-blue-card-background.png</image:loc><image:caption>light-blue-card-background</image:caption><image:title>light-blue-card-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-faq-question-icon-5.png</image:loc><image:caption>meddicc-faq-question-icon-5</image:caption><image:title>meddicc-faq-question-icon-5</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/enablement-playbook-web-grp-no-bg.png</image:loc><image:caption>enablement-playbook-web-grp-no-bg</image:caption><image:title>enablement-playbook-web-grp-no-bg</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/cta-banner-2.png</image:loc><image:caption>cta-banner-2</image:caption><image:title>cta-banner-2</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/tools-cards-coming-soon-card-no-bg.png</image:loc><image:caption>tools-cards-coming-soon-card-no-bg</image:caption><image:title>tools-cards-coming-soon-card-no-bg</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/jt-keating-testimonial.webp</image:loc><image:caption>jt-keating-testimonial</image:caption><image:title>jt-keating-testimonial</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/crowdstrike-logo-2.svg</image:loc><image:caption>crowdstrike-logo-2</image:caption><image:title>crowdstrike-logo-2</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-faq-question-icon-8.svg</image:loc><image:caption>meddicc-faq-question-icon-8</image:caption><image:title>meddicc-faq-question-icon-8</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/form_content_banner.webp</image:loc><image:caption>form_content_banner</image:caption><image:title>form_content_banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/tara-mcomber-testimonial.webp</image:loc><image:caption>tara-mcomber-testimonial</image:caption><image:title>tara-mcomber-testimonial</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/learn-icon.svg</image:loc><image:caption>learn-icon</image:caption><image:title>learn-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/enablement-blueprint-web-grp-no-bg.png</image:loc><image:caption>enablement-blueprint-web-grp-no-bg</image:caption><image:title>enablement-blueprint-web-grp-no-bg</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/product-landing-page-hero-sgv.svg</image:loc><image:caption>product-landing-page-hero-sgv</image:caption><image:title>product-landing-page-hero-sgv</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/jose-gutierrez-headshot.png</image:loc><image:caption>jose-gutierrez-headshot</image:caption><image:title>jose-gutierrez-headshot</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/enablement-meddicc-live-web-grp-no-bg.png</image:loc><image:caption>enablement-meddicc-live-web-grp-no-bg</image:caption><image:title>enablement-meddicc-live-web-grp-no-bg</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-faq-question-icon-9.svg</image:loc><image:caption>meddicc-faq-question-icon-9</image:caption><image:title>meddicc-faq-question-icon-9</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/cognism-logo.svg</image:loc><image:caption>cognism-logo</image:caption><image:title>cognism-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-faq-question-icon-6.png</image:loc><image:caption>meddicc-faq-question-icon-6</image:caption><image:title>meddicc-faq-question-icon-6</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/oyster-logo.svg</image:loc><image:caption>oyster-logo</image:caption><image:title>oyster-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/background-1.png</image:loc><image:caption>background-1</image:caption><image:title>background-1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sam-jeremiah-headshot.jpg</image:loc><image:caption>sam-jeremiah-headshot</image:caption><image:title>sam-jeremiah-headshot</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/product-enablement.svg</image:loc><image:caption>product-enablement</image:caption><image:title>product-enablement</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/aws-logo.svg</image:loc><image:caption>aws-logo</image:caption><image:title>aws-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/next-up-program-graphic.png</image:loc><image:caption>next-up-program-graphic</image:caption><image:title>next-up-program-graphic</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/cloudflare-logo.svg</image:loc><image:caption>cloudflare-logo</image:caption><image:title>cloudflare-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-faq-question-icon-4.png</image:loc><image:caption>meddicc-faq-question-icon-4</image:caption><image:title>meddicc-faq-question-icon-4</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/darktrace-logo.svg</image:loc><image:caption>darktrace-logo</image:caption><image:title>darktrace-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/product-tools.svg</image:loc><image:caption>product-tools</image:caption><image:title>product-tools</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/tools-cards-call-recorder-card-no-bg.png</image:loc><image:caption>tools-cards-call-recorder-card-no-bg</image:caption><image:title>tools-cards-call-recorder-card-no-bg</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/jt-keating-headshot.jpg</image:loc><image:caption>jt-keating-headshot</image:caption><image:title>jt-keating-headshot</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/teamtailor-logo.svg</image:loc><image:caption>teamtailor-logo</image:caption><image:title>teamtailor-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/product-banner.png</image:loc><image:caption>product-banner</image:caption><image:title>product-banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/resources/sell-like-the-movies</loc><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/spin-selling-vs-meddpicc-meddicc-thumbnail.png</image:loc><image:caption>spin-selling-vs-meddpicc-meddicc-thumbnail</image:caption><image:title>spin-selling-vs-meddpicc-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-thumbnail.png</image:loc><image:caption>ai-sales-qualification-tools-thumbnail</image:caption><image:title>ai-sales-qualification-tools-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-gradient-newsletter-cta-background.png</image:loc><image:caption>blue-gradient-newsletter-cta-background</image:caption><image:title>blue-gradient-newsletter-cta-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-launches-t5-its-flagship-sales-leadership-thumbnail.jpg</image:loc><image:caption>MEDDICC launches T5, its flagship sales-leadership program</image:caption><image:title>meddicc-launches-t5-its-flagship-sales-leadership-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sell-like-the-movies-thumbnail.png</image:loc><image:caption>sell-like-the-movies-thumbnail</image:caption><image:title>sell-like-the-movies-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blog_post_banner.png</image:loc><image:caption>blog_post_banner</image:caption><image:title>blog_post_banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/robin.png</image:loc><image:caption>robin</image:caption><image:title>robin</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-feature-image.png</image:loc><image:caption>ai-sales-qualification-tools-feature-image</image:caption><image:title>ai-sales-qualification-tools-feature-image</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><lastmod>2026-11-06</lastmod></url><url><loc>https://meddicc.com/resources/meddic-moneyball-1-data-vs-emotions</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blog_post_banner.png</image:loc><image:caption>blog_post_banner</image:caption><image:title>blog_post_banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/spin-selling-vs-meddpicc-meddicc-thumbnail.png</image:loc><image:caption>spin-selling-vs-meddpicc-meddicc-thumbnail</image:caption><image:title>spin-selling-vs-meddpicc-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-feature-image.png</image:loc><image:caption>ai-sales-qualification-tools-feature-image</image:caption><image:title>ai-sales-qualification-tools-feature-image</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-thumbnail.png</image:loc><image:caption>ai-sales-qualification-tools-thumbnail</image:caption><image:title>ai-sales-qualification-tools-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddic-moneyball-1-data-vs-emotions-thumbnail.png</image:loc><image:caption>meddic-moneyball-1-data-vs-emotions-thumbnail</image:caption><image:title>meddic-moneyball-1-data-vs-emotions-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-launches-t5-its-flagship-sales-leadership-thumbnail.jpg</image:loc><image:caption>MEDDICC launches T5, its flagship sales-leadership program</image:caption><image:title>meddicc-launches-t5-its-flagship-sales-leadership-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-gradient-newsletter-cta-background.png</image:loc><image:caption>blue-gradient-newsletter-cta-background</image:caption><image:title>blue-gradient-newsletter-cta-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/vectors/MD_Avatar.svg</image:loc><image:caption>MD_Avatar</image:caption><image:title>MD_Avatar</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Imported_Blog_Media/The%20Art%20of%20Winning%20an%20Unfair%20Ga.png</image:loc><image:caption>The Art of Winning an Unfair Ga</image:caption><image:title>The Art of Winning an Unfair Ga</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><lastmod>2026-11-06</lastmod></url><url><loc>https://meddicc.com/resources/the-cloud-marketplace-shift</loc><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-feature-image.png</image:loc><image:caption>ai-sales-qualification-tools-feature-image</image:caption><image:title>ai-sales-qualification-tools-feature-image</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/the-cloud-marketplace-shift-thumbnail.png</image:loc><image:caption>the-cloud-marketplace-shift-thumbnail</image:caption><image:title>the-cloud-marketplace-shift-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-gradient-newsletter-cta-background.png</image:loc><image:caption>blue-gradient-newsletter-cta-background</image:caption><image:title>blue-gradient-newsletter-cta-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/andy.png</image:loc><image:caption>andy</image:caption><image:title>andy</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-thumbnail.png</image:loc><image:caption>ai-sales-qualification-tools-thumbnail</image:caption><image:title>ai-sales-qualification-tools-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blog_post_banner.png</image:loc><image:caption>blog_post_banner</image:caption><image:title>blog_post_banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/spin-selling-vs-meddpicc-meddicc-thumbnail.png</image:loc><image:caption>spin-selling-vs-meddpicc-meddicc-thumbnail</image:caption><image:title>spin-selling-vs-meddpicc-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-launches-t5-its-flagship-sales-leadership-thumbnail.jpg</image:loc><image:caption>MEDDICC launches T5, its flagship sales-leadership program</image:caption><image:title>meddicc-launches-t5-its-flagship-sales-leadership-thumbnail</image:title></image:image><lastmod>2026-11-06</lastmod></url><url><loc>https://meddicc.com/use-case/scaling-upmarket</loc><image:image><image:loc>https://meddicc.com/hubfs/use_cases_scaling_upmarket_funding_under_pressure.svg</image:loc><image:caption>use_cases_scaling_upmarket_funding_under_pressure</image:caption><image:title>use_cases_scaling_upmarket_funding_under_pressure</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/cloudflare-logo.png</image:loc><image:caption>cloudflare-logo</image:caption><image:title>cloudflare-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/background.png</image:loc><image:caption>background</image:caption><image:title>background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/aws-logo.png</image:loc><image:caption>aws-logo</image:caption><image:title>aws-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/use_cases_scaling_upmarket_teams_feel_strain.svg</image:loc><image:caption>use_cases_scaling_upmarket_teams_feel_strain</image:caption><image:title>use_cases_scaling_upmarket_teams_feel_strain</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/datatonic-logo.png</image:loc><image:caption>datatonic-logo</image:caption><image:title>datatonic-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/level-up-icon.svg</image:loc><image:caption>level-up-icon</image:caption><image:title>level-up-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/Membership%20(1).webp</image:loc><image:caption>Membership (1)</image:caption><image:title>Membership (1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/background%20(6)%20(1).png</image:loc><image:caption>background (6) (1)</image:caption><image:title>background (6) (1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/scaling_upmarket_header_1_1x.webp</image:loc><image:caption>scaling_upmarket_header_1_1x</image:caption><image:title>scaling_upmarket_header_1_1x</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/Programs-1.webp</image:loc><image:caption>Programs-1</image:caption><image:title>Programs-1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/up_next_increasing_NRR%20(1)%20(1).webp</image:loc><image:caption>up_next_increasing_NRR (1) (1)</image:caption><image:title>up_next_increasing_NRR (1) (1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/microlise-logo.png</image:loc><image:caption>microlise-logo</image:caption><image:title>microlise-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/Products%20(1).webp</image:loc><image:caption>Products (1)</image:caption><image:title>Products (1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/darktrace-logo.png</image:loc><image:caption>darktrace-logo</image:caption><image:title>darktrace-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/teamtailor-logo-2.png</image:loc><image:caption>teamtailor-logo-2</image:caption><image:title>teamtailor-logo-2</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/cision-logo.png</image:loc><image:caption>cision-logo</image:caption><image:title>cision-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/execute-icon.svg</image:loc><image:caption>execute-icon</image:caption><image:title>execute-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/net-health-logo.png</image:loc><image:caption>net-health-logo</image:caption><image:title>net-health-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/crowdstrike-logo.png</image:loc><image:caption>crowdstrike-logo</image:caption><image:title>crowdstrike-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/learn-icon.svg</image:loc><image:caption>learn-icon</image:caption><image:title>learn-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/zapier-logo.png</image:loc><image:caption>zapier-logo</image:caption><image:title>zapier-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/factorial-logo.png</image:loc><image:caption>factorial-logo</image:caption><image:title>factorial-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/cognism-logo.png</image:loc><image:caption>cognism-logo</image:caption><image:title>cognism-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/digitaled-logo.png</image:loc><image:caption>digitaled-logo</image:caption><image:title>digitaled-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-pattern-pricing-background.png</image:loc><image:caption>blue-pattern-pricing-background</image:caption><image:title>blue-pattern-pricing-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/oyster-logo.png</image:loc><image:caption>oyster-logo</image:caption><image:title>oyster-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/quote-icon.png</image:loc><image:caption>quote-icon</image:caption><image:title>quote-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/jt-keating-testimonial.webp</image:loc><image:caption>jt-keating-testimonial</image:caption><image:title>jt-keating-testimonial</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/teamviewer-logo.png</image:loc><image:caption>teamviewer-logo</image:caption><image:title>teamviewer-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/use_cases_scaling_upmarket_targets_hard_to_defend.svg</image:loc><image:caption>use_cases_scaling_upmarket_targets_hard_to_defend</image:caption><image:title>use_cases_scaling_upmarket_targets_hard_to_defend</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/resources/why-meddicc-is-ideal-for-co-selling-with-marketplaces</loc><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/spin-selling-vs-meddpicc-meddicc-thumbnail.png</image:loc><image:caption>spin-selling-vs-meddpicc-meddicc-thumbnail</image:caption><image:title>spin-selling-vs-meddpicc-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/andy.png</image:loc><image:caption>andy</image:caption><image:title>andy</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-gradient-newsletter-cta-background.png</image:loc><image:caption>blue-gradient-newsletter-cta-background</image:caption><image:title>blue-gradient-newsletter-cta-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-thumbnail.png</image:loc><image:caption>ai-sales-qualification-tools-thumbnail</image:caption><image:title>ai-sales-qualification-tools-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-feature-image.png</image:loc><image:caption>ai-sales-qualification-tools-feature-image</image:caption><image:title>ai-sales-qualification-tools-feature-image</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-launches-t5-its-flagship-sales-leadership-thumbnail.jpg</image:loc><image:caption>MEDDICC launches T5, its flagship sales-leadership program</image:caption><image:title>meddicc-launches-t5-its-flagship-sales-leadership-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blog_post_banner.png</image:loc><image:caption>blog_post_banner</image:caption><image:title>blog_post_banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/why-meddicc-is-ideal-for-co-selling-with-marketplaces-thumbnail.png</image:loc><image:caption>why-meddicc-is-ideal-for-co-selling-with-marketplaces-thumbnail</image:caption><image:title>why-meddicc-is-ideal-for-co-selling-with-marketplaces-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/what-is-meddpicc/competition</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/Frame%205185%20(2).png</image:loc><image:caption>Frame 5185 (2)</image:caption><image:title>Frame 5185 (2)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-gradient-banner-background.png</image:loc><image:caption>blue-gradient-banner-background</image:caption><image:title>blue-gradient-banner-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue%201%20(11).png</image:loc><image:caption>MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue 1 (11)</image:caption><image:title>MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue 1 (11)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue%201%20(12).png</image:loc><image:caption>MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue 1 (12)</image:caption><image:title>MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue 1 (12)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue%201%20(1).png</image:loc><image:caption>MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue 1 (1)</image:caption><image:title>MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue 1 (1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/competition_element_header_graphic_ew%201.svg</image:loc><image:caption>competition_element_header_graphic_ew 1</image:caption><image:title>competition_element_header_graphic_ew 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue%201%20(7).png</image:loc><image:caption>MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue 1 (7)</image:caption><image:title>MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue 1 (7)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/medmen_season_3_episode_11_1280x720px_ew%20(2).png</image:loc><image:caption>medmen_season_3_episode_11_1280x720px_ew (2)</image:caption><image:title>medmen_season_3_episode_11_1280x720px_ew (2)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/medmen-s1-ep11-competition-thumbnail.jpg</image:loc><image:caption>medmen-s1-ep11-competition-thumbnail</image:caption><image:title>medmen-s1-ep11-competition-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue%201%20(5).png</image:loc><image:caption>MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue 1 (5)</image:caption><image:title>MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue 1 (5)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Competition%20Types%20Icons/competition_other_initiatives_icon_512%20%C3%97%20512_sb_final.png</image:loc><image:caption>competition_other_initiatives_icon_512 × 512_sb_final</image:caption><image:title>competition_other_initiatives_icon_512 × 512_sb_final</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue%201.png</image:loc><image:caption>MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue 1</image:caption><image:title>MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Competition%20Types%20Icons/competition_inertia_icon_512%20%C3%97%20512_sb_final.png</image:loc><image:caption>competition_inertia_icon_512 × 512_sb_final</image:caption><image:title>competition_inertia_icon_512 × 512_sb_final</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-pattern-pricing-background.png</image:loc><image:caption>blue-pattern-pricing-background</image:caption><image:title>blue-pattern-pricing-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Element%20Pages_Graphics_2025/Element%20Pages_Body_2025/Element%20Pages_Body_2025_Competition/element_page_co_know.png</image:loc><image:caption>element_page_co_know</image:caption><image:title>element_page_co_know</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/light-blue-gradient-section-background.png</image:loc><image:caption>light-blue-gradient-section-background</image:caption><image:title>light-blue-gradient-section-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/mm-meddpicc-in-10-minutes-thumbnail.jpg</image:loc><image:caption>mm-meddpicc-in-10-minutes-thumbnail</image:caption><image:title>mm-meddpicc-in-10-minutes-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue%201%20(4).png</image:loc><image:caption>MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue 1 (4)</image:caption><image:title>MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue 1 (4)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Competition%20Types%20Icons/competition_self_build_icon_512%20%C3%97%20512_sb_final.png</image:loc><image:caption>competition_self_build_icon_512 × 512_sb_final</image:caption><image:title>competition_self_build_icon_512 × 512_sb_final</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Competition%20Types%20Icons/competition_rivals_icon_512%20%C3%97%20512_sb_final.png</image:loc><image:caption>competition_rivals_icon_512 × 512_sb_final</image:caption><image:title>competition_rivals_icon_512 × 512_sb_final</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue%201%20(2).png</image:loc><image:caption>MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue 1 (2)</image:caption><image:title>MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue 1 (2)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/meddicc-media/medmen-s3-ep9-3-ways-to-uncover-more-metrics</loc><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:caption><image:title>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/vectors/MD_Avatar.svg</image:loc><image:caption>MD_Avatar</image:caption><image:title>MD_Avatar</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:caption><image:title>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/medmen-s3-ep9-3-ways-to-uncover-more-metrics-thumbnail.png</image:loc><image:caption>medmen-s3-ep9-3-ways-to-uncover-more-metrics-thumbnail</image:caption><image:title>medmen-s3-ep9-3-ways-to-uncover-more-metrics-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-related-bg.webp</image:loc><image:caption>podcast-related-bg</image:caption><image:title>podcast-related-bg</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-post-banner.webp</image:loc><image:caption>podcast-post-banner</image:caption><image:title>podcast-post-banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-what-if-your-champion-is-your-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:caption><image:title>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/andy-whyte-headshot.png</image:loc><image:caption>andy-whyte-headshot</image:caption><image:title>andy-whyte-headshot</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/pim.png</image:loc><image:caption>pim</image:caption><image:title>pim</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-form.webp</image:loc><image:caption>podcast-sidebar-form</image:caption><image:title>podcast-sidebar-form</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-about.webp</image:loc><image:caption>podcast-sidebar-about</image:caption><image:title>podcast-sidebar-about</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/resources/reinventing-deal-reviews</loc><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-thumbnail.png</image:loc><image:caption>ai-sales-qualification-tools-thumbnail</image:caption><image:title>ai-sales-qualification-tools-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blog_post_banner.png</image:loc><image:caption>blog_post_banner</image:caption><image:title>blog_post_banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-launches-t5-its-flagship-sales-leadership-thumbnail.jpg</image:loc><image:caption>MEDDICC launches T5, its flagship sales-leadership program</image:caption><image:title>meddicc-launches-t5-its-flagship-sales-leadership-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/reinventing-deal-reviews-thumbnail.png</image:loc><image:caption>reinventing-deal-reviews-thumbnail</image:caption><image:title>reinventing-deal-reviews-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/spin-selling-vs-meddpicc-meddicc-thumbnail.png</image:loc><image:caption>spin-selling-vs-meddpicc-meddicc-thumbnail</image:caption><image:title>spin-selling-vs-meddpicc-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-feature-image.png</image:loc><image:caption>ai-sales-qualification-tools-feature-image</image:caption><image:title>ai-sales-qualification-tools-feature-image</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/vectors/MD_Avatar.svg</image:loc><image:caption>MD_Avatar</image:caption><image:title>MD_Avatar</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-gradient-newsletter-cta-background.png</image:loc><image:caption>blue-gradient-newsletter-cta-background</image:caption><image:title>blue-gradient-newsletter-cta-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><lastmod>2026-11-06</lastmod></url><url><loc>https://meddicc.com/terms-conditions-us-addendum</loc><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-courses-value-pyramid-icon.png</image:loc><image:caption>meddicc-courses-value-pyramid-icon</image:caption><image:title>meddicc-courses-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-courses-meddicc-value-icon.png</image:loc><image:caption>meddicc-courses-meddicc-value-icon</image:caption><image:title>meddicc-courses-meddicc-value-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White.jpg</image:loc><image:caption>27001_MONO_White</image:caption><image:title>27001_MONO_White</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-courses-leadership-and-enablement-icon.png</image:loc><image:caption>meddicc-courses-leadership-and-enablement-icon</image:caption><image:title>meddicc-courses-leadership-and-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><lastmod>2026-08-12</lastmod></url><url><loc>https://meddicc.com/resources/mos-sso-integrations</loc><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-gradient-newsletter-cta-background.png</image:loc><image:caption>blue-gradient-newsletter-cta-background</image:caption><image:title>blue-gradient-newsletter-cta-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-launches-t5-its-flagship-sales-leadership-thumbnail.jpg</image:loc><image:caption>MEDDICC launches T5, its flagship sales-leadership program</image:caption><image:title>meddicc-launches-t5-its-flagship-sales-leadership-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-feature-image.png</image:loc><image:caption>ai-sales-qualification-tools-feature-image</image:caption><image:title>ai-sales-qualification-tools-feature-image</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/mos-sso-integrations-thumbnail.png</image:loc><image:caption>mos-sso-integrations-thumbnail</image:caption><image:title>mos-sso-integrations-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/robin.png</image:loc><image:caption>robin</image:caption><image:title>robin</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-thumbnail.png</image:loc><image:caption>ai-sales-qualification-tools-thumbnail</image:caption><image:title>ai-sales-qualification-tools-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/spin-selling-vs-meddpicc-meddicc-thumbnail.png</image:loc><image:caption>spin-selling-vs-meddpicc-meddicc-thumbnail</image:caption><image:title>spin-selling-vs-meddpicc-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blog_post_banner.png</image:loc><image:caption>blog_post_banner</image:caption><image:title>blog_post_banner</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/meddicc-media/masters-of-meddicc-s1-ep5-john-mcmahon</loc><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/masters-of-meddicc-s1-ep5-john-mcmahon-thumbnail.jpg</image:loc><image:caption>masters-of-meddicc-s1-ep5-john-mcmahon-thumbnail</image:caption><image:title>masters-of-meddicc-s1-ep5-john-mcmahon-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-what-if-your-champion-is-your-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:caption><image:title>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/vectors/MD_Avatar.svg</image:loc><image:caption>MD_Avatar</image:caption><image:title>MD_Avatar</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:caption><image:title>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-related-bg.webp</image:loc><image:caption>podcast-related-bg</image:caption><image:title>podcast-related-bg</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-form.webp</image:loc><image:caption>podcast-sidebar-form</image:caption><image:title>podcast-sidebar-form</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/john-mcmahon-masters-of-meddicc.png</image:loc><image:caption>john-mcmahon-masters-of-meddicc</image:caption><image:title>john-mcmahon-masters-of-meddicc</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-about.webp</image:loc><image:caption>podcast-sidebar-about</image:caption><image:title>podcast-sidebar-about</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/andy-whyte-headshot.png</image:loc><image:caption>andy-whyte-headshot</image:caption><image:title>andy-whyte-headshot</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:caption><image:title>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-post-banner.webp</image:loc><image:caption>podcast-post-banner</image:caption><image:title>podcast-post-banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/meddicc-media/medmen-why-most-skos-fail-and-how-to-fix-them</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-related-bg.webp</image:loc><image:caption>podcast-related-bg</image:caption><image:title>podcast-related-bg</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-post-banner.webp</image:loc><image:caption>podcast-post-banner</image:caption><image:title>podcast-post-banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/medmen-why-most-skos-fail-and-how-to-fix-them-thumbnail.jpg</image:loc><image:caption>medmen-why-most-skos-fail-and-how-to-fix-them-thumbnail</image:caption><image:title>medmen-why-most-skos-fail-and-how-to-fix-them-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-what-if-your-champion-is-your-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:caption><image:title>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/vectors/MD_Avatar.svg</image:loc><image:caption>MD_Avatar</image:caption><image:title>MD_Avatar</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:caption><image:title>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/pim.png</image:loc><image:caption>pim</image:caption><image:title>pim</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-form.webp</image:loc><image:caption>podcast-sidebar-form</image:caption><image:title>podcast-sidebar-form</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:caption><image:title>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-about.webp</image:loc><image:caption>podcast-sidebar-about</image:caption><image:title>podcast-sidebar-about</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/andy-whyte-headshot.png</image:loc><image:caption>andy-whyte-headshot</image:caption><image:title>andy-whyte-headshot</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/knowledge/crm-integration-security-compliance</loc><lastmod>2026-08-12</lastmod></url><url><loc>https://meddicc.com/meddicc-media/masters-of-meddicc-s1-ep2-cliff-dorsey</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/andy-whyte-headshot.png</image:loc><image:caption>andy-whyte-headshot</image:caption><image:title>andy-whyte-headshot</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:caption><image:title>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-form.webp</image:loc><image:caption>podcast-sidebar-form</image:caption><image:title>podcast-sidebar-form</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/cliff-dorsey-masters-of-meddicc.png</image:loc><image:caption>cliff-dorsey-masters-of-meddicc</image:caption><image:title>cliff-dorsey-masters-of-meddicc</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-related-bg.webp</image:loc><image:caption>podcast-related-bg</image:caption><image:title>podcast-related-bg</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/vectors/MD_Avatar.svg</image:loc><image:caption>MD_Avatar</image:caption><image:title>MD_Avatar</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:caption><image:title>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-what-if-your-champion-is-your-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:caption><image:title>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-post-banner.webp</image:loc><image:caption>podcast-post-banner</image:caption><image:title>podcast-post-banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-about.webp</image:loc><image:caption>podcast-sidebar-about</image:caption><image:title>podcast-sidebar-about</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/masters-of-meddicc-s1-ep2-cliff-dorsey-thumbnail.jpg</image:loc><image:caption>masters-of-meddicc-s1-ep2-cliff-dorsey-thumbnail</image:caption><image:title>masters-of-meddicc-s1-ep2-cliff-dorsey-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/meddicc-media/gsd</loc><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-what-if-your-champion-is-your-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:caption><image:title>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/AWJ.png</image:loc><image:caption>AWJ</image:caption><image:title>AWJ</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/LOGOS/Logo_Masters%20of%20MEDDICC.png</image:loc><image:caption>Logo_Masters of MEDDICC</image:caption><image:title>Logo_Masters of MEDDICC</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/TMES-Main-Logo.png</image:loc><image:caption>TMES-Main-Logo</image:caption><image:title>TMES-Main-Logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/The%20Journey.png</image:loc><image:caption>The Journey</image:caption><image:title>The Journey</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/mm_prtnr_-sttp_logo_horizontal_primary_1080%20%C3%97%20234_sb_final.png</image:loc><image:caption>mm_prtnr_-sttp_logo_horizontal_primary_1080 × 234_sb_final</image:caption><image:title>mm_prtnr_-sttp_logo_horizontal_primary_1080 × 234_sb_final</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/AskAW.png</image:loc><image:caption>AskAW</image:caption><image:title>AskAW</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:caption><image:title>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:caption><image:title>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/LOGOS/Logo_Elite%20Dealers.png</image:loc><image:caption>Logo_Elite Dealers</image:caption><image:title>Logo_Elite Dealers</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/LOGOS/Logo_MEDMEN.png</image:loc><image:caption>Logo_MEDMEN</image:caption><image:title>Logo_MEDMEN</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/LOGOS/Logo_Marketing%20Unlocked.png</image:loc><image:caption>Logo_Marketing Unlocked</image:caption><image:title>Logo_Marketing Unlocked</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/gsd-i-wasnt-invited-thumbnail.png</image:loc><image:caption>gsd-i-wasnt-invited-thumbnail</image:caption><image:title>gsd-i-wasnt-invited-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/meddicc-media/ask-andy-whyte-closing-questions-and-why-not-all-meddic-is-equal</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-about.webp</image:loc><image:caption>podcast-sidebar-about</image:caption><image:title>podcast-sidebar-about</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-closing-questions-and-why-not-all-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-closing-questions-and-why-not-all-thumbnail</image:caption><image:title>ask-andy-whyte-closing-questions-and-why-not-all-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:caption><image:title>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-post-banner.webp</image:loc><image:caption>podcast-post-banner</image:caption><image:title>podcast-post-banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/andy-whyte-headshot.png</image:loc><image:caption>andy-whyte-headshot</image:caption><image:title>andy-whyte-headshot</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:caption><image:title>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-form.webp</image:loc><image:caption>podcast-sidebar-form</image:caption><image:title>podcast-sidebar-form</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-what-if-your-champion-is-your-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:caption><image:title>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/vectors/MD_Avatar.svg</image:loc><image:caption>MD_Avatar</image:caption><image:title>MD_Avatar</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-related-bg.webp</image:loc><image:caption>podcast-related-bg</image:caption><image:title>podcast-related-bg</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/meddicc-media/medmen-s1-ep4-deal-reviews</loc><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-form.webp</image:loc><image:caption>podcast-sidebar-form</image:caption><image:title>podcast-sidebar-form</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/vectors/MD_Avatar.svg</image:loc><image:caption>MD_Avatar</image:caption><image:title>MD_Avatar</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:caption><image:title>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/medmen-s1-ep4-deal-reviews-thumbnail.jpg</image:loc><image:caption>medmen-s1-ep4-deal-reviews-thumbnail</image:caption><image:title>medmen-s1-ep4-deal-reviews-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-post-banner.webp</image:loc><image:caption>podcast-post-banner</image:caption><image:title>podcast-post-banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-what-if-your-champion-is-your-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:caption><image:title>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-about.webp</image:loc><image:caption>podcast-sidebar-about</image:caption><image:title>podcast-sidebar-about</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/pim.png</image:loc><image:caption>pim</image:caption><image:title>pim</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:caption><image:title>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/andy-whyte-headshot.png</image:loc><image:caption>andy-whyte-headshot</image:caption><image:title>andy-whyte-headshot</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-related-bg.webp</image:loc><image:caption>podcast-related-bg</image:caption><image:title>podcast-related-bg</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/resources/meddicc-launches-a-partner-program-to-bring-structure-to-partnerships</loc><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/robin.png</image:loc><image:caption>robin</image:caption><image:title>robin</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-thumbnail.png</image:loc><image:caption>ai-sales-qualification-tools-thumbnail</image:caption><image:title>ai-sales-qualification-tools-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blog_post_banner.png</image:loc><image:caption>blog_post_banner</image:caption><image:title>blog_post_banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-feature-image.png</image:loc><image:caption>ai-sales-qualification-tools-feature-image</image:caption><image:title>ai-sales-qualification-tools-feature-image</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-launches-a-partner-program-to-bring-structure-thumbnail.png</image:loc><image:caption>meddicc-launches-a-partner-program-to-bring-structure-thumbnail</image:caption><image:title>meddicc-launches-a-partner-program-to-bring-structure-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-gradient-newsletter-cta-background.png</image:loc><image:caption>blue-gradient-newsletter-cta-background</image:caption><image:title>blue-gradient-newsletter-cta-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-launches-t5-its-flagship-sales-leadership-thumbnail.jpg</image:loc><image:caption>MEDDICC launches T5, its flagship sales-leadership program</image:caption><image:title>meddicc-launches-t5-its-flagship-sales-leadership-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/spin-selling-vs-meddpicc-meddicc-thumbnail.png</image:loc><image:caption>spin-selling-vs-meddpicc-meddicc-thumbnail</image:caption><image:title>spin-selling-vs-meddpicc-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/meddicc-media/medmen-s1-ep8-decision-process</loc><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-post-banner.webp</image:loc><image:caption>podcast-post-banner</image:caption><image:title>podcast-post-banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-related-bg.webp</image:loc><image:caption>podcast-related-bg</image:caption><image:title>podcast-related-bg</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:caption><image:title>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/pim.png</image:loc><image:caption>pim</image:caption><image:title>pim</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/andy-whyte-headshot.png</image:loc><image:caption>andy-whyte-headshot</image:caption><image:title>andy-whyte-headshot</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:caption><image:title>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Imported_Blog_Media/medmen-s1-ep8-decision-process-thumbnail.jpg</image:loc><image:caption>medmen-s1-ep8-decision-process-thumbnail</image:caption><image:title>medmen-s1-ep8-decision-process-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-about.webp</image:loc><image:caption>podcast-sidebar-about</image:caption><image:title>podcast-sidebar-about</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/vectors/MD_Avatar.svg</image:loc><image:caption>MD_Avatar</image:caption><image:title>MD_Avatar</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-form.webp</image:loc><image:caption>podcast-sidebar-form</image:caption><image:title>podcast-sidebar-form</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-what-if-your-champion-is-your-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:caption><image:title>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/knowledge/faqs-meddpicc-masterclass</loc><lastmod>2026-02-23</lastmod></url><url><loc>https://meddicc.com/meddicc-media/medmen-s1-ep10-implicating-the-pain</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/pim.png</image:loc><image:caption>pim</image:caption><image:title>pim</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-form.webp</image:loc><image:caption>podcast-sidebar-form</image:caption><image:title>podcast-sidebar-form</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/vectors/MD_Avatar.svg</image:loc><image:caption>MD_Avatar</image:caption><image:title>MD_Avatar</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/andy-whyte-headshot.png</image:loc><image:caption>andy-whyte-headshot</image:caption><image:title>andy-whyte-headshot</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-about.webp</image:loc><image:caption>podcast-sidebar-about</image:caption><image:title>podcast-sidebar-about</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-post-banner.webp</image:loc><image:caption>podcast-post-banner</image:caption><image:title>podcast-post-banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-related-bg.webp</image:loc><image:caption>podcast-related-bg</image:caption><image:title>podcast-related-bg</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-what-if-your-champion-is-your-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:caption><image:title>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:caption><image:title>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:caption><image:title>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/medmen-s1-ep10-implicating-the-pain-thumbnail.jpg</image:loc><image:caption>medmen-s1-ep10-implicating-the-pain-thumbnail</image:caption><image:title>medmen-s1-ep10-implicating-the-pain-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/meddicc-media/medmen-obsessing-over-the-wrong-type-of-competition</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:caption><image:title>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:caption><image:title>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-about.webp</image:loc><image:caption>podcast-sidebar-about</image:caption><image:title>podcast-sidebar-about</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-post-banner.webp</image:loc><image:caption>podcast-post-banner</image:caption><image:title>podcast-post-banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-what-if-your-champion-is-your-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:caption><image:title>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-form.webp</image:loc><image:caption>podcast-sidebar-form</image:caption><image:title>podcast-sidebar-form</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/andy-whyte-headshot.png</image:loc><image:caption>andy-whyte-headshot</image:caption><image:title>andy-whyte-headshot</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/pim.png</image:loc><image:caption>pim</image:caption><image:title>pim</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/vectors/MD_Avatar.svg</image:loc><image:caption>MD_Avatar</image:caption><image:title>MD_Avatar</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/medmen-obsessing-over-the-wrong-type-of-competition-thumbnail.png</image:loc><image:caption>medmen-obsessing-over-the-wrong-type-of-competition-thumbnail</image:caption><image:title>medmen-obsessing-over-the-wrong-type-of-competition-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-related-bg.webp</image:loc><image:caption>podcast-related-bg</image:caption><image:title>podcast-related-bg</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/meddicc-media/masters-of-meddicc-s1-ep18-richard-dufty</loc><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/masters-of-meddicc-s1-ep18-richard-dufty-thumbnail.png</image:loc><image:caption>masters-of-meddicc-s1-ep18-richard-dufty-thumbnail</image:caption><image:title>masters-of-meddicc-s1-ep18-richard-dufty-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-related-bg.webp</image:loc><image:caption>podcast-related-bg</image:caption><image:title>podcast-related-bg</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/richard%20dufty.png</image:loc><image:caption>richard dufty</image:caption><image:title>richard dufty</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-form.webp</image:loc><image:caption>podcast-sidebar-form</image:caption><image:title>podcast-sidebar-form</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/andy-whyte-headshot.png</image:loc><image:caption>andy-whyte-headshot</image:caption><image:title>andy-whyte-headshot</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:caption><image:title>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:caption><image:title>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-what-if-your-champion-is-your-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:caption><image:title>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/vectors/MD_Avatar.svg</image:loc><image:caption>MD_Avatar</image:caption><image:title>MD_Avatar</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-post-banner.webp</image:loc><image:caption>podcast-post-banner</image:caption><image:title>podcast-post-banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-about.webp</image:loc><image:caption>podcast-sidebar-about</image:caption><image:title>podcast-sidebar-about</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/resources/meddic-for-sdrs-live-webinar-takeaways</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Frame%20(1).svg</image:loc><image:caption>Frame (1)</image:caption><image:title>Frame (1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/clock-icon-read-time.svg</image:loc><image:caption>clock-icon-read-time</image:caption><image:title>clock-icon-read-time</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/robin.png</image:loc><image:caption>robin</image:caption><image:title>robin</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddic-for-sdrs-live-webinar-takeaways-thumbnail.png</image:loc><image:caption>meddic-for-sdrs-live-webinar-takeaways-thumbnail</image:caption><image:title>meddic-for-sdrs-live-webinar-takeaways-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Frame%20(2).svg</image:loc><image:caption>Frame (2)</image:caption><image:title>Frame (2)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/meddicc-media/medmen-s3-ep8-proactive-approaches-to-decision-criteria</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-post-banner.webp</image:loc><image:caption>podcast-post-banner</image:caption><image:title>podcast-post-banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:caption><image:title>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/medmen-s3-ep8-proactive-approaches-to-decision-criteria-thumbnail.png</image:loc><image:caption>medmen-s3-ep8-proactive-approaches-to-decision-criteria-thumbnail</image:caption><image:title>medmen-s3-ep8-proactive-approaches-to-decision-criteria-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-about.webp</image:loc><image:caption>podcast-sidebar-about</image:caption><image:title>podcast-sidebar-about</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/pim.png</image:loc><image:caption>pim</image:caption><image:title>pim</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/vectors/MD_Avatar.svg</image:loc><image:caption>MD_Avatar</image:caption><image:title>MD_Avatar</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-what-if-your-champion-is-your-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:caption><image:title>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:caption><image:title>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-form.webp</image:loc><image:caption>podcast-sidebar-form</image:caption><image:title>podcast-sidebar-form</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-related-bg.webp</image:loc><image:caption>podcast-related-bg</image:caption><image:title>podcast-related-bg</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/andy-whyte-headshot.png</image:loc><image:caption>andy-whyte-headshot</image:caption><image:title>andy-whyte-headshot</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/knowledge/deals-x-calls-integration</loc><lastmod>2026-08-19</lastmod></url><url><loc>https://meddicc.com/resources/timid-salesmen-have-skinny-kids-zig-ziglar</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/timid-salesmen-have-skinny-kids-zig-ziglar-thumbnail.png</image:loc><image:caption>timid-salesmen-have-skinny-kids-zig-ziglar-thumbnail</image:caption><image:title>timid-salesmen-have-skinny-kids-zig-ziglar-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-thumbnail.png</image:loc><image:caption>ai-sales-qualification-tools-thumbnail</image:caption><image:title>ai-sales-qualification-tools-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-feature-image.png</image:loc><image:caption>ai-sales-qualification-tools-feature-image</image:caption><image:title>ai-sales-qualification-tools-feature-image</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blog_post_banner.png</image:loc><image:caption>blog_post_banner</image:caption><image:title>blog_post_banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/spin-selling-vs-meddpicc-meddicc-thumbnail.png</image:loc><image:caption>spin-selling-vs-meddpicc-meddicc-thumbnail</image:caption><image:title>spin-selling-vs-meddpicc-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-launches-t5-its-flagship-sales-leadership-thumbnail.jpg</image:loc><image:caption>MEDDICC launches T5, its flagship sales-leadership program</image:caption><image:title>meddicc-launches-t5-its-flagship-sales-leadership-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/andy.png</image:loc><image:caption>andy</image:caption><image:title>andy</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Imported_Blog_Media/salesman-book-cover.png</image:loc><image:caption>salesman-book-cover</image:caption><image:title>salesman-book-cover</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-gradient-newsletter-cta-background.png</image:loc><image:caption>blue-gradient-newsletter-cta-background</image:caption><image:title>blue-gradient-newsletter-cta-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/membership/teams</loc><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/background.png</image:loc><image:caption>background</image:caption><image:title>background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sam-jeremiah-headshot.jpg</image:loc><image:caption>sam-jeremiah-headshot</image:caption><image:title>sam-jeremiah-headshot</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-faq-question-icon-6.png</image:loc><image:caption>meddicc-faq-question-icon-6</image:caption><image:title>meddicc-faq-question-icon-6</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-faq-question-icon-5.png</image:loc><image:caption>meddicc-faq-question-icon-5</image:caption><image:title>meddicc-faq-question-icon-5</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/navy-gradient-proposition-background.webp</image:loc><image:caption>navy-gradient-proposition-background</image:caption><image:title>navy-gradient-proposition-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website-revamp-team-membership-hero.png</image:loc><image:caption>website-revamp-team-membership-hero</image:caption><image:title>website-revamp-team-membership-hero</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/dark-chevron-background-1.png</image:loc><image:caption>dark-chevron-background-1</image:caption><image:title>dark-chevron-background-1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/light-blue-card-background.png</image:loc><image:caption>light-blue-card-background</image:caption><image:title>light-blue-card-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-faq-question-icon-2.png</image:loc><image:caption>meddicc-faq-question-icon-2</image:caption><image:title>meddicc-faq-question-icon-2</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddic-meddicc-meddpicc.png</image:loc><image:caption>meddic-meddicc-meddpicc</image:caption><image:title>meddic-meddicc-meddpicc</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/mike-blackburn-headshot.png</image:loc><image:caption>mike-blackburn-headshot</image:caption><image:title>mike-blackburn-headshot</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-faq-question-icon-1.png</image:loc><image:caption>meddicc-faq-question-icon-1</image:caption><image:title>meddicc-faq-question-icon-1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/light-blue-pattern-background.webp</image:loc><image:caption>light-blue-pattern-background</image:caption><image:title>light-blue-pattern-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/opportunity-manager.png</image:loc><image:caption>opportunity-manager</image:caption><image:title>opportunity-manager</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-up-to-10-icon.png</image:loc><image:caption>meddicc-membership-up-to-10-icon</image:caption><image:title>meddicc-membership-up-to-10-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-faq-question-icon-4.png</image:loc><image:caption>meddicc-faq-question-icon-4</image:caption><image:title>meddicc-faq-question-icon-4</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/number-7-badge-icon.png</image:loc><image:caption>number-7-badge-icon</image:caption><image:title>number-7-badge-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-faq-question-icon-3.png</image:loc><image:caption>meddicc-faq-question-icon-3</image:caption><image:title>meddicc-faq-question-icon-3</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/kristen-ardon-headshot.png</image:loc><image:caption>kristen-ardon-headshot</image:caption><image:title>kristen-ardon-headshot</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/namie</loc><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Team%20Photos/mackenzie.png</image:loc><image:caption>mackenzie</image:caption><image:title>mackenzie</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE_Icons_Breadth.png</image:loc><image:caption>NAMIE_Icons_Breadth</image:caption><image:title>NAMIE_Icons_Breadth</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-feature-image.png</image:loc><image:caption>ai-sales-qualification-tools-feature-image</image:caption><image:title>ai-sales-qualification-tools-feature-image</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-launches-t5-its-flagship-sales-leadership-thumbnail.jpg</image:loc><image:caption>MEDDICC launches T5, its flagship sales-leadership program</image:caption><image:title>meddicc-launches-t5-its-flagship-sales-leadership-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-courses-value-pyramid-icon.png</image:loc><image:caption>meddicc-courses-value-pyramid-icon</image:caption><image:title>meddicc-courses-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Artboard%201-1.png</image:loc><image:caption>Artboard 1-1</image:caption><image:title>Artboard 1-1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Artboard%202%20(1).png</image:loc><image:caption>Artboard 2 (1)</image:caption><image:title>Artboard 2 (1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-courses-meddicc-value-icon.png</image:loc><image:caption>meddicc-courses-meddicc-value-icon</image:caption><image:title>meddicc-courses-meddicc-value-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/box-shape-resize.svg</image:loc><image:caption>box-shape-resize</image:caption><image:title>box-shape-resize</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-thumbnail.png</image:loc><image:caption>ai-sales-qualification-tools-thumbnail</image:caption><image:title>ai-sales-qualification-tools-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE_Icons_Depth.png</image:loc><image:caption>NAMIE_Icons_Depth</image:caption><image:title>NAMIE_Icons_Depth</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/spiced-sales-methodology-vs-meddpicc-meddicc-thumbnail.png</image:loc><image:caption>spiced-sales-methodology-vs-meddpicc-meddicc-thumbnail</image:caption><image:title>spiced-sales-methodology-vs-meddpicc-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Artboard%203-1.png</image:loc><image:caption>Artboard 3-1</image:caption><image:title>Artboard 3-1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White.jpg</image:loc><image:caption>27001_MONO_White</image:caption><image:title>27001_MONO_White</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE_Icons_Collaboration.png</image:loc><image:caption>NAMIE_Icons_Collaboration</image:caption><image:title>NAMIE_Icons_Collaboration</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/spin-selling-vs-meddpicc-meddicc-thumbnail.png</image:loc><image:caption>spin-selling-vs-meddpicc-meddicc-thumbnail</image:caption><image:title>spin-selling-vs-meddpicc-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddic-software-apply-meddpicc-to-every-deal-meddicc-thumbnail.png</image:loc><image:caption>meddic-software-apply-meddpicc-to-every-deal-meddicc-thumbnail</image:caption><image:title>meddic-software-apply-meddpicc-to-every-deal-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Artboard%204.png</image:loc><image:caption>Artboard 4</image:caption><image:title>Artboard 4</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/meddicc-logo.svg</image:loc><image:caption>meddicc-logo</image:caption><image:title>meddicc-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE__MEMBERSHIP_SOCIAL_HEADERS__(3).png</image:loc><image:caption>NAMIE__MEMBERSHIP_SOCIAL_HEADERS__(3)</image:caption><image:title>NAMIE__MEMBERSHIP_SOCIAL_HEADERS__(3)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-courses-leadership-and-enablement-icon.png</image:loc><image:caption>meddicc-courses-leadership-and-enablement-icon</image:caption><image:title>meddicc-courses-leadership-and-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/robin.png</image:loc><image:caption>robin</image:caption><image:title>robin</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/DD-NAMIE-BLOG@4x.png</image:loc><image:caption>DD-NAMIE-BLOG@4x</image:caption><image:title>DD-NAMIE-BLOG@4x</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><lastmod>2026-11-06</lastmod></url><url><loc>https://meddicc.com/knowledge/how-to-assign-programs-to-users</loc><lastmod>2026-11-06</lastmod></url><url><loc>https://meddicc.com/meddicc-media/month-end-show-s1-ep3-september</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:caption><image:title>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-what-if-your-champion-is-your-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:caption><image:title>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/LOGOS/Logo_Elite%20Dealers.png</image:loc><image:caption>Logo_Elite Dealers</image:caption><image:title>Logo_Elite Dealers</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/LOGOS/Logo_Marketing%20Unlocked.png</image:loc><image:caption>Logo_Marketing Unlocked</image:caption><image:title>Logo_Marketing Unlocked</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/LOGOS/Logo_Masters%20of%20MEDDICC.png</image:loc><image:caption>Logo_Masters of MEDDICC</image:caption><image:title>Logo_Masters of MEDDICC</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/LOGOS/Logo_MEDMEN.png</image:loc><image:caption>Logo_MEDMEN</image:caption><image:title>Logo_MEDMEN</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/The%20Journey.png</image:loc><image:caption>The Journey</image:caption><image:title>The Journey</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/TMES-Main-Logo.png</image:loc><image:caption>TMES-Main-Logo</image:caption><image:title>TMES-Main-Logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/AskAW.png</image:loc><image:caption>AskAW</image:caption><image:title>AskAW</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/AWJ.png</image:loc><image:caption>AWJ</image:caption><image:title>AWJ</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/mm_prtnr_-sttp_logo_horizontal_primary_1080%20%C3%97%20234_sb_final.png</image:loc><image:caption>mm_prtnr_-sttp_logo_horizontal_primary_1080 × 234_sb_final</image:caption><image:title>mm_prtnr_-sttp_logo_horizontal_primary_1080 × 234_sb_final</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Imported_Blog_Media/month-end-show-s1-ep3-september-thumbnail.png</image:loc><image:caption>month-end-show-s1-ep3-september-thumbnail</image:caption><image:title>month-end-show-s1-ep3-september-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:caption><image:title>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/meddicc-media/medmen-hiring-aes-with-meddic</loc><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-post-banner.webp</image:loc><image:caption>podcast-post-banner</image:caption><image:title>podcast-post-banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/vectors/MD_Avatar.svg</image:loc><image:caption>MD_Avatar</image:caption><image:title>MD_Avatar</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-about.webp</image:loc><image:caption>podcast-sidebar-about</image:caption><image:title>podcast-sidebar-about</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-related-bg.webp</image:loc><image:caption>podcast-related-bg</image:caption><image:title>podcast-related-bg</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/medmen-hiring-aes-with-meddic-thumbnail.jpg</image:loc><image:caption>medmen-hiring-aes-with-meddic-thumbnail</image:caption><image:title>medmen-hiring-aes-with-meddic-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/pim.png</image:loc><image:caption>pim</image:caption><image:title>pim</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-form.webp</image:loc><image:caption>podcast-sidebar-form</image:caption><image:title>podcast-sidebar-form</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:caption><image:title>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/andy-whyte-headshot.png</image:loc><image:caption>andy-whyte-headshot</image:caption><image:title>andy-whyte-headshot</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-what-if-your-champion-is-your-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:caption><image:title>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:caption><image:title>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 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(2)</image:caption><image:title>plus 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1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/pim.png</image:loc><image:caption>pim</image:caption><image:title>pim</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-post-banner.webp</image:loc><image:caption>podcast-post-banner</image:caption><image:title>podcast-post-banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:caption><image:title>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:caption><image:title>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/vectors/MD_Avatar.svg</image:loc><image:caption>MD_Avatar</image:caption><image:title>MD_Avatar</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-form.webp</image:loc><image:caption>podcast-sidebar-form</image:caption><image:title>podcast-sidebar-form</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-related-bg.webp</image:loc><image:caption>podcast-related-bg</image:caption><image:title>podcast-related-bg</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/andy-whyte-headshot.png</image:loc><image:caption>andy-whyte-headshot</image:caption><image:title>andy-whyte-headshot</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-what-if-your-champion-is-your-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:caption><image:title>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/medmen-the-game-changing-measuring-meddic-play-that-thumbnail.jpg</image:loc><image:caption>medmen-the-game-changing-measuring-meddic-play-that-thumbnail</image:caption><image:title>medmen-the-game-changing-measuring-meddic-play-that-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Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/privacy-policy</loc><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-courses-value-pyramid-icon.png</image:loc><image:caption>meddicc-courses-value-pyramid-icon</image:caption><image:title>meddicc-courses-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-courses-meddicc-value-icon.png</image:loc><image:caption>meddicc-courses-meddicc-value-icon</image:caption><image:title>meddicc-courses-meddicc-value-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-courses-leadership-and-enablement-icon.png</image:loc><image:caption>meddicc-courses-leadership-and-enablement-icon</image:caption><image:title>meddicc-courses-leadership-and-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White.jpg</image:loc><image:caption>27001_MONO_White</image:caption><image:title>27001_MONO_White</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><lastmod>2026-01-22</lastmod></url><url><loc>https://meddicc.com/meddicc-media/medmen-we-upset-our-champion-what-happened-next</loc><image:image><image:loc>https://meddicc.com/hubfs/website/images/vectors/MD_Avatar.svg</image:loc><image:caption>MD_Avatar</image:caption><image:title>MD_Avatar</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-related-bg.webp</image:loc><image:caption>podcast-related-bg</image:caption><image:title>podcast-related-bg</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-form.webp</image:loc><image:caption>podcast-sidebar-form</image:caption><image:title>podcast-sidebar-form</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-post-banner.webp</image:loc><image:caption>podcast-post-banner</image:caption><image:title>podcast-post-banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/andy-whyte-headshot.png</image:loc><image:caption>andy-whyte-headshot</image:caption><image:title>andy-whyte-headshot</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/pim.png</image:loc><image:caption>pim</image:caption><image:title>pim</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:caption><image:title>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/medmen-we-upset-our-champion-what-happened-next-thumbnail.jpg</image:loc><image:caption>medmen-we-upset-our-champion-what-happened-next-thumbnail</image:caption><image:title>medmen-we-upset-our-champion-what-happened-next-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:caption><image:title>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-about.webp</image:loc><image:caption>podcast-sidebar-about</image:caption><image:title>podcast-sidebar-about</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-what-if-your-champion-is-your-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:caption><image:title>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/resources/medmen-hiring-aes-with-meddic</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-gradient-newsletter-cta-background.png</image:loc><image:caption>blue-gradient-newsletter-cta-background</image:caption><image:title>blue-gradient-newsletter-cta-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blog_post_banner.png</image:loc><image:caption>blog_post_banner</image:caption><image:title>blog_post_banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/medmen%20(19).png</image:loc><image:caption>medmen (19)</image:caption><image:title>medmen (19)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/robin.png</image:loc><image:caption>robin</image:caption><image:title>robin</image:title></image:image><lastmod>2026-11-06</lastmod></url><url><loc>https://meddicc.com/community-guidelines</loc><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White.jpg</image:loc><image:caption>27001_MONO_White</image:caption><image:title>27001_MONO_White</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-courses-leadership-and-enablement-icon.png</image:loc><image:caption>meddicc-courses-leadership-and-enablement-icon</image:caption><image:title>meddicc-courses-leadership-and-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-courses-meddicc-value-icon.png</image:loc><image:caption>meddicc-courses-meddicc-value-icon</image:caption><image:title>meddicc-courses-meddicc-value-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-courses-value-pyramid-icon.png</image:loc><image:caption>meddicc-courses-value-pyramid-icon</image:caption><image:title>meddicc-courses-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><lastmod>2026-01-22</lastmod></url><url><loc>https://meddicc.com/resources/best-sales-podcasts</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/best-sales-podcasts-thumbnail.png</image:loc><image:caption>best-sales-podcasts-thumbnail</image:caption><image:title>best-sales-podcasts-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-feature-image.png</image:loc><image:caption>ai-sales-qualification-tools-feature-image</image:caption><image:title>ai-sales-qualification-tools-feature-image</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blog_post_banner.png</image:loc><image:caption>blog_post_banner</image:caption><image:title>blog_post_banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/spin-selling-vs-meddpicc-meddicc-thumbnail.png</image:loc><image:caption>spin-selling-vs-meddpicc-meddicc-thumbnail</image:caption><image:title>spin-selling-vs-meddpicc-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-gradient-newsletter-cta-background.png</image:loc><image:caption>blue-gradient-newsletter-cta-background</image:caption><image:title>blue-gradient-newsletter-cta-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-launches-t5-its-flagship-sales-leadership-thumbnail.jpg</image:loc><image:caption>MEDDICC launches T5, its flagship sales-leadership program</image:caption><image:title>meddicc-launches-t5-its-flagship-sales-leadership-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-thumbnail.png</image:loc><image:caption>ai-sales-qualification-tools-thumbnail</image:caption><image:title>ai-sales-qualification-tools-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/vectors/MD_Avatar.svg</image:loc><image:caption>MD_Avatar</image:caption><image:title>MD_Avatar</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><lastmod>2026-11-06</lastmod></url><url><loc>https://meddicc.com/resources/meddpicc-buyers-guide</loc><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddpicc-buyers-guide-thumbnail.png</image:loc><image:caption>meddpicc-buyers-guide-thumbnail</image:caption><image:title>meddpicc-buyers-guide-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-feature-image.png</image:loc><image:caption>ai-sales-qualification-tools-feature-image</image:caption><image:title>ai-sales-qualification-tools-feature-image</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-launches-t5-its-flagship-sales-leadership-thumbnail.jpg</image:loc><image:caption>MEDDICC launches T5, its flagship sales-leadership program</image:caption><image:title>meddicc-launches-t5-its-flagship-sales-leadership-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-thumbnail.png</image:loc><image:caption>ai-sales-qualification-tools-thumbnail</image:caption><image:title>ai-sales-qualification-tools-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/spin-selling-vs-meddpicc-meddicc-thumbnail.png</image:loc><image:caption>spin-selling-vs-meddpicc-meddicc-thumbnail</image:caption><image:title>spin-selling-vs-meddpicc-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/vectors/MD_Avatar.svg</image:loc><image:caption>MD_Avatar</image:caption><image:title>MD_Avatar</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-gradient-newsletter-cta-background.png</image:loc><image:caption>blue-gradient-newsletter-cta-background</image:caption><image:title>blue-gradient-newsletter-cta-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blog_post_banner.png</image:loc><image:caption>blog_post_banner</image:caption><image:title>blog_post_banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/meddicc-media/medmen-implicating-pain-the-fastest-way-to-create-deal-urgency</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-form.webp</image:loc><image:caption>podcast-sidebar-form</image:caption><image:title>podcast-sidebar-form</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/pim.png</image:loc><image:caption>pim</image:caption><image:title>pim</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-about.webp</image:loc><image:caption>podcast-sidebar-about</image:caption><image:title>podcast-sidebar-about</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/vectors/MD_Avatar.svg</image:loc><image:caption>MD_Avatar</image:caption><image:title>MD_Avatar</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/andy-whyte-headshot.png</image:loc><image:caption>andy-whyte-headshot</image:caption><image:title>andy-whyte-headshot</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-related-bg.webp</image:loc><image:caption>podcast-related-bg</image:caption><image:title>podcast-related-bg</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:caption><image:title>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:caption><image:title>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-post-banner.webp</image:loc><image:caption>podcast-post-banner</image:caption><image:title>podcast-post-banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/lucy.png</image:loc><image:caption>lucy</image:caption><image:title>lucy</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-what-if-your-champion-is-your-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:caption><image:title>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/medmen-implicating-pain-the-fastest-way-to-create-deal-thumbnail.jpg</image:loc><image:caption>medmen-implicating-pain-the-fastest-way-to-create-deal-thumbnail</image:caption><image:title>medmen-implicating-pain-the-fastest-way-to-create-deal-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/resources/meddicc-launches-opportunity-manager-and-call-recorder</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blog_post_banner.png</image:loc><image:caption>blog_post_banner</image:caption><image:title>blog_post_banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-gradient-newsletter-cta-background.png</image:loc><image:caption>blue-gradient-newsletter-cta-background</image:caption><image:title>blue-gradient-newsletter-cta-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-launches-opportunity-manager-and-call-recorder-thumbnail.png</image:loc><image:caption>meddicc-launches-opportunity-manager-and-call-recorder-thumbnail</image:caption><image:title>meddicc-launches-opportunity-manager-and-call-recorder-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-thumbnail.png</image:loc><image:caption>ai-sales-qualification-tools-thumbnail</image:caption><image:title>ai-sales-qualification-tools-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/spin-selling-vs-meddpicc-meddicc-thumbnail.png</image:loc><image:caption>spin-selling-vs-meddpicc-meddicc-thumbnail</image:caption><image:title>spin-selling-vs-meddpicc-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-launches-t5-its-flagship-sales-leadership-thumbnail.jpg</image:loc><image:caption>MEDDICC launches T5, its flagship sales-leadership program</image:caption><image:title>meddicc-launches-t5-its-flagship-sales-leadership-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/robin.png</image:loc><image:caption>robin</image:caption><image:title>robin</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-feature-image.png</image:loc><image:caption>ai-sales-qualification-tools-feature-image</image:caption><image:title>ai-sales-qualification-tools-feature-image</image:title></image:image><lastmod>2026-05-27</lastmod></url><url><loc>https://meddicc.com/meddicc-media/ultimate-sales-scientist</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/mm_prtnr_-sttp_logo_horizontal_primary_1080%20%C3%97%20234_sb_final.png</image:loc><image:caption>mm_prtnr_-sttp_logo_horizontal_primary_1080 × 234_sb_final</image:caption><image:title>mm_prtnr_-sttp_logo_horizontal_primary_1080 × 234_sb_final</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/The%20Journey.png</image:loc><image:caption>The Journey</image:caption><image:title>The Journey</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/TMES-Main-Logo.png</image:loc><image:caption>TMES-Main-Logo</image:caption><image:title>TMES-Main-Logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/LOGOS/Logo_MEDMEN.png</image:loc><image:caption>Logo_MEDMEN</image:caption><image:title>Logo_MEDMEN</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/LOGOS/Logo_Marketing%20Unlocked.png</image:loc><image:caption>Logo_Marketing Unlocked</image:caption><image:title>Logo_Marketing Unlocked</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/AskAW.png</image:loc><image:caption>AskAW</image:caption><image:title>AskAW</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:caption><image:title>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/LOGOS/Logo_Masters%20of%20MEDDICC.png</image:loc><image:caption>Logo_Masters of MEDDICC</image:caption><image:title>Logo_Masters of MEDDICC</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:caption><image:title>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/LOGOS/Logo_Elite%20Dealers.png</image:loc><image:caption>Logo_Elite Dealers</image:caption><image:title>Logo_Elite Dealers</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/AWJ.png</image:loc><image:caption>AWJ</image:caption><image:title>AWJ</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-what-if-your-champion-is-your-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:caption><image:title>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ultimate-sales-scientist-thumbnail.png</image:loc><image:caption>ultimate-sales-scientist-thumbnail</image:caption><image:title>ultimate-sales-scientist-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/resources/champion-building-takeaways</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Imported_Blog_Media/rd%20graphic%20(2)%20(1).png</image:loc><image:caption>rd graphic (2) (1)</image:caption><image:title>rd graphic (2) (1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-launches-t5-its-flagship-sales-leadership-thumbnail.jpg</image:loc><image:caption>MEDDICC launches T5, its flagship sales-leadership program</image:caption><image:title>meddicc-launches-t5-its-flagship-sales-leadership-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/robin.png</image:loc><image:caption>robin</image:caption><image:title>robin</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Imported_Blog_Media/meddicon-champion-building-during-a-downturn-webcard-1.png</image:loc><image:caption>meddicon-champion-building-during-a-downturn-webcard-1</image:caption><image:title>meddicon-champion-building-during-a-downturn-webcard-1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blog_post_banner.png</image:loc><image:caption>blog_post_banner</image:caption><image:title>blog_post_banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/spin-selling-vs-meddpicc-meddicc-thumbnail.png</image:loc><image:caption>spin-selling-vs-meddpicc-meddicc-thumbnail</image:caption><image:title>spin-selling-vs-meddpicc-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-feature-image.png</image:loc><image:caption>ai-sales-qualification-tools-feature-image</image:caption><image:title>ai-sales-qualification-tools-feature-image</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-thumbnail.png</image:loc><image:caption>ai-sales-qualification-tools-thumbnail</image:caption><image:title>ai-sales-qualification-tools-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-gradient-newsletter-cta-background.png</image:loc><image:caption>blue-gradient-newsletter-cta-background</image:caption><image:title>blue-gradient-newsletter-cta-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><lastmod>2026-11-06</lastmod></url><url><loc>https://meddicc.com/resources/medmen-is-meddicc-a-process</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-feature-image.png</image:loc><image:caption>ai-sales-qualification-tools-feature-image</image:caption><image:title>ai-sales-qualification-tools-feature-image</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/medmen-is-meddicc-a-process-thumbnail.png</image:loc><image:caption>medmen-is-meddicc-a-process-thumbnail</image:caption><image:title>medmen-is-meddicc-a-process-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-thumbnail.png</image:loc><image:caption>ai-sales-qualification-tools-thumbnail</image:caption><image:title>ai-sales-qualification-tools-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/robin.png</image:loc><image:caption>robin</image:caption><image:title>robin</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/spin-selling-vs-meddpicc-meddicc-thumbnail.png</image:loc><image:caption>spin-selling-vs-meddpicc-meddicc-thumbnail</image:caption><image:title>spin-selling-vs-meddpicc-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-launches-t5-its-flagship-sales-leadership-thumbnail.jpg</image:loc><image:caption>MEDDICC launches T5, its flagship sales-leadership program</image:caption><image:title>meddicc-launches-t5-its-flagship-sales-leadership-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-gradient-newsletter-cta-background.png</image:loc><image:caption>blue-gradient-newsletter-cta-background</image:caption><image:title>blue-gradient-newsletter-cta-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blog_post_banner.png</image:loc><image:caption>blog_post_banner</image:caption><image:title>blog_post_banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><lastmod>2026-11-06</lastmod></url><url><loc>https://meddicc.com/meddicc-media/medmen-s1-ep2-sales-development-representatives</loc><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/pim.png</image:loc><image:caption>pim</image:caption><image:title>pim</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/andy-whyte-headshot.png</image:loc><image:caption>andy-whyte-headshot</image:caption><image:title>andy-whyte-headshot</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:caption><image:title>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-related-bg.webp</image:loc><image:caption>podcast-related-bg</image:caption><image:title>podcast-related-bg</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-what-if-your-champion-is-your-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:caption><image:title>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:caption><image:title>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/vectors/MD_Avatar.svg</image:loc><image:caption>MD_Avatar</image:caption><image:title>MD_Avatar</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-post-banner.webp</image:loc><image:caption>podcast-post-banner</image:caption><image:title>podcast-post-banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-about.webp</image:loc><image:caption>podcast-sidebar-about</image:caption><image:title>podcast-sidebar-about</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-form.webp</image:loc><image:caption>podcast-sidebar-form</image:caption><image:title>podcast-sidebar-form</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/medmen-s1-ep2-sales-development-representatives-thumbnail.jpg</image:loc><image:caption>medmen-s1-ep2-sales-development-representatives-thumbnail</image:caption><image:title>medmen-s1-ep2-sales-development-representatives-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/meddpicc-sales-methodology-and-process</loc><image:image><image:loc>https://meddicc.com/hubfs/MC-MEDDPICC-Final_MC-Competition-CO-Cornflower-blue.svg</image:loc><image:caption>MC-MEDDPICC-Final_MC-Competition-CO-Cornflower-blue</image:caption><image:title>MC-MEDDPICC-Final_MC-Competition-CO-Cornflower-blue</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-faq-question-icon-1.png</image:loc><image:caption>meddicc-faq-question-icon-1</image:caption><image:title>meddicc-faq-question-icon-1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-faq-question-icon-6.png</image:loc><image:caption>meddicc-faq-question-icon-6</image:caption><image:title>meddicc-faq-question-icon-6</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/oyster-logo.png</image:loc><image:caption>oyster-logo</image:caption><image:title>oyster-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Implicate_Pain@4x.png</image:loc><image:caption>Implicate_Pain@4x</image:caption><image:title>Implicate_Pain@4x</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/net-health-logo.png</image:loc><image:caption>net-health-logo</image:caption><image:title>net-health-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/cognism-logo.png</image:loc><image:caption>cognism-logo</image:caption><image:title>cognism-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/MC-MEDDPICC-Final_MC-Decision-Process-DP-Midnight-blue.svg</image:loc><image:caption>MC-MEDDPICC-Final_MC-Decision-Process-DP-Midnight-blue</image:caption><image:title>MC-MEDDPICC-Final_MC-Decision-Process-DP-Midnight-blue</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/MC-MEDDPICC-Final_MC-Decision-Criteria-DC-Midnight-blue%201.png</image:loc><image:caption>MC-MEDDPICC-Final_MC-Decision-Criteria-DC-Midnight-blue 1</image:caption><image:title>MC-MEDDPICC-Final_MC-Decision-Criteria-DC-Midnight-blue 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/MC-MEDDPICC-Final_MC-Decision-Criteria-DC-Cornflower-blue.svg</image:loc><image:caption>MC-MEDDPICC-Final_MC-Decision-Criteria-DC-Cornflower-blue</image:caption><image:title>MC-MEDDPICC-Final_MC-Decision-Criteria-DC-Cornflower-blue</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/digitaled-logo.png</image:loc><image:caption>digitaled-logo</image:caption><image:title>digitaled-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/yellow-gradient-section-background.png</image:loc><image:caption>yellow-gradient-section-background</image:caption><image:title>yellow-gradient-section-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/aws-logo.png</image:loc><image:caption>aws-logo</image:caption><image:title>aws-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-faq-question-icon-3.png</image:loc><image:caption>meddicc-faq-question-icon-3</image:caption><image:title>meddicc-faq-question-icon-3</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/MC-MEDDPICC-Final_MC-Decision-Process-DP-Cornflower-blue%201.png</image:loc><image:caption>MC-MEDDPICC-Final_MC-Decision-Process-DP-Cornflower-blue 1</image:caption><image:title>MC-MEDDPICC-Final_MC-Decision-Process-DP-Cornflower-blue 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/teamtailor-logo-2.png</image:loc><image:caption>teamtailor-logo-2</image:caption><image:title>teamtailor-logo-2</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue%202.png</image:loc><image:caption>MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue 2</image:caption><image:title>MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue 2</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-faq-question-icon-2.png</image:loc><image:caption>meddicc-faq-question-icon-2</image:caption><image:title>meddicc-faq-question-icon-2</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/MC-MEDDPICC-Final_MC-Competition-CO-Midnight-blue%201.png</image:loc><image:caption>MC-MEDDPICC-Final_MC-Competition-CO-Midnight-blue 1</image:caption><image:title>MC-MEDDPICC-Final_MC-Competition-CO-Midnight-blue 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/MC-MEDDPICC-Final_MC-Champion-CH-Cornflower-blue.svg</image:loc><image:caption>MC-MEDDPICC-Final_MC-Champion-CH-Cornflower-blue</image:caption><image:title>MC-MEDDPICC-Final_MC-Champion-CH-Cornflower-blue</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/cloudflare-logo.png</image:loc><image:caption>cloudflare-logo</image:caption><image:title>cloudflare-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/about_meddic_ptc_icon_ew.svg</image:loc><image:caption>about_meddic_ptc_icon_ew</image:caption><image:title>about_meddic_ptc_icon_ew</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/MC-MEDDPICC-Final_MC-Implicating-the-Pain-Cornflower-blue.svg</image:loc><image:caption>MC-MEDDPICC-Final_MC-Implicating-the-Pain-Cornflower-blue</image:caption><image:title>MC-MEDDPICC-Final_MC-Implicating-the-Pain-Cornflower-blue</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-faq-question-icon-5.png</image:loc><image:caption>meddicc-faq-question-icon-5</image:caption><image:title>meddicc-faq-question-icon-5</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-faq-question-icon-9.svg</image:loc><image:caption>meddicc-faq-question-icon-9</image:caption><image:title>meddicc-faq-question-icon-9</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/card-bg-1.png</image:loc><image:caption>card-bg-1</image:caption><image:title>card-bg-1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/teamviewer-logo.svg</image:loc><image:caption>teamviewer-logo</image:caption><image:title>teamviewer-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/MC-MEDDPICC-Final_MC-Champion-CH-Midnight-blue%201.png</image:loc><image:caption>MC-MEDDPICC-Final_MC-Champion-CH-Midnight-blue 1</image:caption><image:title>MC-MEDDPICC-Final_MC-Champion-CH-Midnight-blue 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Paper_Process@4x.png</image:loc><image:caption>Paper_Process@4x</image:caption><image:title>Paper_Process@4x</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-faq-question-icon-7.svg</image:loc><image:caption>meddicc-faq-question-icon-7</image:caption><image:title>meddicc-faq-question-icon-7</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/MC-MEDDPICC-Final_MC-Paper-Process-Cornflower-blue.svg</image:loc><image:caption>MC-MEDDPICC-Final_MC-Paper-Process-Cornflower-blue</image:caption><image:title>MC-MEDDPICC-Final_MC-Paper-Process-Cornflower-blue</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/Hero%20banner%20background%20(1).webp</image:loc><image:caption>Hero banner background (1)</image:caption><image:title>Hero banner background (1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Metrics@4x.png</image:loc><image:caption>Metrics@4x</image:caption><image:title>Metrics@4x</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/MC-MEDDPICC-Final_MC-Economic-Buyer-Cornflower-blue.svg</image:loc><image:caption>MC-MEDDPICC-Final_MC-Economic-Buyer-Cornflower-blue</image:caption><image:title>MC-MEDDPICC-Final_MC-Economic-Buyer-Cornflower-blue</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/bg-image.png</image:loc><image:caption>bg-image</image:caption><image:title>bg-image</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/card-bg-2.png</image:loc><image:caption>card-bg-2</image:caption><image:title>card-bg-2</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/crowdstrike-logo-2.svg</image:loc><image:caption>crowdstrike-logo-2</image:caption><image:title>crowdstrike-logo-2</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-faq-question-icon-8.svg</image:loc><image:caption>meddicc-faq-question-icon-8</image:caption><image:title>meddicc-faq-question-icon-8</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-pattern-pricing-background.png</image:loc><image:caption>blue-pattern-pricing-background</image:caption><image:title>blue-pattern-pricing-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Economic_Buyer@4x.png</image:loc><image:caption>Economic_Buyer@4x</image:caption><image:title>Economic_Buyer@4x</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/darktrace-logo.png</image:loc><image:caption>darktrace-logo</image:caption><image:title>darktrace-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/zapier-logo.svg</image:loc><image:caption>zapier-logo</image:caption><image:title>zapier-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/datatonic-logo.svg</image:loc><image:caption>datatonic-logo</image:caption><image:title>datatonic-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-faq-question-icon-4.png</image:loc><image:caption>meddicc-faq-question-icon-4</image:caption><image:title>meddicc-faq-question-icon-4</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/Frame%205316%20(1).png</image:loc><image:caption>Frame 5316 (1)</image:caption><image:title>Frame 5316 (1)</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/use-case/increase-nrr</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/background%20(6)%20(1).png</image:loc><image:caption>background (6) (1)</image:caption><image:title>background (6) (1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/Programs-1.webp</image:loc><image:caption>Programs-1</image:caption><image:title>Programs-1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/learn-icon.svg</image:loc><image:caption>learn-icon</image:caption><image:title>learn-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/crowdstrike-logo.svg</image:loc><image:caption>crowdstrike-logo</image:caption><image:title>crowdstrike-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/Products%20(1).webp</image:loc><image:caption>Products (1)</image:caption><image:title>Products (1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/level-up-icon.svg</image:loc><image:caption>level-up-icon</image:caption><image:title>level-up-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/datatonic-logo.svg</image:loc><image:caption>datatonic-logo</image:caption><image:title>datatonic-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-pattern-pricing-background.png</image:loc><image:caption>blue-pattern-pricing-background</image:caption><image:title>blue-pattern-pricing-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/cognism-logo.png</image:loc><image:caption>cognism-logo</image:caption><image:title>cognism-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/use_cases_nrr_customer_journey_gaps.svg</image:loc><image:caption>use_cases_nrr_customer_journey_gaps</image:caption><image:title>use_cases_nrr_customer_journey_gaps</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/zapier-logo.svg</image:loc><image:caption>zapier-logo</image:caption><image:title>zapier-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/background.png</image:loc><image:caption>background</image:caption><image:title>background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/digitaled-logo.png</image:loc><image:caption>digitaled-logo</image:caption><image:title>digitaled-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/up_next_forecast_accuracy%20(1).webp</image:loc><image:caption>up_next_forecast_accuracy (1)</image:caption><image:title>up_next_forecast_accuracy (1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/quote-icon.png</image:loc><image:caption>quote-icon</image:caption><image:title>quote-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/teamviewer-logo.svg</image:loc><image:caption>teamviewer-logo</image:caption><image:title>teamviewer-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/jt-keating-testimonial.webp</image:loc><image:caption>jt-keating-testimonial</image:caption><image:title>jt-keating-testimonial</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/Membership%20(1).webp</image:loc><image:caption>Membership (1)</image:caption><image:title>Membership (1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/use_cases_nrr_accounts_dont_grow.svg</image:loc><image:caption>use_cases_nrr_accounts_dont_grow</image:caption><image:title>use_cases_nrr_accounts_dont_grow</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/cloudflare-logo.png</image:loc><image:caption>cloudflare-logo</image:caption><image:title>cloudflare-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/net-health-logo.png</image:loc><image:caption>net-health-logo</image:caption><image:title>net-health-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/use_cases_nrr_goals_hard_to_reach.svg</image:loc><image:caption>use_cases_nrr_goals_hard_to_reach</image:caption><image:title>use_cases_nrr_goals_hard_to_reach</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/microlise-logo.svg</image:loc><image:caption>microlise-logo</image:caption><image:title>microlise-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/cision-logo.png</image:loc><image:caption>cision-logo</image:caption><image:title>cision-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/darktrace-logo.png</image:loc><image:caption>darktrace-logo</image:caption><image:title>darktrace-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/increasing_nrr_header_1_1_1x.webp</image:loc><image:caption>increasing_nrr_header_1_1_1x</image:caption><image:title>increasing_nrr_header_1_1_1x</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/teamtailor-logo-2.png</image:loc><image:caption>teamtailor-logo-2</image:caption><image:title>teamtailor-logo-2</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/factorial-logo.svg</image:loc><image:caption>factorial-logo</image:caption><image:title>factorial-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/aws-logo.png</image:loc><image:caption>aws-logo</image:caption><image:title>aws-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/oyster-logo.png</image:loc><image:caption>oyster-logo</image:caption><image:title>oyster-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/execute-icon.svg</image:loc><image:caption>execute-icon</image:caption><image:title>execute-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/resources/medmen-meddic-isnt-one-and-done</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/spin-selling-vs-meddpicc-meddicc-thumbnail.png</image:loc><image:caption>spin-selling-vs-meddpicc-meddicc-thumbnail</image:caption><image:title>spin-selling-vs-meddpicc-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/medmen.png</image:loc><image:caption>medmen</image:caption><image:title>medmen</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/robin.png</image:loc><image:caption>robin</image:caption><image:title>robin</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-launches-t5-its-flagship-sales-leadership-thumbnail.jpg</image:loc><image:caption>MEDDICC launches T5, its flagship sales-leadership program</image:caption><image:title>meddicc-launches-t5-its-flagship-sales-leadership-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-thumbnail.png</image:loc><image:caption>ai-sales-qualification-tools-thumbnail</image:caption><image:title>ai-sales-qualification-tools-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blog_post_banner.png</image:loc><image:caption>blog_post_banner</image:caption><image:title>blog_post_banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-feature-image.png</image:loc><image:caption>ai-sales-qualification-tools-feature-image</image:caption><image:title>ai-sales-qualification-tools-feature-image</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-gradient-newsletter-cta-background.png</image:loc><image:caption>blue-gradient-newsletter-cta-background</image:caption><image:title>blue-gradient-newsletter-cta-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><lastmod>2026-11-06</lastmod></url><url><loc>https://meddicc.com/meddicc-media/keygoat-2</loc><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/LOGOS/Logo_Marketing%20Unlocked.png</image:loc><image:caption>Logo_Marketing Unlocked</image:caption><image:title>Logo_Marketing Unlocked</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/AWJ.png</image:loc><image:caption>AWJ</image:caption><image:title>AWJ</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/LOGOS/Logo_Elite%20Dealers.png</image:loc><image:caption>Logo_Elite Dealers</image:caption><image:title>Logo_Elite Dealers</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/AskAW.png</image:loc><image:caption>AskAW</image:caption><image:title>AskAW</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/TMES-Main-Logo.png</image:loc><image:caption>TMES-Main-Logo</image:caption><image:title>TMES-Main-Logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/keygoat-2-thumbnail.png</image:loc><image:caption>keygoat-2-thumbnail</image:caption><image:title>keygoat-2-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:caption><image:title>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/The%20Journey.png</image:loc><image:caption>The Journey</image:caption><image:title>The Journey</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/LOGOS/Logo_Masters%20of%20MEDDICC.png</image:loc><image:caption>Logo_Masters of MEDDICC</image:caption><image:title>Logo_Masters of MEDDICC</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/LOGOS/Logo_MEDMEN.png</image:loc><image:caption>Logo_MEDMEN</image:caption><image:title>Logo_MEDMEN</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/mm_prtnr_-sttp_logo_horizontal_primary_1080%20%C3%97%20234_sb_final.png</image:loc><image:caption>mm_prtnr_-sttp_logo_horizontal_primary_1080 × 234_sb_final</image:caption><image:title>mm_prtnr_-sttp_logo_horizontal_primary_1080 × 234_sb_final</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:caption><image:title>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-what-if-your-champion-is-your-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:caption><image:title>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/winning-culture</loc><video:video><video:thumbnail_loc>https://meddicc.com/hubfs/MM_PRD_Recruitment_Video_main_longform_1920x1080px_jd_final3.mp4/medium.jpg</video:thumbnail_loc><video:title>MM_PRD_Recruitment_Video_main_longform_1920x1080px_jd_final3</video:title><video:description>MM_PRD_Recruitment_Video_main_longform_1920x1080px_jd_final3</video:description><video:content_loc>https://meddicc.com/hubfs/MM_PRD_Recruitment_Video_main_longform_1920x1080px_jd_final3.mp4</video:content_loc><video:duration>244</video:duration><video:requires_subscription>no</video:requires_subscription><video:live>no</video:live></video:video><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/c8_curiosity.svg</image:loc><image:caption>c8_curiosity</image:caption><image:title>c8_curiosity</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/c8_creativity.svg</image:loc><image:caption>c8_creativity</image:caption><image:title>c8_creativity</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/recruitment-thumbnail.webp</image:loc><image:caption>recruitment-thumbnail</image:caption><image:title>recruitment-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/C8%20Winning%20Culture.png</image:loc><image:caption>C8 Winning Culture</image:caption><image:title>C8 Winning Culture</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/c8_coachability.svg</image:loc><image:caption>c8_coachability</image:caption><image:title>c8_coachability</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/Hero%20Section%20-%20Video%20-%20Dark.png</image:loc><image:caption>Hero Section - Video - Dark</image:caption><image:title>Hero Section - Video - Dark</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/c8_clockspeed.svg</image:loc><image:caption>c8_clockspeed</image:caption><image:title>c8_clockspeed</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/c8_communication.svg</image:loc><image:caption>c8_communication</image:caption><image:title>c8_communication</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/winning_culture_commitment.svg</image:loc><image:caption>winning_culture_commitment</image:caption><image:title>winning_culture_commitment</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/c8_craft.svg</image:loc><image:caption>c8_craft</image:caption><image:title>c8_craft</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/c8_culture.svg</image:loc><image:caption>c8_culture</image:caption><image:title>c8_culture</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/winning_culture_team.svg</image:loc><image:caption>winning_culture_team</image:caption><image:title>winning_culture_team</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/c8_craving.svg</image:loc><image:caption>c8_craving</image:caption><image:title>c8_craving</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/resources/building-a-sales-pipeline</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-thumbnail.png</image:loc><image:caption>ai-sales-qualification-tools-thumbnail</image:caption><image:title>ai-sales-qualification-tools-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-feature-image.png</image:loc><image:caption>ai-sales-qualification-tools-feature-image</image:caption><image:title>ai-sales-qualification-tools-feature-image</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-launches-t5-its-flagship-sales-leadership-thumbnail.jpg</image:loc><image:caption>MEDDICC launches T5, its flagship sales-leadership program</image:caption><image:title>meddicc-launches-t5-its-flagship-sales-leadership-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blog_post_banner.png</image:loc><image:caption>blog_post_banner</image:caption><image:title>blog_post_banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-gradient-newsletter-cta-background.png</image:loc><image:caption>blue-gradient-newsletter-cta-background</image:caption><image:title>blue-gradient-newsletter-cta-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/spin-selling-vs-meddpicc-meddicc-thumbnail.png</image:loc><image:caption>spin-selling-vs-meddpicc-meddicc-thumbnail</image:caption><image:title>spin-selling-vs-meddpicc-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/building-a-sales-pipeline-thumbnail.png</image:loc><image:caption>building-a-sales-pipeline-thumbnail</image:caption><image:title>building-a-sales-pipeline-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/robin.png</image:loc><image:caption>robin</image:caption><image:title>robin</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><lastmod>2026-11-06</lastmod></url><url><loc>https://meddicc.com/terms-and-conditions</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-courses-leadership-and-enablement-icon.png</image:loc><image:caption>meddicc-courses-leadership-and-enablement-icon</image:caption><image:title>meddicc-courses-leadership-and-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-courses-meddicc-value-icon.png</image:loc><image:caption>meddicc-courses-meddicc-value-icon</image:caption><image:title>meddicc-courses-meddicc-value-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White.jpg</image:loc><image:caption>27001_MONO_White</image:caption><image:title>27001_MONO_White</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-courses-value-pyramid-icon.png</image:loc><image:caption>meddicc-courses-value-pyramid-icon</image:caption><image:title>meddicc-courses-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><lastmod>2026-08-19</lastmod></url><url><loc>https://meddicc.com/resources/medmen-hiring-like-a-sales-process</loc><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-feature-image.png</image:loc><image:caption>ai-sales-qualification-tools-feature-image</image:caption><image:title>ai-sales-qualification-tools-feature-image</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-gradient-newsletter-cta-background.png</image:loc><image:caption>blue-gradient-newsletter-cta-background</image:caption><image:title>blue-gradient-newsletter-cta-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/spin-selling-vs-meddpicc-meddicc-thumbnail.png</image:loc><image:caption>spin-selling-vs-meddpicc-meddicc-thumbnail</image:caption><image:title>spin-selling-vs-meddpicc-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blog_post_banner.png</image:loc><image:caption>blog_post_banner</image:caption><image:title>blog_post_banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-thumbnail.png</image:loc><image:caption>ai-sales-qualification-tools-thumbnail</image:caption><image:title>ai-sales-qualification-tools-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-launches-t5-its-flagship-sales-leadership-thumbnail.jpg</image:loc><image:caption>MEDDICC launches T5, its flagship sales-leadership program</image:caption><image:title>meddicc-launches-t5-its-flagship-sales-leadership-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/robin.png</image:loc><image:caption>robin</image:caption><image:title>robin</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/medmen-hiring-like-a-sales-process-thumbnail.png</image:loc><image:caption>medmen-hiring-like-a-sales-process-thumbnail</image:caption><image:title>medmen-hiring-like-a-sales-process-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><lastmod>2026-11-06</lastmod></url><url><loc>https://meddicc.com/knowledge/deals-overview</loc><lastmod>2026-08-12</lastmod></url><url><loc>https://meddicc.com/meddicc-media/medmen-s2-ep2-deal-inertia</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-related-bg.webp</image:loc><image:caption>podcast-related-bg</image:caption><image:title>podcast-related-bg</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-form.webp</image:loc><image:caption>podcast-sidebar-form</image:caption><image:title>podcast-sidebar-form</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/andy-whyte-headshot.png</image:loc><image:caption>andy-whyte-headshot</image:caption><image:title>andy-whyte-headshot</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:caption><image:title>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:caption><image:title>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/vectors/MD_Avatar.svg</image:loc><image:caption>MD_Avatar</image:caption><image:title>MD_Avatar</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-about.webp</image:loc><image:caption>podcast-sidebar-about</image:caption><image:title>podcast-sidebar-about</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-what-if-your-champion-is-your-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:caption><image:title>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/pim.png</image:loc><image:caption>pim</image:caption><image:title>pim</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-post-banner.webp</image:loc><image:caption>podcast-post-banner</image:caption><image:title>podcast-post-banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/medmen-s2-ep2-deal-inertia-thumbnail.png</image:loc><image:caption>medmen-s2-ep2-deal-inertia-thumbnail</image:caption><image:title>medmen-s2-ep2-deal-inertia-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/meddicc-media/medmen-live-meddpicc-and-ai</loc><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/medmen-live-meddpicc-and-ai-thumbnail.jpg</image:loc><image:caption>medmen-live-meddpicc-and-ai-thumbnail</image:caption><image:title>medmen-live-meddpicc-and-ai-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:caption><image:title>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-about.webp</image:loc><image:caption>podcast-sidebar-about</image:caption><image:title>podcast-sidebar-about</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-post-banner.webp</image:loc><image:caption>podcast-post-banner</image:caption><image:title>podcast-post-banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/andy-whyte-headshot.png</image:loc><image:caption>andy-whyte-headshot</image:caption><image:title>andy-whyte-headshot</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-form.webp</image:loc><image:caption>podcast-sidebar-form</image:caption><image:title>podcast-sidebar-form</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:caption><image:title>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-what-if-your-champion-is-your-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:caption><image:title>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/vectors/MD_Avatar.svg</image:loc><image:caption>MD_Avatar</image:caption><image:title>MD_Avatar</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-related-bg.webp</image:loc><image:caption>podcast-related-bg</image:caption><image:title>podcast-related-bg</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/pim.png</image:loc><image:caption>pim</image:caption><image:title>pim</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/resources/spin-selling-vs-meddpicc-meddicc</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-feature-image.png</image:loc><image:caption>ai-sales-qualification-tools-feature-image</image:caption><image:title>ai-sales-qualification-tools-feature-image</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-thumbnail.png</image:loc><image:caption>ai-sales-qualification-tools-thumbnail</image:caption><image:title>ai-sales-qualification-tools-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/robin.png</image:loc><image:caption>robin</image:caption><image:title>robin</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blog_post_banner.png</image:loc><image:caption>blog_post_banner</image:caption><image:title>blog_post_banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-gradient-newsletter-cta-background.png</image:loc><image:caption>blue-gradient-newsletter-cta-background</image:caption><image:title>blue-gradient-newsletter-cta-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/spin-selling-vs-meddpicc-meddicc-thumbnail.png</image:loc><image:caption>spin-selling-vs-meddpicc-meddicc-thumbnail</image:caption><image:title>spin-selling-vs-meddpicc-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-launches-t5-its-flagship-sales-leadership-thumbnail.jpg</image:loc><image:caption>MEDDICC launches T5, its flagship sales-leadership program</image:caption><image:title>meddicc-launches-t5-its-flagship-sales-leadership-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><lastmod>2026-11-06</lastmod></url><url><loc>https://meddicc.com/resources/medmen-three-discovery-questions-that-feel-like-cheating</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-launches-t5-its-flagship-sales-leadership-thumbnail.jpg</image:loc><image:caption>MEDDICC launches T5, its flagship sales-leadership program</image:caption><image:title>meddicc-launches-t5-its-flagship-sales-leadership-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-gradient-newsletter-cta-background.png</image:loc><image:caption>blue-gradient-newsletter-cta-background</image:caption><image:title>blue-gradient-newsletter-cta-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-thumbnail.png</image:loc><image:caption>ai-sales-qualification-tools-thumbnail</image:caption><image:title>ai-sales-qualification-tools-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/medmen-three-discovery-questions-that-feel-like-thumbnail.png</image:loc><image:caption>medmen-three-discovery-questions-that-feel-like-thumbnail</image:caption><image:title>medmen-three-discovery-questions-that-feel-like-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/robin.png</image:loc><image:caption>robin</image:caption><image:title>robin</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blog_post_banner.png</image:loc><image:caption>blog_post_banner</image:caption><image:title>blog_post_banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/spin-selling-vs-meddpicc-meddicc-thumbnail.png</image:loc><image:caption>spin-selling-vs-meddpicc-meddicc-thumbnail</image:caption><image:title>spin-selling-vs-meddpicc-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-feature-image.png</image:loc><image:caption>ai-sales-qualification-tools-feature-image</image:caption><image:title>ai-sales-qualification-tools-feature-image</image:title></image:image><lastmod>2026-11-06</lastmod></url><url><loc>https://meddicc.com/resources/meddicon-experts</loc><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicon-experts-thumbnail.png</image:loc><image:caption>meddicon-experts-thumbnail</image:caption><image:title>meddicon-experts-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blog_post_banner.png</image:loc><image:caption>blog_post_banner</image:caption><image:title>blog_post_banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-gradient-newsletter-cta-background.png</image:loc><image:caption>blue-gradient-newsletter-cta-background</image:caption><image:title>blue-gradient-newsletter-cta-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-thumbnail.png</image:loc><image:caption>ai-sales-qualification-tools-thumbnail</image:caption><image:title>ai-sales-qualification-tools-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/vectors/MD_Avatar.svg</image:loc><image:caption>MD_Avatar</image:caption><image:title>MD_Avatar</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/spin-selling-vs-meddpicc-meddicc-thumbnail.png</image:loc><image:caption>spin-selling-vs-meddpicc-meddicc-thumbnail</image:caption><image:title>spin-selling-vs-meddpicc-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-launches-t5-its-flagship-sales-leadership-thumbnail.jpg</image:loc><image:caption>MEDDICC launches T5, its flagship sales-leadership program</image:caption><image:title>meddicc-launches-t5-its-flagship-sales-leadership-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-feature-image.png</image:loc><image:caption>ai-sales-qualification-tools-feature-image</image:caption><image:title>ai-sales-qualification-tools-feature-image</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><lastmod>2026-11-06</lastmod></url><url><loc>https://meddicc.com/resources/what-happens-if-you-have-no-pain</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-gradient-newsletter-cta-background.png</image:loc><image:caption>blue-gradient-newsletter-cta-background</image:caption><image:title>blue-gradient-newsletter-cta-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/andy.png</image:loc><image:caption>andy</image:caption><image:title>andy</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blog_post_banner.png</image:loc><image:caption>blog_post_banner</image:caption><image:title>blog_post_banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-feature-image.png</image:loc><image:caption>ai-sales-qualification-tools-feature-image</image:caption><image:title>ai-sales-qualification-tools-feature-image</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-launches-t5-its-flagship-sales-leadership-thumbnail.jpg</image:loc><image:caption>MEDDICC launches T5, its flagship sales-leadership program</image:caption><image:title>meddicc-launches-t5-its-flagship-sales-leadership-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-thumbnail.png</image:loc><image:caption>ai-sales-qualification-tools-thumbnail</image:caption><image:title>ai-sales-qualification-tools-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/spin-selling-vs-meddpicc-meddicc-thumbnail.png</image:loc><image:caption>spin-selling-vs-meddpicc-meddicc-thumbnail</image:caption><image:title>spin-selling-vs-meddpicc-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/what-happens-if-you-have-no-pain-thumbnail.png</image:loc><image:caption>what-happens-if-you-have-no-pain-thumbnail</image:caption><image:title>what-happens-if-you-have-no-pain-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><lastmod>2026-11-06</lastmod></url><url><loc>https://meddicc.com/resources/a-guide-to-mos</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/spin-selling-vs-meddpicc-meddicc-thumbnail.png</image:loc><image:caption>spin-selling-vs-meddpicc-meddicc-thumbnail</image:caption><image:title>spin-selling-vs-meddpicc-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/vectors/MD_Avatar.svg</image:loc><image:caption>MD_Avatar</image:caption><image:title>MD_Avatar</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-gradient-newsletter-cta-background.png</image:loc><image:caption>blue-gradient-newsletter-cta-background</image:caption><image:title>blue-gradient-newsletter-cta-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-feature-image.png</image:loc><image:caption>ai-sales-qualification-tools-feature-image</image:caption><image:title>ai-sales-qualification-tools-feature-image</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/a-guide-to-mos-thumbnail.png</image:loc><image:caption>a-guide-to-mos-thumbnail</image:caption><image:title>a-guide-to-mos-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blog_post_banner.png</image:loc><image:caption>blog_post_banner</image:caption><image:title>blog_post_banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-launches-t5-its-flagship-sales-leadership-thumbnail.jpg</image:loc><image:caption>MEDDICC launches T5, its flagship sales-leadership program</image:caption><image:title>meddicc-launches-t5-its-flagship-sales-leadership-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-thumbnail.png</image:loc><image:caption>ai-sales-qualification-tools-thumbnail</image:caption><image:title>ai-sales-qualification-tools-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><lastmod>2026-11-06</lastmod></url><url><loc>https://meddicc.com/meddicc-media/medmen-s1-ep12-champions</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:caption><image:title>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/vectors/MD_Avatar.svg</image:loc><image:caption>MD_Avatar</image:caption><image:title>MD_Avatar</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/pim.png</image:loc><image:caption>pim</image:caption><image:title>pim</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/medmen-s1-ep12-champions-thumbnail.jpg</image:loc><image:caption>medmen-s1-ep12-champions-thumbnail</image:caption><image:title>medmen-s1-ep12-champions-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-post-banner.webp</image:loc><image:caption>podcast-post-banner</image:caption><image:title>podcast-post-banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:caption><image:title>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-related-bg.webp</image:loc><image:caption>podcast-related-bg</image:caption><image:title>podcast-related-bg</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-what-if-your-champion-is-your-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:caption><image:title>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-form.webp</image:loc><image:caption>podcast-sidebar-form</image:caption><image:title>podcast-sidebar-form</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/andy-whyte-headshot.png</image:loc><image:caption>andy-whyte-headshot</image:caption><image:title>andy-whyte-headshot</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-about.webp</image:loc><image:caption>podcast-sidebar-about</image:caption><image:title>podcast-sidebar-about</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/knowledge/meddicc-vendor-information</loc><lastmod>2026-08-12</lastmod></url><url><loc>https://meddicc.com/resources/unlocking-world-class-sales-success</loc><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/unlocking-world-class-sales-success-thumbnail.png</image:loc><image:caption>unlocking-world-class-sales-success-thumbnail</image:caption><image:title>unlocking-world-class-sales-success-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Frame%20(1).svg</image:loc><image:caption>Frame (1)</image:caption><image:title>Frame (1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/clock-icon-read-time.svg</image:loc><image:caption>clock-icon-read-time</image:caption><image:title>clock-icon-read-time</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Frame%20(2).svg</image:loc><image:caption>Frame (2)</image:caption><image:title>Frame (2)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/vectors/MD_Avatar.svg</image:loc><image:caption>MD_Avatar</image:caption><image:title>MD_Avatar</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><lastmod>2026-11-06</lastmod></url><url><loc>https://meddicc.com/meddicc-media/medmen-s1-ep11-competition</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/andy-whyte-headshot.png</image:loc><image:caption>andy-whyte-headshot</image:caption><image:title>andy-whyte-headshot</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:caption><image:title>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-what-if-your-champion-is-your-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:caption><image:title>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:caption><image:title>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/medmen-s1-ep11-competition-thumbnail.jpg</image:loc><image:caption>medmen-s1-ep11-competition-thumbnail</image:caption><image:title>medmen-s1-ep11-competition-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-post-banner.webp</image:loc><image:caption>podcast-post-banner</image:caption><image:title>podcast-post-banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-about.webp</image:loc><image:caption>podcast-sidebar-about</image:caption><image:title>podcast-sidebar-about</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-form.webp</image:loc><image:caption>podcast-sidebar-form</image:caption><image:title>podcast-sidebar-form</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/pim.png</image:loc><image:caption>pim</image:caption><image:title>pim</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/vectors/MD_Avatar.svg</image:loc><image:caption>MD_Avatar</image:caption><image:title>MD_Avatar</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-related-bg.webp</image:loc><image:caption>podcast-related-bg</image:caption><image:title>podcast-related-bg</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/programs</loc><image:image><image:loc>https://meddicc.com/hubfs/oyster-logo.svg</image:loc><image:caption>oyster-logo</image:caption><image:title>oyster-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/masterclass-icon.png</image:loc><image:caption>masterclass-icon</image:caption><image:title>masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/jt-keating-testimonial.webp</image:loc><image:caption>jt-keating-testimonial</image:caption><image:title>jt-keating-testimonial</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-faq-question-icon-3.png</image:loc><image:caption>meddicc-faq-question-icon-3</image:caption><image:title>meddicc-faq-question-icon-3</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/aws-logo.svg</image:loc><image:caption>aws-logo</image:caption><image:title>aws-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-faq-question-icon-4.png</image:loc><image:caption>meddicc-faq-question-icon-4</image:caption><image:title>meddicc-faq-question-icon-4</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/Hero%20banner%20background%20(1).webp</image:loc><image:caption>Hero banner background (1)</image:caption><image:title>Hero banner background (1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/cloudflare-logo.svg</image:loc><image:caption>cloudflare-logo</image:caption><image:title>cloudflare-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/teamtailor-logo.svg</image:loc><image:caption>teamtailor-logo</image:caption><image:title>teamtailor-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-faq-question-icon-1.png</image:loc><image:caption>meddicc-faq-question-icon-1</image:caption><image:title>meddicc-faq-question-icon-1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sam-jeremiah-headshot.jpg</image:loc><image:caption>sam-jeremiah-headshot</image:caption><image:title>sam-jeremiah-headshot</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/next-up-product-graphic.png</image:loc><image:caption>next-up-product-graphic</image:caption><image:title>next-up-product-graphic</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/repeatable-documents-icon.png</image:loc><image:caption>repeatable-documents-icon</image:caption><image:title>repeatable-documents-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-faq-question-icon-5.png</image:loc><image:caption>meddicc-faq-question-icon-5</image:caption><image:title>meddicc-faq-question-icon-5</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/enablement-value-icon-32x32.svg</image:loc><image:caption>enablement-value-icon-32x32</image:caption><image:title>enablement-value-icon-32x32</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/cognism-logo.svg</image:loc><image:caption>cognism-logo</image:caption><image:title>cognism-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/jt-keating-testimonial.png</image:loc><image:caption>jt-keating-testimonial</image:caption><image:title>jt-keating-testimonial</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/scalable-growth-icon.png</image:loc><image:caption>scalable-growth-icon</image:caption><image:title>scalable-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-faq-question-icon-9.svg</image:loc><image:caption>meddicc-faq-question-icon-9</image:caption><image:title>meddicc-faq-question-icon-9</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/cta-banner-2.png</image:loc><image:caption>cta-banner-2</image:caption><image:title>cta-banner-2</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-faq-question-icon-7.svg</image:loc><image:caption>meddicc-faq-question-icon-7</image:caption><image:title>meddicc-faq-question-icon-7</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/crowdstrike-logo-2.svg</image:loc><image:caption>crowdstrike-logo-2</image:caption><image:title>crowdstrike-logo-2</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-faq-question-icon-6.png</image:loc><image:caption>meddicc-faq-question-icon-6</image:caption><image:title>meddicc-faq-question-icon-6</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-faq-question-icon-8.svg</image:loc><image:caption>meddicc-faq-question-icon-8</image:caption><image:title>meddicc-faq-question-icon-8</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/darktrace-logo.svg</image:loc><image:caption>darktrace-logo</image:caption><image:title>darktrace-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-faq-question-icon-2.png</image:loc><image:caption>meddicc-faq-question-icon-2</image:caption><image:title>meddicc-faq-question-icon-2</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/kristen-ardon-headshot-bw.jpg</image:loc><image:caption>kristen-ardon-headshot-bw</image:caption><image:title>kristen-ardon-headshot-bw</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/programs-page-hero-graphic.svg</image:loc><image:caption>programs-page-hero-graphic</image:caption><image:title>programs-page-hero-graphic</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/net-health-logo.svg</image:loc><image:caption>net-health-logo</image:caption><image:title>net-health-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/efficient-process-icon.png</image:loc><image:caption>efficient-process-icon</image:caption><image:title>efficient-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/digitaled-logo.svg</image:loc><image:caption>digitaled-logo</image:caption><image:title>digitaled-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/form_content_banner.webp</image:loc><image:caption>form_content_banner</image:caption><image:title>form_content_banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/mike-blackburn-headshot.png</image:loc><image:caption>mike-blackburn-headshot</image:caption><image:title>mike-blackburn-headshot</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/partner-program-icon.png</image:loc><image:caption>partner-program-icon</image:caption><image:title>partner-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/resources/a-guide-to-the-customer-journey</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blog_post_banner.png</image:loc><image:caption>blog_post_banner</image:caption><image:title>blog_post_banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/spin-selling-vs-meddpicc-meddicc-thumbnail.png</image:loc><image:caption>spin-selling-vs-meddpicc-meddicc-thumbnail</image:caption><image:title>spin-selling-vs-meddpicc-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/a-guide-to-the-customer-journey-thumbnail.png</image:loc><image:caption>a-guide-to-the-customer-journey-thumbnail</image:caption><image:title>a-guide-to-the-customer-journey-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Imported_Blog_Media/blog-customer-journey-statistic.png</image:loc><image:caption>blog-customer-journey-statistic</image:caption><image:title>blog-customer-journey-statistic</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-feature-image.png</image:loc><image:caption>ai-sales-qualification-tools-feature-image</image:caption><image:title>ai-sales-qualification-tools-feature-image</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-gradient-newsletter-cta-background.png</image:loc><image:caption>blue-gradient-newsletter-cta-background</image:caption><image:title>blue-gradient-newsletter-cta-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-thumbnail.png</image:loc><image:caption>ai-sales-qualification-tools-thumbnail</image:caption><image:title>ai-sales-qualification-tools-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Imported_Blog_Media/meddpicc-customer-journey-blog-2-png-1.png</image:loc><image:caption>meddpicc-customer-journey-blog-2-png-1</image:caption><image:title>meddpicc-customer-journey-blog-2-png-1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/vectors/MD_Avatar.svg</image:loc><image:caption>MD_Avatar</image:caption><image:title>MD_Avatar</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-launches-t5-its-flagship-sales-leadership-thumbnail.jpg</image:loc><image:caption>MEDDICC launches T5, its flagship sales-leadership program</image:caption><image:title>meddicc-launches-t5-its-flagship-sales-leadership-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><lastmod>2026-11-06</lastmod></url><url><loc>https://meddicc.com/resources/3-dimensional-decision-criteria</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/clock-icon-read-time.svg</image:loc><image:caption>clock-icon-read-time</image:caption><image:title>clock-icon-read-time</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Frame%20(1).svg</image:loc><image:caption>Frame (1)</image:caption><image:title>Frame (1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/3-dimensional-decision-criteria-thumbnail.png</image:loc><image:caption>3-dimensional-decision-criteria-thumbnail</image:caption><image:title>3-dimensional-decision-criteria-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Frame%20(2).svg</image:loc><image:caption>Frame (2)</image:caption><image:title>Frame (2)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/robin.png</image:loc><image:caption>robin</image:caption><image:title>robin</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><lastmod>2026-11-06</lastmod></url><url><loc>https://meddicc.com/resources/key-takeaways-meddicc-value</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/spin-selling-vs-meddpicc-meddicc-thumbnail.png</image:loc><image:caption>spin-selling-vs-meddpicc-meddicc-thumbnail</image:caption><image:title>spin-selling-vs-meddpicc-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/robin.png</image:loc><image:caption>robin</image:caption><image:title>robin</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-key-takeaways-social-image.png</image:loc><image:caption>meddicc-value-key-takeaways-social-image</image:caption><image:title>meddicc-value-key-takeaways-social-image</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-launches-t5-its-flagship-sales-leadership-thumbnail.jpg</image:loc><image:caption>MEDDICC launches T5, its flagship sales-leadership program</image:caption><image:title>meddicc-launches-t5-its-flagship-sales-leadership-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-feature-image.png</image:loc><image:caption>ai-sales-qualification-tools-feature-image</image:caption><image:title>ai-sales-qualification-tools-feature-image</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blog_post_banner.png</image:loc><image:caption>blog_post_banner</image:caption><image:title>blog_post_banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-gradient-newsletter-cta-background.png</image:loc><image:caption>blue-gradient-newsletter-cta-background</image:caption><image:title>blue-gradient-newsletter-cta-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-thumbnail.png</image:loc><image:caption>ai-sales-qualification-tools-thumbnail</image:caption><image:title>ai-sales-qualification-tools-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/resources/winni</loc><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blog_post_banner.png</image:loc><image:caption>blog_post_banner</image:caption><image:title>blog_post_banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Imported_Blog_Media/winni-thumbnail.jpg</image:loc><image:caption>winni-thumbnail</image:caption><image:title>winni-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Imported_Blog_Media/meddicc-welcomes-dick-dunkel-thumbnail.png</image:loc><image:caption>meddicc-welcomes-dick-dunkel-thumbnail</image:caption><image:title>meddicc-welcomes-dick-dunkel-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/Cameron_dhaliwal_Image-1.png</image:loc><image:caption>Cameron_dhaliwal_Image-1</image:caption><image:title>Cameron_dhaliwal_Image-1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-strengthens-leadership-team-with-new-hires-thumbnail.png</image:loc><image:caption>meddicc-strengthens-leadership-team-with-new-hires-thumbnail</image:caption><image:title>meddicc-strengthens-leadership-team-with-new-hires-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-gradient-newsletter-cta-background.png</image:loc><image:caption>blue-gradient-newsletter-cta-background</image:caption><image:title>blue-gradient-newsletter-cta-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-doubles-down-on-innovation-with-strategic-thumbnail.png</image:loc><image:caption>meddicc-doubles-down-on-innovation-with-strategic-thumbnail</image:caption><image:title>meddicc-doubles-down-on-innovation-with-strategic-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-launches-t5-its-flagship-sales-leadership-thumbnail.jpg</image:loc><image:caption>MEDDICC launches T5, its flagship sales-leadership program</image:caption><image:title>meddicc-launches-t5-its-flagship-sales-leadership-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><lastmod>2026-05-28</lastmod></url><url><loc>https://meddicc.com/resources/meddicon3</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-launches-t5-its-flagship-sales-leadership-thumbnail.jpg</image:loc><image:caption>MEDDICC launches T5, its flagship sales-leadership program</image:caption><image:title>meddicc-launches-t5-its-flagship-sales-leadership-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/spin-selling-vs-meddpicc-meddicc-thumbnail.png</image:loc><image:caption>spin-selling-vs-meddpicc-meddicc-thumbnail</image:caption><image:title>spin-selling-vs-meddpicc-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/robin.png</image:loc><image:caption>robin</image:caption><image:title>robin</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-thumbnail.png</image:loc><image:caption>ai-sales-qualification-tools-thumbnail</image:caption><image:title>ai-sales-qualification-tools-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-gradient-newsletter-cta-background.png</image:loc><image:caption>blue-gradient-newsletter-cta-background</image:caption><image:title>blue-gradient-newsletter-cta-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blog_post_banner.png</image:loc><image:caption>blog_post_banner</image:caption><image:title>blog_post_banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicon3-thumbnail.png</image:loc><image:caption>meddicon3-thumbnail</image:caption><image:title>meddicon3-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-feature-image.png</image:loc><image:caption>ai-sales-qualification-tools-feature-image</image:caption><image:title>ai-sales-qualification-tools-feature-image</image:title></image:image><lastmod>2026-11-06</lastmod></url><url><loc>https://meddicc.com/meddicc-media/medmen-s3-ep2-the-importance-of-leadership-in-a-meddpicc-initiative</loc><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:caption><image:title>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-what-if-your-champion-is-your-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:caption><image:title>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/medmen-s3-ep2-the-importance-of-leadership-in-a-thumbnail.png</image:loc><image:caption>medmen-s3-ep2-the-importance-of-leadership-in-a-thumbnail</image:caption><image:title>medmen-s3-ep2-the-importance-of-leadership-in-a-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-about.webp</image:loc><image:caption>podcast-sidebar-about</image:caption><image:title>podcast-sidebar-about</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:caption><image:title>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/andy-whyte-headshot.png</image:loc><image:caption>andy-whyte-headshot</image:caption><image:title>andy-whyte-headshot</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/vectors/MD_Avatar.svg</image:loc><image:caption>MD_Avatar</image:caption><image:title>MD_Avatar</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-form.webp</image:loc><image:caption>podcast-sidebar-form</image:caption><image:title>podcast-sidebar-form</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-related-bg.webp</image:loc><image:caption>podcast-related-bg</image:caption><image:title>podcast-related-bg</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-post-banner.webp</image:loc><image:caption>podcast-post-banner</image:caption><image:title>podcast-post-banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/pim.png</image:loc><image:caption>pim</image:caption><image:title>pim</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/resources/cover-your-expenses</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blog_post_banner.png</image:loc><image:caption>blog_post_banner</image:caption><image:title>blog_post_banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-gradient-newsletter-cta-background.png</image:loc><image:caption>blue-gradient-newsletter-cta-background</image:caption><image:title>blue-gradient-newsletter-cta-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-launches-t5-its-flagship-sales-leadership-thumbnail.jpg</image:loc><image:caption>MEDDICC launches T5, its flagship sales-leadership program</image:caption><image:title>meddicc-launches-t5-its-flagship-sales-leadership-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-feature-image.png</image:loc><image:caption>ai-sales-qualification-tools-feature-image</image:caption><image:title>ai-sales-qualification-tools-feature-image</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/vectors/MD_Avatar.svg</image:loc><image:caption>MD_Avatar</image:caption><image:title>MD_Avatar</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/spin-selling-vs-meddpicc-meddicc-thumbnail.png</image:loc><image:caption>spin-selling-vs-meddpicc-meddicc-thumbnail</image:caption><image:title>spin-selling-vs-meddpicc-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/cover-your-expenses-thumbnail.png</image:loc><image:caption>cover-your-expenses-thumbnail</image:caption><image:title>cover-your-expenses-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-thumbnail.png</image:loc><image:caption>ai-sales-qualification-tools-thumbnail</image:caption><image:title>ai-sales-qualification-tools-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><lastmod>2026-11-06</lastmod></url><url><loc>https://meddicc.com/resources/meddicc-announces-publication-of-new-book-the-female-sales-leader</loc><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-announces-publication-of-new-book-the-female-thumbnail.png</image:loc><image:caption>meddicc-announces-publication-of-new-book-the-female-thumbnail</image:caption><image:title>meddicc-announces-publication-of-new-book-the-female-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-thumbnail.png</image:loc><image:caption>ai-sales-qualification-tools-thumbnail</image:caption><image:title>ai-sales-qualification-tools-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/vectors/MD_Avatar.svg</image:loc><image:caption>MD_Avatar</image:caption><image:title>MD_Avatar</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-feature-image.png</image:loc><image:caption>ai-sales-qualification-tools-feature-image</image:caption><image:title>ai-sales-qualification-tools-feature-image</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-gradient-newsletter-cta-background.png</image:loc><image:caption>blue-gradient-newsletter-cta-background</image:caption><image:title>blue-gradient-newsletter-cta-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blog_post_banner.png</image:loc><image:caption>blog_post_banner</image:caption><image:title>blog_post_banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-launches-t5-its-flagship-sales-leadership-thumbnail.jpg</image:loc><image:caption>MEDDICC launches T5, its flagship sales-leadership program</image:caption><image:title>meddicc-launches-t5-its-flagship-sales-leadership-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/spin-selling-vs-meddpicc-meddicc-thumbnail.png</image:loc><image:caption>spin-selling-vs-meddpicc-meddicc-thumbnail</image:caption><image:title>spin-selling-vs-meddpicc-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><lastmod>2026-05-26</lastmod></url><url><loc>https://meddicc.com/resources/the-backstory-of-andy-whyte</loc><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-thumbnail.png</image:loc><image:caption>ai-sales-qualification-tools-thumbnail</image:caption><image:title>ai-sales-qualification-tools-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/andy.png</image:loc><image:caption>andy</image:caption><image:title>andy</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-launches-t5-its-flagship-sales-leadership-thumbnail.jpg</image:loc><image:caption>MEDDICC launches T5, its flagship sales-leadership program</image:caption><image:title>meddicc-launches-t5-its-flagship-sales-leadership-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/spin-selling-vs-meddpicc-meddicc-thumbnail.png</image:loc><image:caption>spin-selling-vs-meddpicc-meddicc-thumbnail</image:caption><image:title>spin-selling-vs-meddpicc-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blog_post_banner.png</image:loc><image:caption>blog_post_banner</image:caption><image:title>blog_post_banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Imported_Blog_Media/andy-whyte-salesfan-2.png</image:loc><image:caption>andy-whyte-salesfan-2</image:caption><image:title>andy-whyte-salesfan-2</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-feature-image.png</image:loc><image:caption>ai-sales-qualification-tools-feature-image</image:caption><image:title>ai-sales-qualification-tools-feature-image</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-gradient-newsletter-cta-background.png</image:loc><image:caption>blue-gradient-newsletter-cta-background</image:caption><image:title>blue-gradient-newsletter-cta-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><lastmod>2026-04-07</lastmod></url><url><loc>https://meddicc.com/meddicc-media/medmen-what-makes-an-a-player</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-post-banner.webp</image:loc><image:caption>podcast-post-banner</image:caption><image:title>podcast-post-banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:caption><image:title>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-form.webp</image:loc><image:caption>podcast-sidebar-form</image:caption><image:title>podcast-sidebar-form</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/medmen-what-makes-an-a-player-thumbnail.jpg</image:loc><image:caption>medmen-what-makes-an-a-player-thumbnail</image:caption><image:title>medmen-what-makes-an-a-player-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-about.webp</image:loc><image:caption>podcast-sidebar-about</image:caption><image:title>podcast-sidebar-about</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/andy-whyte-headshot.png</image:loc><image:caption>andy-whyte-headshot</image:caption><image:title>andy-whyte-headshot</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/vectors/MD_Avatar.svg</image:loc><image:caption>MD_Avatar</image:caption><image:title>MD_Avatar</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/pim.png</image:loc><image:caption>pim</image:caption><image:title>pim</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-related-bg.webp</image:loc><image:caption>podcast-related-bg</image:caption><image:title>podcast-related-bg</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-what-if-your-champion-is-your-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:caption><image:title>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/lucy.png</image:loc><image:caption>lucy</image:caption><image:title>lucy</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:caption><image:title>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/resources/medmen-the-impact-of-leadership-in-your-meddpicc-initiative</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/robin.png</image:loc><image:caption>robin</image:caption><image:title>robin</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/spin-selling-vs-meddpicc-meddicc-thumbnail.png</image:loc><image:caption>spin-selling-vs-meddpicc-meddicc-thumbnail</image:caption><image:title>spin-selling-vs-meddpicc-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-feature-image.png</image:loc><image:caption>ai-sales-qualification-tools-feature-image</image:caption><image:title>ai-sales-qualification-tools-feature-image</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/medmen-the-impact-of-leadership-in-your-meddpicc-thumbnail.png</image:loc><image:caption>medmen-the-impact-of-leadership-in-your-meddpicc-thumbnail</image:caption><image:title>medmen-the-impact-of-leadership-in-your-meddpicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-gradient-newsletter-cta-background.png</image:loc><image:caption>blue-gradient-newsletter-cta-background</image:caption><image:title>blue-gradient-newsletter-cta-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blog_post_banner.png</image:loc><image:caption>blog_post_banner</image:caption><image:title>blog_post_banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-thumbnail.png</image:loc><image:caption>ai-sales-qualification-tools-thumbnail</image:caption><image:title>ai-sales-qualification-tools-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-launches-t5-its-flagship-sales-leadership-thumbnail.jpg</image:loc><image:caption>MEDDICC launches T5, its flagship sales-leadership program</image:caption><image:title>meddicc-launches-t5-its-flagship-sales-leadership-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><lastmod>2026-11-06</lastmod></url><url><loc>https://meddicc.com/what-is-meddpicc/metrics</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/metrics-medmen-thumbnail.webp</image:loc><image:caption>metrics-medmen-thumbnail</image:caption><image:title>metrics-medmen-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue%201%20(12).png</image:loc><image:caption>MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue 1 (12)</image:caption><image:title>MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue 1 (12)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/Frame%205185%20(2).png</image:loc><image:caption>Frame 5185 (2)</image:caption><image:title>Frame 5185 (2)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/on-page-graphics/what-is-meddpicc/metrics/Metrics_1s.svg</image:loc><image:caption>Metrics_1s</image:caption><image:title>Metrics_1s</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-gradient-banner-background.png</image:loc><image:caption>blue-gradient-banner-background</image:caption><image:title>blue-gradient-banner-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/on-page-graphics/what-is-meddpicc/metrics/Metrics_2s.svg</image:loc><image:caption>Metrics_2s</image:caption><image:title>Metrics_2s</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue%201.png</image:loc><image:caption>MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue 1</image:caption><image:title>MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue%201%20(11).png</image:loc><image:caption>MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue 1 (11)</image:caption><image:title>MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue 1 (11)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/on-page-graphics/what-is-meddpicc/metrics/Metrics_3s.svg</image:loc><image:caption>Metrics_3s</image:caption><image:title>Metrics_3s</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue%201%20(1).png</image:loc><image:caption>MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue 1 (1)</image:caption><image:title>MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue 1 (1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue%201%20(5).png</image:loc><image:caption>MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue 1 (5)</image:caption><image:title>MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue 1 (5)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/element_page_metrics_urgency.webp</image:loc><image:caption>element_page_metrics_urgency</image:caption><image:title>element_page_metrics_urgency</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/element_page_metrics_post_sales.webp</image:loc><image:caption>element_page_metrics_post_sales</image:caption><image:title>element_page_metrics_post_sales</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue%201%20(4).png</image:loc><image:caption>MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue 1 (4)</image:caption><image:title>MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue 1 (4)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/metrics_element_header_graphic_ew%201.svg</image:loc><image:caption>metrics_element_header_graphic_ew 1</image:caption><image:title>metrics_element_header_graphic_ew 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/light-blue-gradient-section-background.png</image:loc><image:caption>light-blue-gradient-section-background</image:caption><image:title>light-blue-gradient-section-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-pattern-pricing-background.png</image:loc><image:caption>blue-pattern-pricing-background</image:caption><image:title>blue-pattern-pricing-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/medmen_season_3_episode_9_(1).webp</image:loc><image:caption>medmen_season_3_episode_9_(1)</image:caption><image:title>medmen_season_3_episode_9_(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/mm-meddpicc-in-10-minutes-thumbnail.jpg</image:loc><image:caption>mm-meddpicc-in-10-minutes-thumbnail</image:caption><image:title>mm-meddpicc-in-10-minutes-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue%201%20(7).png</image:loc><image:caption>MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue 1 (7)</image:caption><image:title>MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue 1 (7)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/DISCOVERY.png</image:loc><image:caption>DISCOVERY</image:caption><image:title>DISCOVERY</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue%201%20(2).png</image:loc><image:caption>MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue 1 (2)</image:caption><image:title>MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue 1 (2)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/programs/t5</loc><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/t5-webpage-promoted-for-wrong-reasons.svg</image:loc><image:caption>t5-webpage-promoted-for-wrong-reasons</image:caption><image:title>t5-webpage-promoted-for-wrong-reasons</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/t5-webpage-newly-promoted-managers.svg</image:loc><image:caption>t5-webpage-newly-promoted-managers</image:caption><image:title>t5-webpage-newly-promoted-managers</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-faq-question-icon-3.png</image:loc><image:caption>meddicc-faq-question-icon-3</image:caption><image:title>meddicc-faq-question-icon-3</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/t5-badge-step-5.png</image:loc><image:caption>t5-badge-step-5</image:caption><image:title>t5-badge-step-5</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/t5-webpage-built-on-meddpicc-rigour.svg</image:loc><image:caption>t5-webpage-built-on-meddpicc-rigour</image:caption><image:title>t5-webpage-built-on-meddpicc-rigour</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/t5-badge-step-2.png</image:loc><image:caption>t5-badge-step-2</image:caption><image:title>t5-badge-step-2</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/t5-badge-step-1.png</image:loc><image:caption>t5-badge-step-1</image:caption><image:title>t5-badge-step-1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-faq-question-icon-1.png</image:loc><image:caption>meddicc-faq-question-icon-1</image:caption><image:title>meddicc-faq-question-icon-1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/t5-badge-step-3.png</image:loc><image:caption>t5-badge-step-3</image:caption><image:title>t5-badge-step-3</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/t5-webpage-second-line-leaders.svg</image:loc><image:caption>t5-webpage-second-line-leaders</image:caption><image:title>t5-webpage-second-line-leaders</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/background.png</image:loc><image:caption>background</image:caption><image:title>background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-gradient-card-background.png</image:loc><image:caption>blue-gradient-card-background</image:caption><image:title>blue-gradient-card-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-faq-question-icon-4.png</image:loc><image:caption>meddicc-faq-question-icon-4</image:caption><image:title>meddicc-faq-question-icon-4</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/t5-webpage-no-playbook-just-instinct.svg</image:loc><image:caption>t5-webpage-no-playbook-just-instinct</image:caption><image:title>t5-webpage-no-playbook-just-instinct</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/Hero%20banner%20background%20(1).webp</image:loc><image:caption>Hero banner background (1)</image:caption><image:title>Hero banner background (1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-faq-question-icon-2.png</image:loc><image:caption>meddicc-faq-question-icon-2</image:caption><image:title>meddicc-faq-question-icon-2</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/t5-badge-step-4.png</image:loc><image:caption>t5-badge-step-4</image:caption><image:title>t5-badge-step-4</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/bg.png</image:loc><image:caption>bg</image:caption><image:title>bg</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/t5-webpage-experienced-sales-leaders.svg</image:loc><image:caption>t5-webpage-experienced-sales-leaders</image:caption><image:title>t5-webpage-experienced-sales-leaders</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/t5-webpage-enablement-teams.svg</image:loc><image:caption>t5-webpage-enablement-teams</image:caption><image:title>t5-webpage-enablement-teams</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/enb-grp-t5-coming-soon-program-2-no-pill.jpg</image:loc><image:caption>enb-grp-t5-coming-soon-program-2-no-pill</image:caption><image:title>enb-grp-t5-coming-soon-program-2-no-pill</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/resources/meddicc-launches-meddicc-membership-availability-on-aws-marketplace</loc><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-gradient-newsletter-cta-background.png</image:loc><image:caption>blue-gradient-newsletter-cta-background</image:caption><image:title>blue-gradient-newsletter-cta-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/spin-selling-vs-meddpicc-meddicc-thumbnail.png</image:loc><image:caption>spin-selling-vs-meddpicc-meddicc-thumbnail</image:caption><image:title>spin-selling-vs-meddpicc-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/robin.png</image:loc><image:caption>robin</image:caption><image:title>robin</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-thumbnail.png</image:loc><image:caption>ai-sales-qualification-tools-thumbnail</image:caption><image:title>ai-sales-qualification-tools-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blog_post_banner.png</image:loc><image:caption>blog_post_banner</image:caption><image:title>blog_post_banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-feature-image.png</image:loc><image:caption>ai-sales-qualification-tools-feature-image</image:caption><image:title>ai-sales-qualification-tools-feature-image</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-launches-meddicc-membership-availability-on-thumbnail.png</image:loc><image:caption>meddicc-launches-meddicc-membership-availability-on-thumbnail</image:caption><image:title>meddicc-launches-meddicc-membership-availability-on-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-launches-t5-its-flagship-sales-leadership-thumbnail.jpg</image:loc><image:caption>MEDDICC launches T5, its flagship sales-leadership program</image:caption><image:title>meddicc-launches-t5-its-flagship-sales-leadership-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><lastmod>2026-05-26</lastmod></url><url><loc>https://meddicc.com/operating-system/winni-calls</loc><image:image><image:loc>https://meddicc.com/hubfs/web_Call%20Recorder_wireframe%20(1).png</image:loc><image:caption>web_Call Recorder_wireframe (1)</image:caption><image:title>web_Call Recorder_wireframe (1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/web_Call%20Recorder_wireframe%20(3)-1.png</image:loc><image:caption>web_Call Recorder_wireframe (3)-1</image:caption><image:title>web_Call Recorder_wireframe (3)-1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/web_opportunity%20manager_lives_in_mos%20(1).png</image:loc><image:caption>web_opportunity manager_lives_in_mos (1)</image:caption><image:title>web_opportunity manager_lives_in_mos (1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/web_Call%20Recorder_wireframe%20(4).png</image:loc><image:caption>web_Call Recorder_wireframe (4)</image:caption><image:title>web_Call Recorder_wireframe (4)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/web_call%20rec_lives_in_mos.png</image:loc><image:caption>web_call rec_lives_in_mos</image:caption><image:title>web_call rec_lives_in_mos</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Reinforce%20MEDDPICC%20In%20Every%20Buyer%20Interaction.gif</image:loc><image:caption>Reinforce MEDDPICC In Every Buyer Interaction</image:caption><image:title>Reinforce MEDDPICC In Every Buyer Interaction</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/call_rec_guidance_at_your_fingertips.svg</image:loc><image:caption>call_rec_guidance_at_your_fingertips</image:caption><image:title>call_rec_guidance_at_your_fingertips</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/MEDDICC_Chevrons_White.png</image:loc><image:caption>MEDDICC_Chevrons_White</image:caption><image:title>MEDDICC_Chevrons_White</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/MEDDICC_ChevronsBlue_v3_260723.jpg</image:loc><image:caption>MEDDICC_ChevronsBlue_v3_260723</image:caption><image:title>MEDDICC_ChevronsBlue_v3_260723</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/live_sessions_icon_512%20%C3%97%20512_sb_final.png</image:loc><image:caption>live_sessions_icon_512 × 512_sb_final</image:caption><image:title>live_sessions_icon_512 × 512_sb_final</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/web_Call%20Recorder_wireframe%20(2).png</image:loc><image:caption>web_Call Recorder_wireframe (2)</image:caption><image:title>web_Call Recorder_wireframe (2)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White.jpg</image:loc><image:caption>27001_MONO_White</image:caption><image:title>27001_MONO_White</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/call_rec_intelligence_at_ready.svg</image:loc><image:caption>call_rec_intelligence_at_ready</image:caption><image:title>call_rec_intelligence_at_ready</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-courses-meddicc-value-icon.png</image:loc><image:caption>meddicc-courses-meddicc-value-icon</image:caption><image:title>meddicc-courses-meddicc-value-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-courses-leadership-and-enablement-icon.png</image:loc><image:caption>meddicc-courses-leadership-and-enablement-icon</image:caption><image:title>meddicc-courses-leadership-and-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/web_graphics_demo_background.png</image:loc><image:caption>web_graphics_demo_background</image:caption><image:title>web_graphics_demo_background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-courses-value-pyramid-icon.png</image:loc><image:caption>meddicc-courses-value-pyramid-icon</image:caption><image:title>meddicc-courses-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/web_graphics_andy_quote-2.png</image:loc><image:caption>web_graphics_andy_quote-2</image:caption><image:title>web_graphics_andy_quote-2</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/web_Call%20Recorder_wireframe%20(1)-1.png</image:loc><image:caption>web_Call Recorder_wireframe (1)-1</image:caption><image:title>web_Call Recorder_wireframe (1)-1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><lastmod>2026-11-06</lastmod></url><url><loc>https://meddicc.com/resources/meddicc-achieves-iso-27001-certification</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-gradient-newsletter-cta-background.png</image:loc><image:caption>blue-gradient-newsletter-cta-background</image:caption><image:title>blue-gradient-newsletter-cta-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/spin-selling-vs-meddpicc-meddicc-thumbnail.png</image:loc><image:caption>spin-selling-vs-meddpicc-meddicc-thumbnail</image:caption><image:title>spin-selling-vs-meddpicc-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-feature-image.png</image:loc><image:caption>ai-sales-qualification-tools-feature-image</image:caption><image:title>ai-sales-qualification-tools-feature-image</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/vectors/MD_Avatar.svg</image:loc><image:caption>MD_Avatar</image:caption><image:title>MD_Avatar</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-thumbnail.png</image:loc><image:caption>ai-sales-qualification-tools-thumbnail</image:caption><image:title>ai-sales-qualification-tools-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-launches-t5-its-flagship-sales-leadership-thumbnail.jpg</image:loc><image:caption>MEDDICC launches T5, its flagship sales-leadership program</image:caption><image:title>meddicc-launches-t5-its-flagship-sales-leadership-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-achieves-iso-27001-certification-thumbnail.png</image:loc><image:caption>meddicc-achieves-iso-27001-certification-thumbnail</image:caption><image:title>meddicc-achieves-iso-27001-certification-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blog_post_banner.png</image:loc><image:caption>blog_post_banner</image:caption><image:title>blog_post_banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/meddicc-media/elite-dealers-s1-ep6-james-bissell</loc><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-about.webp</image:loc><image:caption>podcast-sidebar-about</image:caption><image:title>podcast-sidebar-about</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/elite-dealers-s1-ep6-james-bissell-thumbnail.png</image:loc><image:caption>elite-dealers-s1-ep6-james-bissell-thumbnail</image:caption><image:title>elite-dealers-s1-ep6-james-bissell-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/James_Bissell.png</image:loc><image:caption>James_Bissell</image:caption><image:title>James_Bissell</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:caption><image:title>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/pim.png</image:loc><image:caption>pim</image:caption><image:title>pim</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-post-banner.webp</image:loc><image:caption>podcast-post-banner</image:caption><image:title>podcast-post-banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:caption><image:title>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-what-if-your-champion-is-your-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:caption><image:title>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-related-bg.webp</image:loc><image:caption>podcast-related-bg</image:caption><image:title>podcast-related-bg</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-form.webp</image:loc><image:caption>podcast-sidebar-form</image:caption><image:title>podcast-sidebar-form</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/vectors/MD_Avatar.svg</image:loc><image:caption>MD_Avatar</image:caption><image:title>MD_Avatar</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/meddicc-media/medmen-the-crucial-champion-trait-youre-missing-and-how-to-solve-it</loc><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:caption><image:title>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/medmen-the-crucial-champion-trait-youre-missing-and-thumbnail.jpg</image:loc><image:caption>medmen-the-crucial-champion-trait-youre-missing-and-thumbnail</image:caption><image:title>medmen-the-crucial-champion-trait-youre-missing-and-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-post-banner.webp</image:loc><image:caption>podcast-post-banner</image:caption><image:title>podcast-post-banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/pim.png</image:loc><image:caption>pim</image:caption><image:title>pim</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/andy-whyte-headshot.png</image:loc><image:caption>andy-whyte-headshot</image:caption><image:title>andy-whyte-headshot</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/vectors/MD_Avatar.svg</image:loc><image:caption>MD_Avatar</image:caption><image:title>MD_Avatar</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:caption><image:title>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-related-bg.webp</image:loc><image:caption>podcast-related-bg</image:caption><image:title>podcast-related-bg</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-what-if-your-champion-is-your-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:caption><image:title>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-about.webp</image:loc><image:caption>podcast-sidebar-about</image:caption><image:title>podcast-sidebar-about</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-form.webp</image:loc><image:caption>podcast-sidebar-form</image:caption><image:title>podcast-sidebar-form</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/meddicc-media/medmen-s1-ep5-metrics</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:caption><image:title>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:caption><image:title>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-what-if-your-champion-is-your-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:caption><image:title>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-form.webp</image:loc><image:caption>podcast-sidebar-form</image:caption><image:title>podcast-sidebar-form</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Imported_Blog_Media/medmen-s1-ep5-metrics-thumbnail.jpg</image:loc><image:caption>medmen-s1-ep5-metrics-thumbnail</image:caption><image:title>medmen-s1-ep5-metrics-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/pim.png</image:loc><image:caption>pim</image:caption><image:title>pim</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-post-banner.webp</image:loc><image:caption>podcast-post-banner</image:caption><image:title>podcast-post-banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/andy-whyte-headshot.png</image:loc><image:caption>andy-whyte-headshot</image:caption><image:title>andy-whyte-headshot</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-about.webp</image:loc><image:caption>podcast-sidebar-about</image:caption><image:title>podcast-sidebar-about</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-related-bg.webp</image:loc><image:caption>podcast-related-bg</image:caption><image:title>podcast-related-bg</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/vectors/MD_Avatar.svg</image:loc><image:caption>MD_Avatar</image:caption><image:title>MD_Avatar</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/resources</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/robin.png</image:loc><image:caption>robin</image:caption><image:title>robin</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White.jpg</image:loc><image:caption>27001_MONO_White</image:caption><image:title>27001_MONO_White</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-courses-value-pyramid-icon.png</image:loc><image:caption>meddicc-courses-value-pyramid-icon</image:caption><image:title>meddicc-courses-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-feature-image.png</image:loc><image:caption>ai-sales-qualification-tools-feature-image</image:caption><image:title>ai-sales-qualification-tools-feature-image</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-thumbnail.png</image:loc><image:caption>ai-sales-qualification-tools-thumbnail</image:caption><image:title>ai-sales-qualification-tools-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/spiced-sales-methodology-vs-meddpicc-meddicc-thumbnail.png</image:loc><image:caption>spiced-sales-methodology-vs-meddpicc-meddicc-thumbnail</image:caption><image:title>spiced-sales-methodology-vs-meddpicc-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/cobalt_blue_chevron_bullet.png</image:loc><image:caption>cobalt_blue_chevron_bullet</image:caption><image:title>cobalt_blue_chevron_bullet</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-courses-meddicc-value-icon.png</image:loc><image:caption>meddicc-courses-meddicc-value-icon</image:caption><image:title>meddicc-courses-meddicc-value-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-courses-leadership-and-enablement-icon.png</image:loc><image:caption>meddicc-courses-leadership-and-enablement-icon</image:caption><image:title>meddicc-courses-leadership-and-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Imported%20sitepage%20images/MM_Website%20Header%20(1).png</image:loc><image:caption>MM_Website Header (1)</image:caption><image:title>MM_Website Header (1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Team%20Photos/mackenzie.png</image:loc><image:caption>mackenzie</image:caption><image:title>mackenzie</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/spin-selling-vs-meddpicc-meddicc-thumbnail.png</image:loc><image:caption>spin-selling-vs-meddpicc-meddicc-thumbnail</image:caption><image:title>spin-selling-vs-meddpicc-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddic-software-apply-meddpicc-to-every-deal-meddicc-thumbnail.png</image:loc><image:caption>meddic-software-apply-meddpicc-to-every-deal-meddicc-thumbnail</image:caption><image:title>meddic-software-apply-meddpicc-to-every-deal-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-launches-t5-its-flagship-sales-leadership-thumbnail.jpg</image:loc><image:caption>MEDDICC launches T5, its flagship sales-leadership program</image:caption><image:title>meddicc-launches-t5-its-flagship-sales-leadership-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/BG-02%201.png</image:loc><image:caption>BG-02 1</image:caption><image:title>BG-02 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><lastmod>2026-10-08</lastmod></url><url><loc>https://meddicc.com/resources/meddpicc-as-framework-product</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-thumbnail.png</image:loc><image:caption>ai-sales-qualification-tools-thumbnail</image:caption><image:title>ai-sales-qualification-tools-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-feature-image.png</image:loc><image:caption>ai-sales-qualification-tools-feature-image</image:caption><image:title>ai-sales-qualification-tools-feature-image</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-launches-t5-its-flagship-sales-leadership-thumbnail.jpg</image:loc><image:caption>MEDDICC launches T5, its flagship sales-leadership program</image:caption><image:title>meddicc-launches-t5-its-flagship-sales-leadership-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-gradient-newsletter-cta-background.png</image:loc><image:caption>blue-gradient-newsletter-cta-background</image:caption><image:title>blue-gradient-newsletter-cta-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddpicc-as-framework-product-thumbnail.png</image:loc><image:caption>meddpicc-as-framework-product-thumbnail</image:caption><image:title>meddpicc-as-framework-product-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/robin.png</image:loc><image:caption>robin</image:caption><image:title>robin</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blog_post_banner.png</image:loc><image:caption>blog_post_banner</image:caption><image:title>blog_post_banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/spin-selling-vs-meddpicc-meddicc-thumbnail.png</image:loc><image:caption>spin-selling-vs-meddpicc-meddicc-thumbnail</image:caption><image:title>spin-selling-vs-meddpicc-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><lastmod>2026-11-06</lastmod></url><url><loc>https://meddicc.com/resources/meddicc-launches-t5-its-flagship-sales-leadership-program</loc><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/robin.png</image:loc><image:caption>robin</image:caption><image:title>robin</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-launches-t5-its-flagship-sales-leadership-thumbnail.jpg</image:loc><image:caption>MEDDICC launches T5, its flagship sales-leadership program</image:caption><image:title>meddicc-launches-t5-its-flagship-sales-leadership-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-feature-image.png</image:loc><image:caption>ai-sales-qualification-tools-feature-image</image:caption><image:title>ai-sales-qualification-tools-feature-image</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/spin-selling-vs-meddpicc-meddicc-thumbnail.png</image:loc><image:caption>spin-selling-vs-meddpicc-meddicc-thumbnail</image:caption><image:title>spin-selling-vs-meddpicc-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-thumbnail.png</image:loc><image:caption>ai-sales-qualification-tools-thumbnail</image:caption><image:title>ai-sales-qualification-tools-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-gradient-newsletter-cta-background.png</image:loc><image:caption>blue-gradient-newsletter-cta-background</image:caption><image:title>blue-gradient-newsletter-cta-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blog_post_banner.png</image:loc><image:caption>blog_post_banner</image:caption><image:title>blog_post_banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/resources/meddic-for-customer-success-live-webinar-takeaways</loc><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blog_post_banner.png</image:loc><image:caption>blog_post_banner</image:caption><image:title>blog_post_banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/robin.png</image:loc><image:caption>robin</image:caption><image:title>robin</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-launches-t5-its-flagship-sales-leadership-thumbnail.jpg</image:loc><image:caption>MEDDICC launches T5, its flagship sales-leadership program</image:caption><image:title>meddicc-launches-t5-its-flagship-sales-leadership-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-thumbnail.png</image:loc><image:caption>ai-sales-qualification-tools-thumbnail</image:caption><image:title>ai-sales-qualification-tools-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddic-for-customer-success-live-webinar-takeaways-thumbnail.png</image:loc><image:caption>meddic-for-customer-success-live-webinar-takeaways-thumbnail</image:caption><image:title>meddic-for-customer-success-live-webinar-takeaways-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-gradient-newsletter-cta-background.png</image:loc><image:caption>blue-gradient-newsletter-cta-background</image:caption><image:title>blue-gradient-newsletter-cta-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/spin-selling-vs-meddpicc-meddicc-thumbnail.png</image:loc><image:caption>spin-selling-vs-meddpicc-meddicc-thumbnail</image:caption><image:title>spin-selling-vs-meddpicc-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-feature-image.png</image:loc><image:caption>ai-sales-qualification-tools-feature-image</image:caption><image:title>ai-sales-qualification-tools-feature-image</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/meddicc-media/medmen-s1-ep9-paper-process</loc><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/pim.png</image:loc><image:caption>pim</image:caption><image:title>pim</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Imported_Blog_Media/medmen-s1-ep9-paper-process-thumbnail.jpeg</image:loc><image:caption>medmen-s1-ep9-paper-process-thumbnail</image:caption><image:title>medmen-s1-ep9-paper-process-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-form.webp</image:loc><image:caption>podcast-sidebar-form</image:caption><image:title>podcast-sidebar-form</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:caption><image:title>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/vectors/MD_Avatar.svg</image:loc><image:caption>MD_Avatar</image:caption><image:title>MD_Avatar</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-what-if-your-champion-is-your-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:caption><image:title>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:caption><image:title>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-post-banner.webp</image:loc><image:caption>podcast-post-banner</image:caption><image:title>podcast-post-banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-related-bg.webp</image:loc><image:caption>podcast-related-bg</image:caption><image:title>podcast-related-bg</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/andy-whyte-headshot.png</image:loc><image:caption>andy-whyte-headshot</image:caption><image:title>andy-whyte-headshot</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-about.webp</image:loc><image:caption>podcast-sidebar-about</image:caption><image:title>podcast-sidebar-about</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/resources/8-resources-to-help-you-be-the-best</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/spin-selling-vs-meddpicc-meddicc-thumbnail.png</image:loc><image:caption>spin-selling-vs-meddpicc-meddicc-thumbnail</image:caption><image:title>spin-selling-vs-meddpicc-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-gradient-newsletter-cta-background.png</image:loc><image:caption>blue-gradient-newsletter-cta-background</image:caption><image:title>blue-gradient-newsletter-cta-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-feature-image.png</image:loc><image:caption>ai-sales-qualification-tools-feature-image</image:caption><image:title>ai-sales-qualification-tools-feature-image</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-launches-t5-its-flagship-sales-leadership-thumbnail.jpg</image:loc><image:caption>MEDDICC launches T5, its flagship sales-leadership program</image:caption><image:title>meddicc-launches-t5-its-flagship-sales-leadership-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Imported_Blog_Media/8-resources-to-help-you-be-the-best-thumbnail.png</image:loc><image:caption>8-resources-to-help-you-be-the-best-thumbnail</image:caption><image:title>8-resources-to-help-you-be-the-best-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/vectors/MD_Avatar.svg</image:loc><image:caption>MD_Avatar</image:caption><image:title>MD_Avatar</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-thumbnail.png</image:loc><image:caption>ai-sales-qualification-tools-thumbnail</image:caption><image:title>ai-sales-qualification-tools-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blog_post_banner.png</image:loc><image:caption>blog_post_banner</image:caption><image:title>blog_post_banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><lastmod>2026-05-28</lastmod></url><url><loc>https://meddicc.com/customer-stories</loc><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/teamtailor-logo-2.png</image:loc><image:caption>teamtailor-logo-2</image:caption><image:title>teamtailor-logo-2</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/cision-logo.png</image:loc><image:caption>cision-logo</image:caption><image:title>cision-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sam-jeremiah-headshot.jpg</image:loc><image:caption>sam-jeremiah-headshot</image:caption><image:title>sam-jeremiah-headshot</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/crowdstrike-logo.png</image:loc><image:caption>crowdstrike-logo</image:caption><image:title>crowdstrike-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/oyster-logo.png</image:loc><image:caption>oyster-logo</image:caption><image:title>oyster-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/Customer%20Stories%20Banner%20Shape.png</image:loc><image:caption>Customer Stories Banner Shape</image:caption><image:title>Customer Stories Banner Shape</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/case-study-pim-posts-series-d-thumbnail.png</image:loc><image:caption>case-study-pim-posts-series-d-thumbnail</image:caption><image:title>case-study-pim-posts-series-d-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/jt-keating-testimonial.png</image:loc><image:caption>jt-keating-testimonial</image:caption><image:title>jt-keating-testimonial</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/digitaled-logo.png</image:loc><image:caption>digitaled-logo</image:caption><image:title>digitaled-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/teamviewer-logo.png</image:loc><image:caption>teamviewer-logo</image:caption><image:title>teamviewer-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-pattern-pricing-background.webp</image:loc><image:caption>blue-pattern-pricing-background</image:caption><image:title>blue-pattern-pricing-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Mike-Blackburn-CRO-at-Microlise-e1724406764130-500x333%20-%20Edited.png</image:loc><image:caption>Mike-Blackburn-CRO-at-Microlise-e1724406764130-500x333 - Edited</image:caption><image:title>Mike-Blackburn-CRO-at-Microlise-e1724406764130-500x333 - Edited</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/cloudflare-logo.png</image:loc><image:caption>cloudflare-logo</image:caption><image:title>cloudflare-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/zapier-logo.png</image:loc><image:caption>zapier-logo</image:caption><image:title>zapier-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/microlise-logo.png</image:loc><image:caption>microlise-logo</image:caption><image:title>microlise-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/customer_stories_header_image.svg</image:loc><image:caption>customer_stories_header_image</image:caption><image:title>customer_stories_header_image</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/factorial-logo.png</image:loc><image:caption>factorial-logo</image:caption><image:title>factorial-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/light-blue-card-background.png</image:loc><image:caption>light-blue-card-background</image:caption><image:title>light-blue-card-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/conference-audience-event-photo.png</image:loc><image:caption>conference-audience-event-photo</image:caption><image:title>conference-audience-event-photo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/aws-logo.png</image:loc><image:caption>aws-logo</image:caption><image:title>aws-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/case-study-pim-posts-series-b-thumbnail.png</image:loc><image:caption>case-study-pim-posts-series-b-thumbnail</image:caption><image:title>case-study-pim-posts-series-b-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/darktrace-logo.png</image:loc><image:caption>darktrace-logo</image:caption><image:title>darktrace-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Indico_Data_Graphics.jpg</image:loc><image:caption>Indico_Data_Graphics</image:caption><image:title>Indico_Data_Graphics</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/m1-story-thumbnail.jpg</image:loc><image:caption>m1-story-thumbnail</image:caption><image:title>m1-story-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/net-health-logo.png</image:loc><image:caption>net-health-logo</image:caption><image:title>net-health-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/datatonic-logo.png</image:loc><image:caption>datatonic-logo</image:caption><image:title>datatonic-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/Background%20Shape.png</image:loc><image:caption>Background Shape</image:caption><image:title>Background Shape</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/kristen-ardon-testimonial.png</image:loc><image:caption>kristen-ardon-testimonial</image:caption><image:title>kristen-ardon-testimonial</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/cognism-logo.png</image:loc><image:caption>cognism-logo</image:caption><image:title>cognism-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/resources/are-you-getting-better</loc><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-feature-image.png</image:loc><image:caption>ai-sales-qualification-tools-feature-image</image:caption><image:title>ai-sales-qualification-tools-feature-image</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-launches-t5-its-flagship-sales-leadership-thumbnail.jpg</image:loc><image:caption>MEDDICC launches T5, its flagship sales-leadership program</image:caption><image:title>meddicc-launches-t5-its-flagship-sales-leadership-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/spin-selling-vs-meddpicc-meddicc-thumbnail.png</image:loc><image:caption>spin-selling-vs-meddpicc-meddicc-thumbnail</image:caption><image:title>spin-selling-vs-meddpicc-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/are-you-getting-better-thumbnail.png</image:loc><image:caption>are-you-getting-better-thumbnail</image:caption><image:title>are-you-getting-better-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-gradient-newsletter-cta-background.png</image:loc><image:caption>blue-gradient-newsletter-cta-background</image:caption><image:title>blue-gradient-newsletter-cta-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blog_post_banner.png</image:loc><image:caption>blog_post_banner</image:caption><image:title>blog_post_banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/dick-dunkel-headshot.png</image:loc><image:caption>dick-dunkel-headshot</image:caption><image:title>dick-dunkel-headshot</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-thumbnail.png</image:loc><image:caption>ai-sales-qualification-tools-thumbnail</image:caption><image:title>ai-sales-qualification-tools-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><lastmod>2026-11-06</lastmod></url><url><loc>https://meddicc.com/resources/economic-buyer-selling-takeaways</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blog_post_banner.png</image:loc><image:caption>blog_post_banner</image:caption><image:title>blog_post_banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-launches-t5-its-flagship-sales-leadership-thumbnail.jpg</image:loc><image:caption>MEDDICC launches T5, its flagship sales-leadership program</image:caption><image:title>meddicc-launches-t5-its-flagship-sales-leadership-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/economic-buyer-selling-takeaways-thumbnail.png</image:loc><image:caption>economic-buyer-selling-takeaways-thumbnail</image:caption><image:title>economic-buyer-selling-takeaways-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Imported_Blog_Media/bGdXOjil4EaDb2-pGevTcd5mbYz1rQyt7m1mbNWlLLMuouhzGINx3lk4OXWOW5myPTY0DfTEydxUoOxx8G1aVUBmFDUu7_DUVlAm17pqdgVvl4dluQM1VO30XXtlyLU42poA41SrFU-R3GtLYscl7jA.png</image:loc><image:caption>bGdXOjil4EaDb2-pGevTcd5mbYz1rQyt7m1mbNWlLLMuouhzGINx3lk4OXWOW5myPTY0DfTEydxUoOxx8G1aVUBmFDUu7_DUVlAm17pqdgVvl4dluQM1VO30XXtlyLU42poA41SrFU-R3GtLYscl7jA</image:caption><image:title>bGdXOjil4EaDb2-pGevTcd5mbYz1rQyt7m1mbNWlLLMuouhzGINx3lk4OXWOW5myPTY0DfTEydxUoOxx8G1aVUBmFDUu7_DUVlAm17pqdgVvl4dluQM1VO30XXtlyLU42poA41SrFU-R3GtLYscl7jA</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-thumbnail.png</image:loc><image:caption>ai-sales-qualification-tools-thumbnail</image:caption><image:title>ai-sales-qualification-tools-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-feature-image.png</image:loc><image:caption>ai-sales-qualification-tools-feature-image</image:caption><image:title>ai-sales-qualification-tools-feature-image</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-gradient-newsletter-cta-background.png</image:loc><image:caption>blue-gradient-newsletter-cta-background</image:caption><image:title>blue-gradient-newsletter-cta-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Imported_Blog_Media/IN%20BLOG%20GRAPHICS%20-%20MEDDICON%20Session%20Dick%20Dunkel-01-1.jpg</image:loc><image:caption>IN BLOG GRAPHICS - MEDDICON Session Dick Dunkel-01-1</image:caption><image:title>IN BLOG GRAPHICS - MEDDICON Session Dick Dunkel-01-1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/robin.png</image:loc><image:caption>robin</image:caption><image:title>robin</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Imported_Blog_Media/IN%20BLOG%20GRAPHICS%20-%20MEDDICON%20Session%20Dick%20Dunkel-02-1.jpg</image:loc><image:caption>IN BLOG GRAPHICS - MEDDICON Session Dick Dunkel-02-1</image:caption><image:title>IN BLOG GRAPHICS - MEDDICON Session Dick Dunkel-02-1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/spin-selling-vs-meddpicc-meddicc-thumbnail.png</image:loc><image:caption>spin-selling-vs-meddpicc-meddicc-thumbnail</image:caption><image:title>spin-selling-vs-meddpicc-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><lastmod>2026-11-06</lastmod></url><url><loc>https://meddicc.com/resources/meddpicc-as-framework-sales-development-representative</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddpicc-as-framework-sales-development-representative-thumbnail.png</image:loc><image:caption>meddpicc-as-framework-sales-development-representative-thumbnail</image:caption><image:title>meddpicc-as-framework-sales-development-representative-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-launches-t5-its-flagship-sales-leadership-thumbnail.jpg</image:loc><image:caption>MEDDICC launches T5, its flagship sales-leadership program</image:caption><image:title>meddicc-launches-t5-its-flagship-sales-leadership-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-feature-image.png</image:loc><image:caption>ai-sales-qualification-tools-feature-image</image:caption><image:title>ai-sales-qualification-tools-feature-image</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/spin-selling-vs-meddpicc-meddicc-thumbnail.png</image:loc><image:caption>spin-selling-vs-meddpicc-meddicc-thumbnail</image:caption><image:title>spin-selling-vs-meddpicc-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blog_post_banner.png</image:loc><image:caption>blog_post_banner</image:caption><image:title>blog_post_banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-gradient-newsletter-cta-background.png</image:loc><image:caption>blue-gradient-newsletter-cta-background</image:caption><image:title>blue-gradient-newsletter-cta-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/robin.png</image:loc><image:caption>robin</image:caption><image:title>robin</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-thumbnail.png</image:loc><image:caption>ai-sales-qualification-tools-thumbnail</image:caption><image:title>ai-sales-qualification-tools-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><lastmod>2026-11-06</lastmod></url><url><loc>https://meddicc.com/resources/lessons-ive-learnt-since-implementing-meddic</loc><image:image><image:loc>https://meddicc.com/hubfs/spin-selling-vs-meddpicc-meddicc-thumbnail.png</image:loc><image:caption>spin-selling-vs-meddpicc-meddicc-thumbnail</image:caption><image:title>spin-selling-vs-meddpicc-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-launches-t5-its-flagship-sales-leadership-thumbnail.jpg</image:loc><image:caption>MEDDICC launches T5, its flagship sales-leadership program</image:caption><image:title>meddicc-launches-t5-its-flagship-sales-leadership-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-feature-image.png</image:loc><image:caption>ai-sales-qualification-tools-feature-image</image:caption><image:title>ai-sales-qualification-tools-feature-image</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-gradient-newsletter-cta-background.png</image:loc><image:caption>blue-gradient-newsletter-cta-background</image:caption><image:title>blue-gradient-newsletter-cta-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blog_post_banner.png</image:loc><image:caption>blog_post_banner</image:caption><image:title>blog_post_banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-thumbnail.png</image:loc><image:caption>ai-sales-qualification-tools-thumbnail</image:caption><image:title>ai-sales-qualification-tools-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/andy.png</image:loc><image:caption>andy</image:caption><image:title>andy</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/lessons-ive-learnt-since-implementing-meddic-thumbnail.png</image:loc><image:caption>lessons-ive-learnt-since-implementing-meddic-thumbnail</image:caption><image:title>lessons-ive-learnt-since-implementing-meddic-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/knowledge/everything-you-need-to-know-about-office-hours</loc><lastmod>2026-02-23</lastmod></url><url><loc>https://meddicc.com/meddicc-media/ask-andy-whyte-why-decision-criteria-is-the-best-part-of-meddicc</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-form.webp</image:loc><image:caption>podcast-sidebar-form</image:caption><image:title>podcast-sidebar-form</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/vectors/MD_Avatar.svg</image:loc><image:caption>MD_Avatar</image:caption><image:title>MD_Avatar</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-about.webp</image:loc><image:caption>podcast-sidebar-about</image:caption><image:title>podcast-sidebar-about</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-related-bg.webp</image:loc><image:caption>podcast-related-bg</image:caption><image:title>podcast-related-bg</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:caption><image:title>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-why-decision-criteria-is-the-best-part-thumbnail.png</image:loc><image:caption>ask-andy-whyte-why-decision-criteria-is-the-best-part-thumbnail</image:caption><image:title>ask-andy-whyte-why-decision-criteria-is-the-best-part-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-post-banner.webp</image:loc><image:caption>podcast-post-banner</image:caption><image:title>podcast-post-banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:caption><image:title>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/andy-whyte-headshot.png</image:loc><image:caption>andy-whyte-headshot</image:caption><image:title>andy-whyte-headshot</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-what-if-your-champion-is-your-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:caption><image:title>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/knowledge</loc><image:image><image:loc>https://meddicc.com/hubfs/get_started_get_started_icon_512%20%C3%97%20512_sb_final.png</image:loc><image:caption>get_started_get_started_icon_512 × 512_sb_final</image:caption><image:title>get_started_get_started_icon_512 × 512_sb_final</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/co_sell_bring_in_internal_teams_ew512%20px.png</image:loc><image:caption>co_sell_bring_in_internal_teams_ew512 px</image:caption><image:title>co_sell_bring_in_internal_teams_ew512 px</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/vectors/meddicc-logo.svg</image:loc><image:caption>meddicc-logo</image:caption><image:title>meddicc-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-logo-mark-icon.png</image:loc><image:caption>meddicc-logo-mark-icon</image:caption><image:title>meddicc-logo-mark-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Size%202-1.jpg</image:loc><image:caption>Size 2-1</image:caption><image:title>Size 2-1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/opportunity_manager-1.png</image:loc><image:caption>opportunity_manager-1</image:caption><image:title>opportunity_manager-1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-core-colour-logo.svg</image:loc><image:caption>meddicc-core-colour-logo</image:caption><image:title>meddicc-core-colour-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/call_recorder-1.png</image:loc><image:caption>call_recorder-1</image:caption><image:title>call_recorder-1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/gtm_team_new_finance_icon_512%20%C3%97%20512_sb_final.png</image:loc><image:caption>gtm_team_new_finance_icon_512 × 512_sb_final</image:caption><image:title>gtm_team_new_finance_icon_512 × 512_sb_final</image:title></image:image><lastmod>2026-02-23</lastmod></url><url><loc>https://meddicc.com/meddicc-media/month-end-show-s1-ep1-july</loc><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-what-if-your-champion-is-your-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:caption><image:title>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/AWJ.png</image:loc><image:caption>AWJ</image:caption><image:title>AWJ</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/LOGOS/Logo_Masters%20of%20MEDDICC.png</image:loc><image:caption>Logo_Masters of MEDDICC</image:caption><image:title>Logo_Masters of MEDDICC</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/LOGOS/Logo_Elite%20Dealers.png</image:loc><image:caption>Logo_Elite Dealers</image:caption><image:title>Logo_Elite Dealers</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:caption><image:title>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/LOGOS/Logo_MEDMEN.png</image:loc><image:caption>Logo_MEDMEN</image:caption><image:title>Logo_MEDMEN</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/The%20Journey.png</image:loc><image:caption>The Journey</image:caption><image:title>The Journey</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/TMES-Main-Logo.png</image:loc><image:caption>TMES-Main-Logo</image:caption><image:title>TMES-Main-Logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:caption><image:title>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/AskAW.png</image:loc><image:caption>AskAW</image:caption><image:title>AskAW</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/LOGOS/Logo_Marketing%20Unlocked.png</image:loc><image:caption>Logo_Marketing Unlocked</image:caption><image:title>Logo_Marketing Unlocked</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Imported_Blog_Media/month-end-show-s1-ep1-july-thumbnail.jpg</image:loc><image:caption>month-end-show-s1-ep1-july-thumbnail</image:caption><image:title>month-end-show-s1-ep1-july-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/mm_prtnr_-sttp_logo_horizontal_primary_1080%20%C3%97%20234_sb_final.png</image:loc><image:caption>mm_prtnr_-sttp_logo_horizontal_primary_1080 × 234_sb_final</image:caption><image:title>mm_prtnr_-sttp_logo_horizontal_primary_1080 × 234_sb_final</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/meddicc-media/ask-andy-whyte-identify-indicate-implicate-pain-in-meddicc</loc><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:caption><image:title>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/andy-whyte-headshot.png</image:loc><image:caption>andy-whyte-headshot</image:caption><image:title>andy-whyte-headshot</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/vectors/MD_Avatar.svg</image:loc><image:caption>MD_Avatar</image:caption><image:title>MD_Avatar</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-what-if-your-champion-is-your-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:caption><image:title>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-about.webp</image:loc><image:caption>podcast-sidebar-about</image:caption><image:title>podcast-sidebar-about</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-post-banner.webp</image:loc><image:caption>podcast-post-banner</image:caption><image:title>podcast-post-banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-identify-indicate-implicate-pain-in-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-identify-indicate-implicate-pain-in-thumbnail</image:caption><image:title>ask-andy-whyte-identify-indicate-implicate-pain-in-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-form.webp</image:loc><image:caption>podcast-sidebar-form</image:caption><image:title>podcast-sidebar-form</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-related-bg.webp</image:loc><image:caption>podcast-related-bg</image:caption><image:title>podcast-related-bg</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:caption><image:title>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/knowledge/how-do-i-edit-my-personal-details</loc><lastmod>2026-02-23</lastmod></url><url><loc>https://meddicc.com/knowledge/crm-integration-faq</loc><lastmod>2026-08-12</lastmod></url><url><loc>https://meddicc.com/resources/meddpicc-as-framework-revops</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/robin.png</image:loc><image:caption>robin</image:caption><image:title>robin</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/spin-selling-vs-meddpicc-meddicc-thumbnail.png</image:loc><image:caption>spin-selling-vs-meddpicc-meddicc-thumbnail</image:caption><image:title>spin-selling-vs-meddpicc-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-thumbnail.png</image:loc><image:caption>ai-sales-qualification-tools-thumbnail</image:caption><image:title>ai-sales-qualification-tools-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-feature-image.png</image:loc><image:caption>ai-sales-qualification-tools-feature-image</image:caption><image:title>ai-sales-qualification-tools-feature-image</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-launches-t5-its-flagship-sales-leadership-thumbnail.jpg</image:loc><image:caption>MEDDICC launches T5, its flagship sales-leadership program</image:caption><image:title>meddicc-launches-t5-its-flagship-sales-leadership-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blog_post_banner.png</image:loc><image:caption>blog_post_banner</image:caption><image:title>blog_post_banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-gradient-newsletter-cta-background.png</image:loc><image:caption>blue-gradient-newsletter-cta-background</image:caption><image:title>blue-gradient-newsletter-cta-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddpicc-as-framework-revops-thumbnail.png</image:loc><image:caption>meddpicc-as-framework-revops-thumbnail</image:caption><image:title>meddpicc-as-framework-revops-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><lastmod>2026-11-06</lastmod></url><url><loc>https://meddicc.com/resources/the-5rs-of-research</loc><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Frame%20(1).svg</image:loc><image:caption>Frame (1)</image:caption><image:title>Frame (1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/andy.png</image:loc><image:caption>andy</image:caption><image:title>andy</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/clock-icon-read-time.svg</image:loc><image:caption>clock-icon-read-time</image:caption><image:title>clock-icon-read-time</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/the-5rs-of-research-thumbnail.png</image:loc><image:caption>the-5rs-of-research-thumbnail</image:caption><image:title>the-5rs-of-research-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Frame%20(2).svg</image:loc><image:caption>Frame (2)</image:caption><image:title>Frame (2)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><lastmod>2026-11-06</lastmod></url><url><loc>https://meddicc.com/membership</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/net-health-logo.png</image:loc><image:caption>net-health-logo</image:caption><image:title>net-health-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-faq-question-icon-4.png</image:loc><image:caption>meddicc-faq-question-icon-4</image:caption><image:title>meddicc-faq-question-icon-4</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-faq-question-icon-9.svg</image:loc><image:caption>meddicc-faq-question-icon-9</image:caption><image:title>meddicc-faq-question-icon-9</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/background%20(12).webp</image:loc><image:caption>background (12)</image:caption><image:title>background (12)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/hans-otto-engkilde-headshot.webp</image:loc><image:caption>hans-otto-engkilde-headshot</image:caption><image:title>hans-otto-engkilde-headshot</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/check-circle-icon-blue.svg</image:loc><image:caption>check-circle-icon-blue</image:caption><image:title>check-circle-icon-blue</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/teamtailor-logo-2.png</image:loc><image:caption>teamtailor-logo-2</image:caption><image:title>teamtailor-logo-2</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/membership-explained-hero-graphic.webp</image:loc><image:caption>membership-explained-hero-graphic</image:caption><image:title>membership-explained-hero-graphic</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/aws-logo.png</image:loc><image:caption>aws-logo</image:caption><image:title>aws-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/cision-logo.png</image:loc><image:caption>cision-logo</image:caption><image:title>cision-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-faq-question-icon-3.png</image:loc><image:caption>meddicc-faq-question-icon-3</image:caption><image:title>meddicc-faq-question-icon-3</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/oyster-logo.png</image:loc><image:caption>oyster-logo</image:caption><image:title>oyster-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-gradient-membership-background.png</image:loc><image:caption>blue-gradient-membership-background</image:caption><image:title>blue-gradient-membership-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/teamviewer-logo.png</image:loc><image:caption>teamviewer-logo</image:caption><image:title>teamviewer-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/tara-mcomber-testimonial.webp</image:loc><image:caption>tara-mcomber-testimonial</image:caption><image:title>tara-mcomber-testimonial</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/darktrace-logo.png</image:loc><image:caption>darktrace-logo</image:caption><image:title>darktrace-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/cognism-logo.png</image:loc><image:caption>cognism-logo</image:caption><image:title>cognism-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-faq-question-icon-5.png</image:loc><image:caption>meddicc-faq-question-icon-5</image:caption><image:title>meddicc-faq-question-icon-5</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/datatonic-logo.png</image:loc><image:caption>datatonic-logo</image:caption><image:title>datatonic-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/zapier-logo.png</image:loc><image:caption>zapier-logo</image:caption><image:title>zapier-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/louis.webp</image:loc><image:caption>louis</image:caption><image:title>louis</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-faq-question-icon-8.svg</image:loc><image:caption>meddicc-faq-question-icon-8</image:caption><image:title>meddicc-faq-question-icon-8</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/cloudflare-logo.png</image:loc><image:caption>cloudflare-logo</image:caption><image:title>cloudflare-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/factorial-logo.png</image:loc><image:caption>factorial-logo</image:caption><image:title>factorial-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-faq-question-icon-1.png</image:loc><image:caption>meddicc-faq-question-icon-1</image:caption><image:title>meddicc-faq-question-icon-1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/crowdstrike-logo.png</image:loc><image:caption>crowdstrike-logo</image:caption><image:title>crowdstrike-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/jt-keating-testimonial.webp</image:loc><image:caption>jt-keating-testimonial</image:caption><image:title>jt-keating-testimonial</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ritesh.webp</image:loc><image:caption>ritesh</image:caption><image:title>ritesh</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/digitaled-logo.png</image:loc><image:caption>digitaled-logo</image:caption><image:title>digitaled-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-faq-question-icon-7.svg</image:loc><image:caption>meddicc-faq-question-icon-7</image:caption><image:title>meddicc-faq-question-icon-7</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/faq-banner.png</image:loc><image:caption>faq-banner</image:caption><image:title>faq-banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/cta-banner-2.png</image:loc><image:caption>cta-banner-2</image:caption><image:title>cta-banner-2</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/microlise-logo.png</image:loc><image:caption>microlise-logo</image:caption><image:title>microlise-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-faq-question-icon-6.png</image:loc><image:caption>meddicc-faq-question-icon-6</image:caption><image:title>meddicc-faq-question-icon-6</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-faq-question-icon-2.png</image:loc><image:caption>meddicc-faq-question-icon-2</image:caption><image:title>meddicc-faq-question-icon-2</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/Hero%20banner%20background%20(1).webp</image:loc><image:caption>Hero banner background (1)</image:caption><image:title>Hero banner background (1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/resources/building-trust-in-your-sales-process-key-strategies-for-sustainable-growth</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-launches-t5-its-flagship-sales-leadership-thumbnail.jpg</image:loc><image:caption>MEDDICC launches T5, its flagship sales-leadership program</image:caption><image:title>meddicc-launches-t5-its-flagship-sales-leadership-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-thumbnail.png</image:loc><image:caption>ai-sales-qualification-tools-thumbnail</image:caption><image:title>ai-sales-qualification-tools-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/building-trust-in-your-sales-process-key-strategies-thumbnail.png</image:loc><image:caption>building-trust-in-your-sales-process-key-strategies-thumbnail</image:caption><image:title>building-trust-in-your-sales-process-key-strategies-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-gradient-newsletter-cta-background.png</image:loc><image:caption>blue-gradient-newsletter-cta-background</image:caption><image:title>blue-gradient-newsletter-cta-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/spin-selling-vs-meddpicc-meddicc-thumbnail.png</image:loc><image:caption>spin-selling-vs-meddpicc-meddicc-thumbnail</image:caption><image:title>spin-selling-vs-meddpicc-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blog_post_banner.png</image:loc><image:caption>blog_post_banner</image:caption><image:title>blog_post_banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-feature-image.png</image:loc><image:caption>ai-sales-qualification-tools-feature-image</image:caption><image:title>ai-sales-qualification-tools-feature-image</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/vectors/MD_Avatar.svg</image:loc><image:caption>MD_Avatar</image:caption><image:title>MD_Avatar</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><lastmod>2026-11-06</lastmod></url><url><loc>https://meddicc.com/knowledge/accessing-your-mos-account</loc><lastmod>2026-11-06</lastmod></url><url><loc>https://meddicc.com/meddicc-media/medmen-s2-ep8-channel-partner-coselling</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-what-if-your-champion-is-your-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:caption><image:title>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-related-bg.webp</image:loc><image:caption>podcast-related-bg</image:caption><image:title>podcast-related-bg</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:caption><image:title>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-post-banner.webp</image:loc><image:caption>podcast-post-banner</image:caption><image:title>podcast-post-banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/vectors/MD_Avatar.svg</image:loc><image:caption>MD_Avatar</image:caption><image:title>MD_Avatar</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:caption><image:title>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/medmen-s2-ep8-channel-partner-coselling-thumbnail.jpg</image:loc><image:caption>medmen-s2-ep8-channel-partner-coselling-thumbnail</image:caption><image:title>medmen-s2-ep8-channel-partner-coselling-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/andy-whyte-headshot.png</image:loc><image:caption>andy-whyte-headshot</image:caption><image:title>andy-whyte-headshot</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-about.webp</image:loc><image:caption>podcast-sidebar-about</image:caption><image:title>podcast-sidebar-about</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-form.webp</image:loc><image:caption>podcast-sidebar-form</image:caption><image:title>podcast-sidebar-form</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/pim.png</image:loc><image:caption>pim</image:caption><image:title>pim</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/resources/win-with-meddic-during-downturn</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/robin.png</image:loc><image:caption>robin</image:caption><image:title>robin</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/spin-selling-vs-meddpicc-meddicc-thumbnail.png</image:loc><image:caption>spin-selling-vs-meddpicc-meddicc-thumbnail</image:caption><image:title>spin-selling-vs-meddpicc-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-launches-t5-its-flagship-sales-leadership-thumbnail.jpg</image:loc><image:caption>MEDDICC launches T5, its flagship sales-leadership program</image:caption><image:title>meddicc-launches-t5-its-flagship-sales-leadership-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-gradient-newsletter-cta-background.png</image:loc><image:caption>blue-gradient-newsletter-cta-background</image:caption><image:title>blue-gradient-newsletter-cta-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-feature-image.png</image:loc><image:caption>ai-sales-qualification-tools-feature-image</image:caption><image:title>ai-sales-qualification-tools-feature-image</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/win-with-meddic-during-downturn-thumbnail.png</image:loc><image:caption>win-with-meddic-during-downturn-thumbnail</image:caption><image:title>win-with-meddic-during-downturn-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-thumbnail.png</image:loc><image:caption>ai-sales-qualification-tools-thumbnail</image:caption><image:title>ai-sales-qualification-tools-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blog_post_banner.png</image:loc><image:caption>blog_post_banner</image:caption><image:title>blog_post_banner</image:title></image:image><lastmod>2026-11-06</lastmod></url><url><loc>https://meddicc.com/meddicc-media/medmen-how-to-close-deals-without-being-in-the-room</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/medmen-how-to-close-deals-without-being-in-the-room-thumbnail.jpg</image:loc><image:caption>medmen-how-to-close-deals-without-being-in-the-room-thumbnail</image:caption><image:title>medmen-how-to-close-deals-without-being-in-the-room-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/vectors/MD_Avatar.svg</image:loc><image:caption>MD_Avatar</image:caption><image:title>MD_Avatar</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:caption><image:title>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-post-banner.webp</image:loc><image:caption>podcast-post-banner</image:caption><image:title>podcast-post-banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-about.webp</image:loc><image:caption>podcast-sidebar-about</image:caption><image:title>podcast-sidebar-about</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/lucy.png</image:loc><image:caption>lucy</image:caption><image:title>lucy</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-what-if-your-champion-is-your-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:caption><image:title>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-related-bg.webp</image:loc><image:caption>podcast-related-bg</image:caption><image:title>podcast-related-bg</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/andy-whyte-headshot.png</image:loc><image:caption>andy-whyte-headshot</image:caption><image:title>andy-whyte-headshot</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:caption><image:title>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/pim.png</image:loc><image:caption>pim</image:caption><image:title>pim</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-form.webp</image:loc><image:caption>podcast-sidebar-form</image:caption><image:title>podcast-sidebar-form</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/resources/deal-sheet-download</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/spin-selling-vs-meddpicc-meddicc-thumbnail.png</image:loc><image:caption>spin-selling-vs-meddpicc-meddicc-thumbnail</image:caption><image:title>spin-selling-vs-meddpicc-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-thumbnail.png</image:loc><image:caption>ai-sales-qualification-tools-thumbnail</image:caption><image:title>ai-sales-qualification-tools-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blog_post_banner.png</image:loc><image:caption>blog_post_banner</image:caption><image:title>blog_post_banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/vectors/MD_Avatar.svg</image:loc><image:caption>MD_Avatar</image:caption><image:title>MD_Avatar</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/deal-sheet-download-thumbnail.png</image:loc><image:caption>deal-sheet-download-thumbnail</image:caption><image:title>deal-sheet-download-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-launches-t5-its-flagship-sales-leadership-thumbnail.jpg</image:loc><image:caption>MEDDICC launches T5, its flagship sales-leadership program</image:caption><image:title>meddicc-launches-t5-its-flagship-sales-leadership-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Imported_Blog_Media/IN%20BLOG%20GRAPHICS%20-%20The%20Deal%20Sheet%20Download-02.jpg</image:loc><image:caption>IN BLOG GRAPHICS - The Deal Sheet Download-02</image:caption><image:title>IN BLOG GRAPHICS - The Deal Sheet Download-02</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-gradient-newsletter-cta-background.png</image:loc><image:caption>blue-gradient-newsletter-cta-background</image:caption><image:title>blue-gradient-newsletter-cta-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-feature-image.png</image:loc><image:caption>ai-sales-qualification-tools-feature-image</image:caption><image:title>ai-sales-qualification-tools-feature-image</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><lastmod>2026-11-06</lastmod></url><url><loc>https://meddicc.com/meddicc-media/elite-dealers-s1-ep3-misha-jessel-kenyon</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Misha%20Jessel-Kenyon.svg</image:loc><image:caption>Misha Jessel-Kenyon</image:caption><image:title>Misha Jessel-Kenyon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/vectors/MD_Avatar.svg</image:loc><image:caption>MD_Avatar</image:caption><image:title>MD_Avatar</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-related-bg.webp</image:loc><image:caption>podcast-related-bg</image:caption><image:title>podcast-related-bg</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:caption><image:title>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-about.webp</image:loc><image:caption>podcast-sidebar-about</image:caption><image:title>podcast-sidebar-about</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-form.webp</image:loc><image:caption>podcast-sidebar-form</image:caption><image:title>podcast-sidebar-form</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:caption><image:title>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/pim.png</image:loc><image:caption>pim</image:caption><image:title>pim</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-what-if-your-champion-is-your-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:caption><image:title>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-post-banner.webp</image:loc><image:caption>podcast-post-banner</image:caption><image:title>podcast-post-banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Imported_Blog_Media/alex-kane-elite-dealers-card-1.svg</image:loc><image:caption>alex-kane-elite-dealers-card-1</image:caption><image:title>alex-kane-elite-dealers-card-1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/resources/meddic-is-not-a-checklist</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/spin-selling-vs-meddpicc-meddicc-thumbnail.png</image:loc><image:caption>spin-selling-vs-meddpicc-meddicc-thumbnail</image:caption><image:title>spin-selling-vs-meddpicc-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blog_post_banner.png</image:loc><image:caption>blog_post_banner</image:caption><image:title>blog_post_banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-feature-image.png</image:loc><image:caption>ai-sales-qualification-tools-feature-image</image:caption><image:title>ai-sales-qualification-tools-feature-image</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-thumbnail.png</image:loc><image:caption>ai-sales-qualification-tools-thumbnail</image:caption><image:title>ai-sales-qualification-tools-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-gradient-newsletter-cta-background.png</image:loc><image:caption>blue-gradient-newsletter-cta-background</image:caption><image:title>blue-gradient-newsletter-cta-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-launches-t5-its-flagship-sales-leadership-thumbnail.jpg</image:loc><image:caption>MEDDICC launches T5, its flagship sales-leadership program</image:caption><image:title>meddicc-launches-t5-its-flagship-sales-leadership-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddic-is-not-a-checklist-thumbnail.png</image:loc><image:caption>meddic-is-not-a-checklist-thumbnail</image:caption><image:title>meddic-is-not-a-checklist-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/andy.png</image:loc><image:caption>andy</image:caption><image:title>andy</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><lastmod>2026-11-06</lastmod></url><url><loc>https://meddicc.com/who-we-help/individual-contributors</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/value-pyramid-video-thumbnail.png</image:loc><image:caption>value-pyramid-video-thumbnail</image:caption><image:title>value-pyramid-video-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/Membership.png</image:loc><image:caption>Membership</image:caption><image:title>Membership</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/masterclass_program.png</image:loc><image:caption>masterclass_program</image:caption><image:title>masterclass_program</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/Products.png</image:loc><image:caption>Products</image:caption><image:title>Products</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/zapier-logo.png</image:loc><image:caption>zapier-logo</image:caption><image:title>zapier-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/who_we_help_profiles_jz_account_executive_.png</image:loc><image:caption>who_we_help_profiles_jz_account_executive_</image:caption><image:title>who_we_help_profiles_jz_account_executive_</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/who_we_help_ae_wasted_time_bad_deals.svg</image:loc><image:caption>who_we_help_ae_wasted_time_bad_deals</image:caption><image:title>who_we_help_ae_wasted_time_bad_deals</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/programs-masterclass-certified.svg</image:loc><image:caption>programs-masterclass-certified</image:caption><image:title>programs-masterclass-certified</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/jose-gutierrez-testimonial.png</image:loc><image:caption>jose-gutierrez-testimonial</image:caption><image:title>jose-gutierrez-testimonial</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/future_enable_programs-1.svg</image:loc><image:caption>future_enable_programs-1</image:caption><image:title>future_enable_programs-1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/who_we_help_ae_apply_it_to_deals.svg</image:loc><image:caption>who_we_help_ae_apply_it_to_deals</image:caption><image:title>who_we_help_ae_apply_it_to_deals</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/monika-antolini-headshot.webp</image:loc><image:caption>monika-antolini-headshot</image:caption><image:title>monika-antolini-headshot</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/calls-1.svg</image:loc><image:caption>calls-1</image:caption><image:title>calls-1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/up_next_raise_rep_producitivty-1.png</image:loc><image:caption>up_next_raise_rep_producitivty-1</image:caption><image:title>up_next_raise_rep_producitivty-1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/background%20(6)%20(1).png</image:loc><image:caption>background (6) (1)</image:caption><image:title>background (6) (1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc_operating_system-1.svg</image:loc><image:caption>meddicc_operating_system-1</image:caption><image:title>meddicc_operating_system-1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/datatonic-logo.png</image:loc><image:caption>datatonic-logo</image:caption><image:title>datatonic-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/light-blue-gradient-section-background.png</image:loc><image:caption>light-blue-gradient-section-background</image:caption><image:title>light-blue-gradient-section-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/net-health-logo.png</image:loc><image:caption>net-health-logo</image:caption><image:title>net-health-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/cognism-logo.png</image:loc><image:caption>cognism-logo</image:caption><image:title>cognism-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/crowdstrike-logo.png</image:loc><image:caption>crowdstrike-logo</image:caption><image:title>crowdstrike-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/background%20(10)%20(1).png</image:loc><image:caption>background (10) (1)</image:caption><image:title>background (10) (1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/teamtailor-logo-2.png</image:loc><image:caption>teamtailor-logo-2</image:caption><image:title>teamtailor-logo-2</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/who_we_help_ae_falling_behind_in_career.svg</image:loc><image:caption>who_we_help_ae_falling_behind_in_career</image:caption><image:title>who_we_help_ae_falling_behind_in_career</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/factorial-logo.png</image:loc><image:caption>factorial-logo</image:caption><image:title>factorial-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/cloudflare-logo.png</image:loc><image:caption>cloudflare-logo</image:caption><image:title>cloudflare-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-pattern-pricing-background.png</image:loc><image:caption>blue-pattern-pricing-background</image:caption><image:title>blue-pattern-pricing-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/darktrace-logo.png</image:loc><image:caption>darktrace-logo</image:caption><image:title>darktrace-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/Light%20Background.webp</image:loc><image:caption>Light Background</image:caption><image:title>Light Background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/digitaled-logo.png</image:loc><image:caption>digitaled-logo</image:caption><image:title>digitaled-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/microlise-logo.png</image:loc><image:caption>microlise-logo</image:caption><image:title>microlise-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/cision-logo.png</image:loc><image:caption>cision-logo</image:caption><image:title>cision-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/use_cases_rep_productivity_quotas_missed.svg</image:loc><image:caption>use_cases_rep_productivity_quotas_missed</image:caption><image:title>use_cases_rep_productivity_quotas_missed</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/winni_ai-1.svg</image:loc><image:caption>winni_ai-1</image:caption><image:title>winni_ai-1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/who_we_help_ae_qualify_with_confidence.svg</image:loc><image:caption>who_we_help_ae_qualify_with_confidence</image:caption><image:title>who_we_help_ae_qualify_with_confidence</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/aws-logo.png</image:loc><image:caption>aws-logo</image:caption><image:title>aws-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/teamviewer-logo.png</image:loc><image:caption>teamviewer-logo</image:caption><image:title>teamviewer-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/oyster-logo.png</image:loc><image:caption>oyster-logo</image:caption><image:title>oyster-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/monika-antolini-headshot.png</image:loc><image:caption>monika-antolini-headshot</image:caption><image:title>monika-antolini-headshot</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/meddicc-media/month-end-show-s1-ep8-february</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-what-if-your-champion-is-your-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:caption><image:title>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:caption><image:title>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/LOGOS/Logo_Marketing%20Unlocked.png</image:loc><image:caption>Logo_Marketing Unlocked</image:caption><image:title>Logo_Marketing Unlocked</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/AWJ.png</image:loc><image:caption>AWJ</image:caption><image:title>AWJ</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:caption><image:title>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/LOGOS/Logo_Elite%20Dealers.png</image:loc><image:caption>Logo_Elite Dealers</image:caption><image:title>Logo_Elite Dealers</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/LOGOS/Logo_MEDMEN.png</image:loc><image:caption>Logo_MEDMEN</image:caption><image:title>Logo_MEDMEN</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/mm_prtnr_-sttp_logo_horizontal_primary_1080%20%C3%97%20234_sb_final.png</image:loc><image:caption>mm_prtnr_-sttp_logo_horizontal_primary_1080 × 234_sb_final</image:caption><image:title>mm_prtnr_-sttp_logo_horizontal_primary_1080 × 234_sb_final</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/imresizer-1710413120242-1.jpg</image:loc><image:caption>imresizer-1710413120242-1</image:caption><image:title>imresizer-1710413120242-1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/The%20Journey.png</image:loc><image:caption>The Journey</image:caption><image:title>The Journey</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/AskAW.png</image:loc><image:caption>AskAW</image:caption><image:title>AskAW</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/TMES-Main-Logo.png</image:loc><image:caption>TMES-Main-Logo</image:caption><image:title>TMES-Main-Logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/LOGOS/Logo_Masters%20of%20MEDDICC.png</image:loc><image:caption>Logo_Masters of MEDDICC</image:caption><image:title>Logo_Masters of MEDDICC</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><lastmod>2026-06-11</lastmod></url><url><loc>https://meddicc.com/books/the-female-sales-leader</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/check-square-icon-blue.svg</image:loc><image:caption>check-square-icon-blue</image:caption><image:title>check-square-icon-blue</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/reviewer-avatar-initials-mb.png</image:loc><image:caption>reviewer-avatar-initials-mb</image:caption><image:title>reviewer-avatar-initials-mb</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/Profile%20thb.png</image:loc><image:caption>Profile thb</image:caption><image:title>Profile thb</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-faq-question-icon-1.png</image:loc><image:caption>meddicc-faq-question-icon-1</image:caption><image:title>meddicc-faq-question-icon-1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-faq-question-icon-3.png</image:loc><image:caption>meddicc-faq-question-icon-3</image:caption><image:title>meddicc-faq-question-icon-3</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/light-blue-card-background.png</image:loc><image:caption>light-blue-card-background</image:caption><image:title>light-blue-card-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/reviewer-avatar-initials-f.png</image:loc><image:caption>reviewer-avatar-initials-f</image:caption><image:title>reviewer-avatar-initials-f</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/Hero%20banner%20background%20(1).webp</image:loc><image:caption>Hero banner background (1)</image:caption><image:title>Hero banner background (1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/penny-orme-headshot.png</image:loc><image:caption>penny-orme-headshot</image:caption><image:title>penny-orme-headshot</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/marina.png</image:loc><image:caption>marina</image:caption><image:title>marina</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/reviewer-avatar-initials-ar.png</image:loc><image:caption>reviewer-avatar-initials-ar</image:caption><image:title>reviewer-avatar-initials-ar</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-faq-question-icon-2.png</image:loc><image:caption>meddicc-faq-question-icon-2</image:caption><image:title>meddicc-faq-question-icon-2</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/lucy.png</image:loc><image:caption>lucy</image:caption><image:title>lucy</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/FSL_header_image.png</image:loc><image:caption>FSL_header_image</image:caption><image:title>FSL_header_image</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/andy.png</image:loc><image:caption>andy</image:caption><image:title>andy</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/CTA.webp</image:loc><image:caption>CTA</image:caption><image:title>CTA</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/Testimonials%20Bg.webp</image:loc><image:caption>Testimonials Bg</image:caption><image:title>Testimonials Bg</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/light-blue-chevron-background.webp</image:loc><image:caption>light-blue-chevron-background</image:caption><image:title>light-blue-chevron-background</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/meddicc-media/prom-rescue</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/The%20Journey.png</image:loc><image:caption>The Journey</image:caption><image:title>The Journey</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:caption><image:title>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:caption><image:title>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/LOGOS/Logo_Marketing%20Unlocked.png</image:loc><image:caption>Logo_Marketing Unlocked</image:caption><image:title>Logo_Marketing Unlocked</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/AWJ.png</image:loc><image:caption>AWJ</image:caption><image:title>AWJ</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/TMES-Main-Logo.png</image:loc><image:caption>TMES-Main-Logo</image:caption><image:title>TMES-Main-Logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/LOGOS/Logo_Masters%20of%20MEDDICC.png</image:loc><image:caption>Logo_Masters of MEDDICC</image:caption><image:title>Logo_Masters of MEDDICC</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/LOGOS/Logo_MEDMEN.png</image:loc><image:caption>Logo_MEDMEN</image:caption><image:title>Logo_MEDMEN</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/AskAW.png</image:loc><image:caption>AskAW</image:caption><image:title>AskAW</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/prom-rescue-thumbnail.jpg</image:loc><image:caption>prom-rescue-thumbnail</image:caption><image:title>prom-rescue-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/mm_prtnr_-sttp_logo_horizontal_primary_1080%20%C3%97%20234_sb_final.png</image:loc><image:caption>mm_prtnr_-sttp_logo_horizontal_primary_1080 × 234_sb_final</image:caption><image:title>mm_prtnr_-sttp_logo_horizontal_primary_1080 × 234_sb_final</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/LOGOS/Logo_Elite%20Dealers.png</image:loc><image:caption>Logo_Elite Dealers</image:caption><image:title>Logo_Elite Dealers</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-what-if-your-champion-is-your-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:caption><image:title>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/membership/individuals</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/jose-gutierrez-headshot.png</image:loc><image:caption>jose-gutierrez-headshot</image:caption><image:title>jose-gutierrez-headshot</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/navy-gradient-proposition-background.webp</image:loc><image:caption>navy-gradient-proposition-background</image:caption><image:title>navy-gradient-proposition-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/on-demand-meddicc-programs-meddicc-individual-membership.svg</image:loc><image:caption>on-demand-meddicc-programs-meddicc-individual-membership</image:caption><image:title>on-demand-meddicc-programs-meddicc-individual-membership</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-faq-question-icon-4.png</image:loc><image:caption>meddicc-faq-question-icon-4</image:caption><image:title>meddicc-faq-question-icon-4</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-faq-question-icon-1.png</image:loc><image:caption>meddicc-faq-question-icon-1</image:caption><image:title>meddicc-faq-question-icon-1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/background.png</image:loc><image:caption>background</image:caption><image:title>background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddic-meddicc-meddpicc-signpost.png</image:loc><image:caption>meddic-meddicc-meddpicc-signpost</image:caption><image:title>meddic-meddicc-meddpicc-signpost</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/office-hours-icon.png</image:loc><image:caption>office-hours-icon</image:caption><image:title>office-hours-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/stefi-pirvu-headshot-square.png</image:loc><image:caption>stefi-pirvu-headshot-square</image:caption><image:title>stefi-pirvu-headshot-square</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-faq-question-icon-2.png</image:loc><image:caption>meddicc-faq-question-icon-2</image:caption><image:title>meddicc-faq-question-icon-2</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/light-blue-card-background.png</image:loc><image:caption>light-blue-card-background</image:caption><image:title>light-blue-card-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/light-blue-pattern-background.webp</image:loc><image:caption>light-blue-pattern-background</image:caption><image:title>light-blue-pattern-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/opportunity-manager.png</image:loc><image:caption>opportunity-manager</image:caption><image:title>opportunity-manager</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/enable-programs-icon.png</image:loc><image:caption>enable-programs-icon</image:caption><image:title>enable-programs-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/Frame%204888.webp</image:loc><image:caption>Frame 4888</image:caption><image:title>Frame 4888</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/monika-antolini-headshot.png</image:loc><image:caption>monika-antolini-headshot</image:caption><image:title>monika-antolini-headshot</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-up-to-10-icon.png</image:loc><image:caption>meddicc-membership-up-to-10-icon</image:caption><image:title>meddicc-membership-up-to-10-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/monika-antolini-headshot.webp</image:loc><image:caption>monika-antolini-headshot</image:caption><image:title>monika-antolini-headshot</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-faq-question-icon-3.png</image:loc><image:caption>meddicc-faq-question-icon-3</image:caption><image:title>meddicc-faq-question-icon-3</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/meddicc-media/elite-dealers-s1-ep1-alex-kane</loc><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-form.webp</image:loc><image:caption>podcast-sidebar-form</image:caption><image:title>podcast-sidebar-form</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-post-banner.webp</image:loc><image:caption>podcast-post-banner</image:caption><image:title>podcast-post-banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:caption><image:title>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-related-bg.webp</image:loc><image:caption>podcast-related-bg</image:caption><image:title>podcast-related-bg</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/alex%20kane.svg</image:loc><image:caption>alex kane</image:caption><image:title>alex kane</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-about.webp</image:loc><image:caption>podcast-sidebar-about</image:caption><image:title>podcast-sidebar-about</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/pim.png</image:loc><image:caption>pim</image:caption><image:title>pim</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/vectors/MD_Avatar.svg</image:loc><image:caption>MD_Avatar</image:caption><image:title>MD_Avatar</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Imported_Blog_Media/elite-dealers-alex-kane-card-1.png</image:loc><image:caption>elite-dealers-alex-kane-card-1</image:caption><image:title>elite-dealers-alex-kane-card-1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:caption><image:title>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-what-if-your-champion-is-your-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:caption><image:title>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/resources/achieving-forecast-confidence-with-meddicc</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/pim-roelofsen-headshot-arch.png</image:loc><image:caption>pim-roelofsen-headshot-arch</image:caption><image:title>pim-roelofsen-headshot-arch</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blog_post_banner.png</image:loc><image:caption>blog_post_banner</image:caption><image:title>blog_post_banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/achieving-forecast-confidence-with-meddicc-thumbnail.png</image:loc><image:caption>achieving-forecast-confidence-with-meddicc-thumbnail</image:caption><image:title>achieving-forecast-confidence-with-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-launches-t5-its-flagship-sales-leadership-thumbnail.jpg</image:loc><image:caption>MEDDICC launches T5, its flagship sales-leadership program</image:caption><image:title>meddicc-launches-t5-its-flagship-sales-leadership-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-gradient-newsletter-cta-background.png</image:loc><image:caption>blue-gradient-newsletter-cta-background</image:caption><image:title>blue-gradient-newsletter-cta-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/spin-selling-vs-meddpicc-meddicc-thumbnail.png</image:loc><image:caption>spin-selling-vs-meddpicc-meddicc-thumbnail</image:caption><image:title>spin-selling-vs-meddpicc-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-feature-image.png</image:loc><image:caption>ai-sales-qualification-tools-feature-image</image:caption><image:title>ai-sales-qualification-tools-feature-image</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-thumbnail.png</image:loc><image:caption>ai-sales-qualification-tools-thumbnail</image:caption><image:title>ai-sales-qualification-tools-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><lastmod>2026-11-06</lastmod></url><url><loc>https://meddicc.com/resources/spiced-sales-methodology-vs-meddpicc-meddicc</loc><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-feature-image.png</image:loc><image:caption>ai-sales-qualification-tools-feature-image</image:caption><image:title>ai-sales-qualification-tools-feature-image</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/robin.png</image:loc><image:caption>robin</image:caption><image:title>robin</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blog_post_banner.png</image:loc><image:caption>blog_post_banner</image:caption><image:title>blog_post_banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/spiced-sales-methodology-vs-meddpicc-meddicc-thumbnail.png</image:loc><image:caption>spiced-sales-methodology-vs-meddpicc-meddicc-thumbnail</image:caption><image:title>spiced-sales-methodology-vs-meddpicc-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-gradient-newsletter-cta-background.png</image:loc><image:caption>blue-gradient-newsletter-cta-background</image:caption><image:title>blue-gradient-newsletter-cta-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-launches-t5-its-flagship-sales-leadership-thumbnail.jpg</image:loc><image:caption>MEDDICC launches T5, its flagship sales-leadership program</image:caption><image:title>meddicc-launches-t5-its-flagship-sales-leadership-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/spin-selling-vs-meddpicc-meddicc-thumbnail.png</image:loc><image:caption>spin-selling-vs-meddpicc-meddicc-thumbnail</image:caption><image:title>spin-selling-vs-meddpicc-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-thumbnail.png</image:loc><image:caption>ai-sales-qualification-tools-thumbnail</image:caption><image:title>ai-sales-qualification-tools-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/podcast-2026</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><lastmod>2026-05-28</lastmod></url><url><loc>https://meddicc.com/knowledge/adding-your-meddicc-certificate-to-linkedin1</loc><lastmod>2026-08-12</lastmod></url><url><loc>https://meddicc.com/resources/meddic-durability-and-future</loc><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-gradient-newsletter-cta-background.png</image:loc><image:caption>blue-gradient-newsletter-cta-background</image:caption><image:title>blue-gradient-newsletter-cta-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-launches-t5-its-flagship-sales-leadership-thumbnail.jpg</image:loc><image:caption>MEDDICC launches T5, its flagship sales-leadership program</image:caption><image:title>meddicc-launches-t5-its-flagship-sales-leadership-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddic-durability-and-future-thumbnail.png</image:loc><image:caption>meddic-durability-and-future-thumbnail</image:caption><image:title>meddic-durability-and-future-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/dick-dunkel-headshot.png</image:loc><image:caption>dick-dunkel-headshot</image:caption><image:title>dick-dunkel-headshot</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-thumbnail.png</image:loc><image:caption>ai-sales-qualification-tools-thumbnail</image:caption><image:title>ai-sales-qualification-tools-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blog_post_banner.png</image:loc><image:caption>blog_post_banner</image:caption><image:title>blog_post_banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-feature-image.png</image:loc><image:caption>ai-sales-qualification-tools-feature-image</image:caption><image:title>ai-sales-qualification-tools-feature-image</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/spin-selling-vs-meddpicc-meddicc-thumbnail.png</image:loc><image:caption>spin-selling-vs-meddpicc-meddicc-thumbnail</image:caption><image:title>spin-selling-vs-meddpicc-meddicc-thumbnail</image:title></image:image><lastmod>2026-11-06</lastmod></url><url><loc>https://meddicc.com/meddicc-media/masters-of-meddicc-s1-ep13-david-weiss</loc><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-related-bg.webp</image:loc><image:caption>podcast-related-bg</image:caption><image:title>podcast-related-bg</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-post-banner.webp</image:loc><image:caption>podcast-post-banner</image:caption><image:title>podcast-post-banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-what-if-your-champion-is-your-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:caption><image:title>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:caption><image:title>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:caption><image:title>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/vectors/MD_Avatar.svg</image:loc><image:caption>MD_Avatar</image:caption><image:title>MD_Avatar</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Team%20Photos/david.png</image:loc><image:caption>david</image:caption><image:title>david</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/andy-whyte-headshot.png</image:loc><image:caption>andy-whyte-headshot</image:caption><image:title>andy-whyte-headshot</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/masters-of-meddicc-s1-ep13-david-weiss-thumbnail.jpeg</image:loc><image:caption>masters-of-meddicc-s1-ep13-david-weiss-thumbnail</image:caption><image:title>masters-of-meddicc-s1-ep13-david-weiss-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-about.webp</image:loc><image:caption>podcast-sidebar-about</image:caption><image:title>podcast-sidebar-about</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-form.webp</image:loc><image:caption>podcast-sidebar-form</image:caption><image:title>podcast-sidebar-form</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/books/meddicc</loc><image:image><image:loc>https://meddicc.com/hubfs/sweden-1.png</image:loc><image:caption>sweden-1</image:caption><image:title>sweden-1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/aws-logo.png</image:loc><image:caption>aws-logo</image:caption><image:title>aws-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/Testimonials%20Bg.webp</image:loc><image:caption>Testimonials Bg</image:caption><image:title>Testimonials Bg</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/CTA.webp</image:loc><image:caption>CTA</image:caption><image:title>CTA</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/germany.png</image:loc><image:caption>germany</image:caption><image:title>germany</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/crowdstrike-logo.png</image:loc><image:caption>crowdstrike-logo</image:caption><image:title>crowdstrike-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/card-2.webp</image:loc><image:caption>card-2</image:caption><image:title>card-2</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/teamtailor-logo-2.png</image:loc><image:caption>teamtailor-logo-2</image:caption><image:title>teamtailor-logo-2</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/about_meddic_what_is_meddic_icon_512%20%C3%97%20512_sb_final%201%20(2).svg</image:loc><image:caption>about_meddic_what_is_meddic_icon_512 × 512_sb_final 1 (2)</image:caption><image:title>about_meddic_what_is_meddic_icon_512 × 512_sb_final 1 (2)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/Hero%20banner%20background%20(1).webp</image:loc><image:caption>Hero banner background (1)</image:caption><image:title>Hero banner background (1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/george-campbell-testimonial-1.png</image:loc><image:caption>george-campbell-testimonial-1</image:caption><image:title>george-campbell-testimonial-1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/datatonic-logo.png</image:loc><image:caption>datatonic-logo</image:caption><image:title>datatonic-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/jt-keating-testimonial.webp</image:loc><image:caption>jt-keating-testimonial</image:caption><image:title>jt-keating-testimonial</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/cision-logo.png</image:loc><image:caption>cision-logo</image:caption><image:title>cision-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/net-health-logo.png</image:loc><image:caption>net-health-logo</image:caption><image:title>net-health-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/brazil-1.png</image:loc><image:caption>brazil-1</image:caption><image:title>brazil-1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/cognism-logo.png</image:loc><image:caption>cognism-logo</image:caption><image:title>cognism-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/counter%20sec-bg.webp</image:loc><image:caption>counter sec-bg</image:caption><image:title>counter sec-bg</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/france-1.png</image:loc><image:caption>france-1</image:caption><image:title>france-1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-book.webp</image:loc><image:caption>meddicc-book</image:caption><image:title>meddicc-book</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/canada-1.png</image:loc><image:caption>canada-1</image:caption><image:title>canada-1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sam-jeremiah-headshot.jpg</image:loc><image:caption>sam-jeremiah-headshot</image:caption><image:title>sam-jeremiah-headshot</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/japan-1.png</image:loc><image:caption>japan-1</image:caption><image:title>japan-1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/background-3.png</image:loc><image:caption>background-3</image:caption><image:title>background-3</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/microlise-logo.png</image:loc><image:caption>microlise-logo</image:caption><image:title>microlise-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/philippines-1-(1).png</image:loc><image:caption>philippines-1-(1)</image:caption><image:title>philippines-1-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/card-3.webp</image:loc><image:caption>card-3</image:caption><image:title>card-3</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/darktrace-logo.png</image:loc><image:caption>darktrace-logo</image:caption><image:title>darktrace-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/factorial-logo.png</image:loc><image:caption>factorial-logo</image:caption><image:title>factorial-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/tara-mcomber-testimonial.webp</image:loc><image:caption>tara-mcomber-testimonial</image:caption><image:title>tara-mcomber-testimonial</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/mexico-1.png</image:loc><image:caption>mexico-1</image:caption><image:title>mexico-1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/about_meddic_what_is_meddic_icon_512%20%C3%97%20512_sb_final%201.svg</image:loc><image:caption>about_meddic_what_is_meddic_icon_512 × 512_sb_final 1</image:caption><image:title>about_meddic_what_is_meddic_icon_512 × 512_sb_final 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/italy-1.png</image:loc><image:caption>italy-1</image:caption><image:title>italy-1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/oyster-logo.png</image:loc><image:caption>oyster-logo</image:caption><image:title>oyster-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/philippines-1-(2).png</image:loc><image:caption>philippines-1-(2)</image:caption><image:title>philippines-1-(2)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/cloudflare-logo.png</image:loc><image:caption>cloudflare-logo</image:caption><image:title>cloudflare-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/check-square-icon-blue.svg</image:loc><image:caption>check-square-icon-blue</image:caption><image:title>check-square-icon-blue</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/zapier-logo.png</image:loc><image:caption>zapier-logo</image:caption><image:title>zapier-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/28ea49e780665ca2383276b1ef405e1340d41434.png</image:loc><image:caption>28ea49e780665ca2383276b1ef405e1340d41434</image:caption><image:title>28ea49e780665ca2383276b1ef405e1340d41434</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/light-blue-card-background.png</image:loc><image:caption>light-blue-card-background</image:caption><image:title>light-blue-card-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/australia.png</image:loc><image:caption>australia</image:caption><image:title>australia</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Dick_NoBackground.png</image:loc><image:caption>Dick_NoBackground</image:caption><image:title>Dick_NoBackground</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/teamviewer-logo.png</image:loc><image:caption>teamviewer-logo</image:caption><image:title>teamviewer-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/kristen-ardon-testimonial.png</image:loc><image:caption>kristen-ardon-testimonial</image:caption><image:title>kristen-ardon-testimonial</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/Profile%20thb.png</image:loc><image:caption>Profile thb</image:caption><image:title>Profile thb</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/india-1.png</image:loc><image:caption>india-1</image:caption><image:title>india-1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/philippines-1-(3).png</image:loc><image:caption>philippines-1-(3)</image:caption><image:title>philippines-1-(3)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/poland-1.png</image:loc><image:caption>poland-1</image:caption><image:title>poland-1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/digitaled-logo.png</image:loc><image:caption>digitaled-logo</image:caption><image:title>digitaled-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddic-methodology-icon.svg</image:loc><image:caption>meddic-methodology-icon</image:caption><image:title>meddic-methodology-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/united-kingdom%202.png</image:loc><image:caption>united-kingdom 2</image:caption><image:title>united-kingdom 2</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/about_meddic_what_is_meddic_icon_512%20%C3%97%20512_sb_final%201%20(1).svg</image:loc><image:caption>about_meddic_what_is_meddic_icon_512 × 512_sb_final 1 (1)</image:caption><image:title>about_meddic_what_is_meddic_icon_512 × 512_sb_final 1 (1)</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/what-is-meddpicc/paper-process</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/tactics_icon_512%20%C3%97%20512_sb_final.png</image:loc><image:caption>tactics_icon_512 × 512_sb_final</image:caption><image:title>tactics_icon_512 × 512_sb_final</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/timing_icon_512%20%C3%97%20512_sb_final.png</image:loc><image:caption>timing_icon_512 × 512_sb_final</image:caption><image:title>timing_icon_512 × 512_sb_final</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-gradient-banner-background.png</image:loc><image:caption>blue-gradient-banner-background</image:caption><image:title>blue-gradient-banner-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/go-live-plan-graphic.png</image:loc><image:caption>go-live-plan-graphic</image:caption><image:title>go-live-plan-graphic</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue%201%20(11).png</image:loc><image:caption>MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue 1 (11)</image:caption><image:title>MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue 1 (11)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue%201%20(12).png</image:loc><image:caption>MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue 1 (12)</image:caption><image:title>MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue 1 (12)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue%201.png</image:loc><image:caption>MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue 1</image:caption><image:title>MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/light-blue-gradient-section-background.png</image:loc><image:caption>light-blue-gradient-section-background</image:caption><image:title>light-blue-gradient-section-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/Frame%205185%20(2).png</image:loc><image:caption>Frame 5185 (2)</image:caption><image:title>Frame 5185 (2)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/mm-meddpicc-in-10-minutes-thumbnail.jpg</image:loc><image:caption>mm-meddpicc-in-10-minutes-thumbnail</image:caption><image:title>mm-meddpicc-in-10-minutes-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue%201%20(7).png</image:loc><image:caption>MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue 1 (7)</image:caption><image:title>MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue 1 (7)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/paper_process_element_header_graphic_ew%201.svg</image:loc><image:caption>paper_process_element_header_graphic_ew 1</image:caption><image:title>paper_process_element_header_graphic_ew 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/trust_icon_512%20%C3%97%20512_sb_final.png</image:loc><image:caption>trust_icon_512 × 512_sb_final</image:caption><image:title>trust_icon_512 × 512_sb_final</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue%201%20(4).png</image:loc><image:caption>MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue 1 (4)</image:caption><image:title>MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue 1 (4)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue%201%20(1).png</image:loc><image:caption>MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue 1 (1)</image:caption><image:title>MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue 1 (1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue%201%20(5).png</image:loc><image:caption>MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue 1 (5)</image:caption><image:title>MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue 1 (5)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue%201%20(2).png</image:loc><image:caption>MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue 1 (2)</image:caption><image:title>MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue 1 (2)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Element%20Pages_Graphics_2025/Element%20Pages_Body_2025/Element%20Pages_Body_2025_Paper%20Process/element_page_p_why.png</image:loc><image:caption>element_page_p_why</image:caption><image:title>element_page_p_why</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-pattern-pricing-background.png</image:loc><image:caption>blue-pattern-pricing-background</image:caption><image:title>blue-pattern-pricing-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/meddicc-media/masters-of-meddicc-s1-ep15-jeff-miller</loc><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/masters-of-meddicc-s1-ep15-jeff-miller-thumbnail.jpg</image:loc><image:caption>masters-of-meddicc-s1-ep15-jeff-miller-thumbnail</image:caption><image:title>masters-of-meddicc-s1-ep15-jeff-miller-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/jeff.png</image:loc><image:caption>jeff</image:caption><image:title>jeff</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:caption><image:title>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-what-if-your-champion-is-your-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:caption><image:title>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-post-banner.webp</image:loc><image:caption>podcast-post-banner</image:caption><image:title>podcast-post-banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-related-bg.webp</image:loc><image:caption>podcast-related-bg</image:caption><image:title>podcast-related-bg</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-form.webp</image:loc><image:caption>podcast-sidebar-form</image:caption><image:title>podcast-sidebar-form</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:caption><image:title>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/andy-whyte-headshot.png</image:loc><image:caption>andy-whyte-headshot</image:caption><image:title>andy-whyte-headshot</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/vectors/MD_Avatar.svg</image:loc><image:caption>MD_Avatar</image:caption><image:title>MD_Avatar</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-about.webp</image:loc><image:caption>podcast-sidebar-about</image:caption><image:title>podcast-sidebar-about</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/resources/meddicc-is-timeless</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/spin-selling-vs-meddpicc-meddicc-thumbnail.png</image:loc><image:caption>spin-selling-vs-meddpicc-meddicc-thumbnail</image:caption><image:title>spin-selling-vs-meddpicc-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-feature-image.png</image:loc><image:caption>ai-sales-qualification-tools-feature-image</image:caption><image:title>ai-sales-qualification-tools-feature-image</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-is-timeless-thumbnail.png</image:loc><image:caption>meddicc-is-timeless-thumbnail</image:caption><image:title>meddicc-is-timeless-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blog_post_banner.png</image:loc><image:caption>blog_post_banner</image:caption><image:title>blog_post_banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-gradient-newsletter-cta-background.png</image:loc><image:caption>blue-gradient-newsletter-cta-background</image:caption><image:title>blue-gradient-newsletter-cta-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-thumbnail.png</image:loc><image:caption>ai-sales-qualification-tools-thumbnail</image:caption><image:title>ai-sales-qualification-tools-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-launches-t5-its-flagship-sales-leadership-thumbnail.jpg</image:loc><image:caption>MEDDICC launches T5, its flagship sales-leadership program</image:caption><image:title>meddicc-launches-t5-its-flagship-sales-leadership-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/andy.png</image:loc><image:caption>andy</image:caption><image:title>andy</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><lastmod>2026-11-06</lastmod></url><url><loc>https://meddicc.com/knowledge/setting-up-your-crm-integration</loc><lastmod>2026-08-12</lastmod></url><url><loc>https://meddicc.com/resources/female-sales-leader-takeaways</loc><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/robin.png</image:loc><image:caption>robin</image:caption><image:title>robin</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Frame%20(1).svg</image:loc><image:caption>Frame (1)</image:caption><image:title>Frame (1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Frame%20(2).svg</image:loc><image:caption>Frame (2)</image:caption><image:title>Frame (2)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/female-sales-leader-takeaways-thumbnail.png</image:loc><image:caption>female-sales-leader-takeaways-thumbnail</image:caption><image:title>female-sales-leader-takeaways-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/clock-icon-read-time.svg</image:loc><image:caption>clock-icon-read-time</image:caption><image:title>clock-icon-read-time</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><lastmod>2026-11-06</lastmod></url><url><loc>https://meddicc.com/resources/medmen-why-you-need-to-personalize-metrics</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blog_post_banner.png</image:loc><image:caption>blog_post_banner</image:caption><image:title>blog_post_banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-launches-t5-its-flagship-sales-leadership-thumbnail.jpg</image:loc><image:caption>MEDDICC launches T5, its flagship sales-leadership program</image:caption><image:title>meddicc-launches-t5-its-flagship-sales-leadership-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/medmen-why-you-need-to-personalize-metrics-thumbnail.png</image:loc><image:caption>medmen-why-you-need-to-personalize-metrics-thumbnail</image:caption><image:title>medmen-why-you-need-to-personalize-metrics-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/spin-selling-vs-meddpicc-meddicc-thumbnail.png</image:loc><image:caption>spin-selling-vs-meddpicc-meddicc-thumbnail</image:caption><image:title>spin-selling-vs-meddpicc-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-gradient-newsletter-cta-background.png</image:loc><image:caption>blue-gradient-newsletter-cta-background</image:caption><image:title>blue-gradient-newsletter-cta-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-thumbnail.png</image:loc><image:caption>ai-sales-qualification-tools-thumbnail</image:caption><image:title>ai-sales-qualification-tools-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/robin.png</image:loc><image:caption>robin</image:caption><image:title>robin</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-feature-image.png</image:loc><image:caption>ai-sales-qualification-tools-feature-image</image:caption><image:title>ai-sales-qualification-tools-feature-image</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><lastmod>2026-11-06</lastmod></url><url><loc>https://meddicc.com/resources/medmen-obsessing-over-the-wrong-competition</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-feature-image.png</image:loc><image:caption>ai-sales-qualification-tools-feature-image</image:caption><image:title>ai-sales-qualification-tools-feature-image</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/medmen-obsessing-over-the-wrong-competition-thumbnail.png</image:loc><image:caption>medmen-obsessing-over-the-wrong-competition-thumbnail</image:caption><image:title>medmen-obsessing-over-the-wrong-competition-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blog_post_banner.png</image:loc><image:caption>blog_post_banner</image:caption><image:title>blog_post_banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-thumbnail.png</image:loc><image:caption>ai-sales-qualification-tools-thumbnail</image:caption><image:title>ai-sales-qualification-tools-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-launches-t5-its-flagship-sales-leadership-thumbnail.jpg</image:loc><image:caption>MEDDICC launches T5, its flagship sales-leadership program</image:caption><image:title>meddicc-launches-t5-its-flagship-sales-leadership-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/spin-selling-vs-meddpicc-meddicc-thumbnail.png</image:loc><image:caption>spin-selling-vs-meddpicc-meddicc-thumbnail</image:caption><image:title>spin-selling-vs-meddpicc-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/robin.png</image:loc><image:caption>robin</image:caption><image:title>robin</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-gradient-newsletter-cta-background.png</image:loc><image:caption>blue-gradient-newsletter-cta-background</image:caption><image:title>blue-gradient-newsletter-cta-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><lastmod>2026-11-06</lastmod></url><url><loc>https://meddicc.com/resources/adhd-in-sales</loc><image:image><image:loc>https://meddicc.com/hubfs/adhd-in-sales-thumbnail.png</image:loc><image:caption>adhd-in-sales-thumbnail</image:caption><image:title>adhd-in-sales-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-feature-image.png</image:loc><image:caption>ai-sales-qualification-tools-feature-image</image:caption><image:title>ai-sales-qualification-tools-feature-image</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blog_post_banner.png</image:loc><image:caption>blog_post_banner</image:caption><image:title>blog_post_banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-launches-t5-its-flagship-sales-leadership-thumbnail.jpg</image:loc><image:caption>MEDDICC launches T5, its flagship sales-leadership program</image:caption><image:title>meddicc-launches-t5-its-flagship-sales-leadership-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/spin-selling-vs-meddpicc-meddicc-thumbnail.png</image:loc><image:caption>spin-selling-vs-meddpicc-meddicc-thumbnail</image:caption><image:title>spin-selling-vs-meddpicc-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-gradient-newsletter-cta-background.png</image:loc><image:caption>blue-gradient-newsletter-cta-background</image:caption><image:title>blue-gradient-newsletter-cta-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-thumbnail.png</image:loc><image:caption>ai-sales-qualification-tools-thumbnail</image:caption><image:title>ai-sales-qualification-tools-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/caroline-removebg-preview.png</image:loc><image:caption>caroline-removebg-preview</image:caption><image:title>caroline-removebg-preview</image:title></image:image><lastmod>2026-11-06</lastmod></url><url><loc>https://meddicc.com/resources/leading-with-empathy</loc><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-launches-t5-its-flagship-sales-leadership-thumbnail.jpg</image:loc><image:caption>MEDDICC launches T5, its flagship sales-leadership program</image:caption><image:title>meddicc-launches-t5-its-flagship-sales-leadership-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/spin-selling-vs-meddpicc-meddicc-thumbnail.png</image:loc><image:caption>spin-selling-vs-meddpicc-meddicc-thumbnail</image:caption><image:title>spin-selling-vs-meddpicc-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blog_post_banner.png</image:loc><image:caption>blog_post_banner</image:caption><image:title>blog_post_banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-thumbnail.png</image:loc><image:caption>ai-sales-qualification-tools-thumbnail</image:caption><image:title>ai-sales-qualification-tools-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-gradient-newsletter-cta-background.png</image:loc><image:caption>blue-gradient-newsletter-cta-background</image:caption><image:title>blue-gradient-newsletter-cta-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/leading-with-empathy-thumbnail.png</image:loc><image:caption>leading-with-empathy-thumbnail</image:caption><image:title>leading-with-empathy-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-feature-image.png</image:loc><image:caption>ai-sales-qualification-tools-feature-image</image:caption><image:title>ai-sales-qualification-tools-feature-image</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/caroline-removebg-preview.png</image:loc><image:caption>caroline-removebg-preview</image:caption><image:title>caroline-removebg-preview</image:title></image:image><lastmod>2026-11-06</lastmod></url><url><loc>https://meddicc.com/products/blueprint</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/blueprint-header.png</image:loc><image:caption>blueprint-header</image:caption><image:title>blueprint-header</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/live-sessions-icon-32x32.svg</image:loc><image:caption>live-sessions-icon-32x32</image:caption><image:title>live-sessions-icon-32x32</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/cta-banner-2.png</image:loc><image:caption>cta-banner-2</image:caption><image:title>cta-banner-2</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/left-mapped-to-your-sales-stages.png</image:loc><image:caption>left-mapped-to-your-sales-stages</image:caption><image:title>left-mapped-to-your-sales-stages</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/up-next-meddicc-live.png</image:loc><image:caption>up-next-meddicc-live</image:caption><image:title>up-next-meddicc-live</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/products-product-deals.svg</image:loc><image:caption>products-product-deals</image:caption><image:title>products-product-deals</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/products-blueprint-faster-adoption.svg</image:loc><image:caption>products-blueprint-faster-adoption</image:caption><image:title>products-blueprint-faster-adoption</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/right-mapped-to-your-sales-stages.png</image:loc><image:caption>right-mapped-to-your-sales-stages</image:caption><image:title>right-mapped-to-your-sales-stages</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-faq-question-icon-3.png</image:loc><image:caption>meddicc-faq-question-icon-3</image:caption><image:title>meddicc-faq-question-icon-3</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/products-deals-all-programs-in-one-plce.svg</image:loc><image:caption>products-deals-all-programs-in-one-plce</image:caption><image:title>products-deals-all-programs-in-one-plce</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/right-plays-for-every-gap-and-risk.png</image:loc><image:caption>right-plays-for-every-gap-and-risk</image:caption><image:title>right-plays-for-every-gap-and-risk</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/left-meddpicc-defined-for-your-environment.png</image:loc><image:caption>left-meddpicc-defined-for-your-environment</image:caption><image:title>left-meddpicc-defined-for-your-environment</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/left-training-that-builds-lasting-habits.png</image:loc><image:caption>left-training-that-builds-lasting-habits</image:caption><image:title>left-training-that-builds-lasting-habits</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-faq-question-icon-1.png</image:loc><image:caption>meddicc-faq-question-icon-1</image:caption><image:title>meddicc-faq-question-icon-1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/products-blueprint-deals-that-move-with-purpose.svg</image:loc><image:caption>products-blueprint-deals-that-move-with-purpose</image:caption><image:title>products-blueprint-deals-that-move-with-purpose</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/form_content_banner.webp</image:loc><image:caption>form_content_banner</image:caption><image:title>form_content_banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/right-training-that-builds-lasting-habits.png</image:loc><image:caption>right-training-that-builds-lasting-habits</image:caption><image:title>right-training-that-builds-lasting-habits</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/Hero%20banner%20background%20(1).webp</image:loc><image:caption>Hero banner background (1)</image:caption><image:title>Hero banner background (1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/left-plays-for-every-gap-and-risk.png</image:loc><image:caption>left-plays-for-every-gap-and-risk</image:caption><image:title>left-plays-for-every-gap-and-risk</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/right-meddpicc-defined-for-your-environment.png</image:loc><image:caption>right-meddpicc-defined-for-your-environment</image:caption><image:title>right-meddpicc-defined-for-your-environment</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/products-deals-identify-risk-before-it-costs-you-2.svg</image:loc><image:caption>products-deals-identify-risk-before-it-costs-you-2</image:caption><image:title>products-deals-identify-risk-before-it-costs-you-2</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-faq-question-icon-2.png</image:loc><image:caption>meddicc-faq-question-icon-2</image:caption><image:title>meddicc-faq-question-icon-2</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-faq-question-icon-4.png</image:loc><image:caption>meddicc-faq-question-icon-4</image:caption><image:title>meddicc-faq-question-icon-4</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/products-blueprint-consistent-execution-across-reps.svg</image:loc><image:caption>products-blueprint-consistent-execution-across-reps</image:caption><image:title>products-blueprint-consistent-execution-across-reps</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/meddicc-media/medmen-s3-ep3-worst-take-on-meddic</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-what-if-your-champion-is-your-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:caption><image:title>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/andy-whyte-headshot.png</image:loc><image:caption>andy-whyte-headshot</image:caption><image:title>andy-whyte-headshot</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-about.webp</image:loc><image:caption>podcast-sidebar-about</image:caption><image:title>podcast-sidebar-about</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:caption><image:title>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/medmen-s3-ep3-worst-take-on-meddic-thumbnail.png</image:loc><image:caption>medmen-s3-ep3-worst-take-on-meddic-thumbnail</image:caption><image:title>medmen-s3-ep3-worst-take-on-meddic-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-related-bg.webp</image:loc><image:caption>podcast-related-bg</image:caption><image:title>podcast-related-bg</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-form.webp</image:loc><image:caption>podcast-sidebar-form</image:caption><image:title>podcast-sidebar-form</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-post-banner.webp</image:loc><image:caption>podcast-post-banner</image:caption><image:title>podcast-post-banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:caption><image:title>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/vectors/MD_Avatar.svg</image:loc><image:caption>MD_Avatar</image:caption><image:title>MD_Avatar</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/pim.png</image:loc><image:caption>pim</image:caption><image:title>pim</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/resources/deal-ownership-team-game</loc><image:image><image:loc>https://meddicc.com/hubfs/deal-ownership-team-game-thumbnail.png</image:loc><image:caption>deal-ownership-team-game-thumbnail</image:caption><image:title>deal-ownership-team-game-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/vectors/MD_Avatar.svg</image:loc><image:caption>MD_Avatar</image:caption><image:title>MD_Avatar</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blog_post_banner.png</image:loc><image:caption>blog_post_banner</image:caption><image:title>blog_post_banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-gradient-newsletter-cta-background.png</image:loc><image:caption>blue-gradient-newsletter-cta-background</image:caption><image:title>blue-gradient-newsletter-cta-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-feature-image.png</image:loc><image:caption>ai-sales-qualification-tools-feature-image</image:caption><image:title>ai-sales-qualification-tools-feature-image</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-thumbnail.png</image:loc><image:caption>ai-sales-qualification-tools-thumbnail</image:caption><image:title>ai-sales-qualification-tools-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/spin-selling-vs-meddpicc-meddicc-thumbnail.png</image:loc><image:caption>spin-selling-vs-meddpicc-meddicc-thumbnail</image:caption><image:title>spin-selling-vs-meddpicc-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-launches-t5-its-flagship-sales-leadership-thumbnail.jpg</image:loc><image:caption>MEDDICC launches T5, its flagship sales-leadership program</image:caption><image:title>meddicc-launches-t5-its-flagship-sales-leadership-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><lastmod>2026-11-06</lastmod></url><url><loc>https://meddicc.com/meddicc-media/medmen-3d-decision-criteria</loc><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-what-if-your-champion-is-your-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:caption><image:title>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-form.webp</image:loc><image:caption>podcast-sidebar-form</image:caption><image:title>podcast-sidebar-form</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/vectors/MD_Avatar.svg</image:loc><image:caption>MD_Avatar</image:caption><image:title>MD_Avatar</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/medmen-3d-decision-criteria-thumbnail.png</image:loc><image:caption>medmen-3d-decision-criteria-thumbnail</image:caption><image:title>medmen-3d-decision-criteria-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/pim.png</image:loc><image:caption>pim</image:caption><image:title>pim</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-post-banner.webp</image:loc><image:caption>podcast-post-banner</image:caption><image:title>podcast-post-banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:caption><image:title>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/andy-whyte-headshot.png</image:loc><image:caption>andy-whyte-headshot</image:caption><image:title>andy-whyte-headshot</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-related-bg.webp</image:loc><image:caption>podcast-related-bg</image:caption><image:title>podcast-related-bg</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:caption><image:title>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-about.webp</image:loc><image:caption>podcast-sidebar-about</image:caption><image:title>podcast-sidebar-about</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/meddicc-media/masters-of-meddicc-s1-ep14-adam-quartermaine</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-post-banner.webp</image:loc><image:caption>podcast-post-banner</image:caption><image:title>podcast-post-banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-form.webp</image:loc><image:caption>podcast-sidebar-form</image:caption><image:title>podcast-sidebar-form</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-what-if-your-champion-is-your-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:caption><image:title>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-about.webp</image:loc><image:caption>podcast-sidebar-about</image:caption><image:title>podcast-sidebar-about</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/vectors/MD_Avatar.svg</image:loc><image:caption>MD_Avatar</image:caption><image:title>MD_Avatar</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/adam.png</image:loc><image:caption>adam</image:caption><image:title>adam</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/andy-whyte-headshot.png</image:loc><image:caption>andy-whyte-headshot</image:caption><image:title>andy-whyte-headshot</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/masters-of-meddicc-s1-ep14-adam-quartermaine-thumbnail.png</image:loc><image:caption>masters-of-meddicc-s1-ep14-adam-quartermaine-thumbnail</image:caption><image:title>masters-of-meddicc-s1-ep14-adam-quartermaine-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-related-bg.webp</image:loc><image:caption>podcast-related-bg</image:caption><image:title>podcast-related-bg</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:caption><image:title>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:caption><image:title>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/resources/master-meddpicc-in-100-hours</loc><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-thumbnail.png</image:loc><image:caption>ai-sales-qualification-tools-thumbnail</image:caption><image:title>ai-sales-qualification-tools-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blog_post_banner.png</image:loc><image:caption>blog_post_banner</image:caption><image:title>blog_post_banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/master-meddpicc-in-100-hours-thumbnail.png</image:loc><image:caption>master-meddpicc-in-100-hours-thumbnail</image:caption><image:title>master-meddpicc-in-100-hours-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/spin-selling-vs-meddpicc-meddicc-thumbnail.png</image:loc><image:caption>spin-selling-vs-meddpicc-meddicc-thumbnail</image:caption><image:title>spin-selling-vs-meddpicc-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/vectors/MD_Avatar.svg</image:loc><image:caption>MD_Avatar</image:caption><image:title>MD_Avatar</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-launches-t5-its-flagship-sales-leadership-thumbnail.jpg</image:loc><image:caption>MEDDICC launches T5, its flagship sales-leadership program</image:caption><image:title>meddicc-launches-t5-its-flagship-sales-leadership-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-feature-image.png</image:loc><image:caption>ai-sales-qualification-tools-feature-image</image:caption><image:title>ai-sales-qualification-tools-feature-image</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-gradient-newsletter-cta-background.png</image:loc><image:caption>blue-gradient-newsletter-cta-background</image:caption><image:title>blue-gradient-newsletter-cta-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><lastmod>2026-11-06</lastmod></url><url><loc>https://meddicc.com/meddicc-media/masters-of-meddicc-lucy-williams-jones-2026</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/lucy.png</image:loc><image:caption>lucy</image:caption><image:title>lucy</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/masters-of-meddicc-lucy-williams-jones-2026-thumbnail.png</image:loc><image:caption>masters-of-meddicc-lucy-williams-jones-2026-thumbnail</image:caption><image:title>masters-of-meddicc-lucy-williams-jones-2026-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-about.webp</image:loc><image:caption>podcast-sidebar-about</image:caption><image:title>podcast-sidebar-about</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/andy-whyte-headshot.png</image:loc><image:caption>andy-whyte-headshot</image:caption><image:title>andy-whyte-headshot</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/vectors/MD_Avatar.svg</image:loc><image:caption>MD_Avatar</image:caption><image:title>MD_Avatar</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-what-if-your-champion-is-your-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:caption><image:title>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:caption><image:title>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-form.webp</image:loc><image:caption>podcast-sidebar-form</image:caption><image:title>podcast-sidebar-form</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-related-bg.webp</image:loc><image:caption>podcast-related-bg</image:caption><image:title>podcast-related-bg</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-post-banner.webp</image:loc><image:caption>podcast-post-banner</image:caption><image:title>podcast-post-banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:caption><image:title>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><lastmod>2026-08-19</lastmod></url><url><loc>https://meddicc.com/who-we-help/enablement-leaders</loc><image:image><image:loc>https://meddicc.com/hubfs/datatonic-logo.png</image:loc><image:caption>datatonic-logo</image:caption><image:title>datatonic-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-pattern-pricing-background.png</image:loc><image:caption>blue-pattern-pricing-background</image:caption><image:title>blue-pattern-pricing-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/Membership.png</image:loc><image:caption>Membership</image:caption><image:title>Membership</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/net-health-logo.png</image:loc><image:caption>net-health-logo</image:caption><image:title>net-health-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/light-blue-card-background.png</image:loc><image:caption>light-blue-card-background</image:caption><image:title>light-blue-card-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/who_we_help_enablement_measurable_repeatable_results.svg</image:loc><image:caption>who_we_help_enablement_measurable_repeatable_results</image:caption><image:title>who_we_help_enablement_measurable_repeatable_results</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/teamtailor-logo-2.png</image:loc><image:caption>teamtailor-logo-2</image:caption><image:title>teamtailor-logo-2</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/background%20(6)%20(1).png</image:loc><image:caption>background (6) (1)</image:caption><image:title>background (6) (1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/microlise-logo.png</image:loc><image:caption>microlise-logo</image:caption><image:title>microlise-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc_operating_system-1.svg</image:loc><image:caption>meddicc_operating_system-1</image:caption><image:title>meddicc_operating_system-1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/value-pyramid-video-thumbnail.png</image:loc><image:caption>value-pyramid-video-thumbnail</image:caption><image:title>value-pyramid-video-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/darktrace-logo.png</image:loc><image:caption>darktrace-logo</image:caption><image:title>darktrace-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/tara-mcomber-testimonial.png</image:loc><image:caption>tara-mcomber-testimonial</image:caption><image:title>tara-mcomber-testimonial</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/jt-keating-headshot.jpg</image:loc><image:caption>jt-keating-headshot</image:caption><image:title>jt-keating-headshot</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/cision-logo.png</image:loc><image:caption>cision-logo</image:caption><image:title>cision-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/factorial-logo.png</image:loc><image:caption>factorial-logo</image:caption><image:title>factorial-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/cloudflare-logo.png</image:loc><image:caption>cloudflare-logo</image:caption><image:title>cloudflare-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/aws-logo.png</image:loc><image:caption>aws-logo</image:caption><image:title>aws-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/oyster-logo.png</image:loc><image:caption>oyster-logo</image:caption><image:title>oyster-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/who_we_help_enablement_training_translates_executes%20(1).svg</image:loc><image:caption>who_we_help_enablement_training_translates_executes (1)</image:caption><image:title>who_we_help_enablement_training_translates_executes (1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/Light%20Background.webp</image:loc><image:caption>Light Background</image:caption><image:title>Light Background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/jt-keating-testimonial.webp</image:loc><image:caption>jt-keating-testimonial</image:caption><image:title>jt-keating-testimonial</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/zapier-logo.png</image:loc><image:caption>zapier-logo</image:caption><image:title>zapier-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/masterclass_program%20(2)-1.svg</image:loc><image:caption>masterclass_program (2)-1</image:caption><image:title>masterclass_program (2)-1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/cognism-logo.png</image:loc><image:caption>cognism-logo</image:caption><image:title>cognism-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/who_we_help_enablement_proving_roi.svg</image:loc><image:caption>who_we_help_enablement_proving_roi</image:caption><image:title>who_we_help_enablement_proving_roi</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/background%20(10)%20(1).png</image:loc><image:caption>background (10) (1)</image:caption><image:title>background (10) (1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/use_cases_time_to_attainment_revenue_deferred.svg</image:loc><image:caption>use_cases_time_to_attainment_revenue_deferred</image:caption><image:title>use_cases_time_to_attainment_revenue_deferred</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/george-campbell-testimonial-1.png</image:loc><image:caption>george-campbell-testimonial-1</image:caption><image:title>george-campbell-testimonial-1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/winni_ai-1.svg</image:loc><image:caption>winni_ai-1</image:caption><image:title>winni_ai-1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/blueprint-1.svg</image:loc><image:caption>blueprint-1</image:caption><image:title>blueprint-1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc_methodology_icon_32x32_sb_final.svg</image:loc><image:caption>meddicc_methodology_icon_32x32_sb_final</image:caption><image:title>meddicc_methodology_icon_32x32_sb_final</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/crowdstrike-logo.png</image:loc><image:caption>crowdstrike-logo</image:caption><image:title>crowdstrike-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/leadership_enablement_program-1.svg</image:loc><image:caption>leadership_enablement_program-1</image:caption><image:title>leadership_enablement_program-1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/who_we_help_enablement_inconsistent_rep_performance.svg</image:loc><image:caption>who_we_help_enablement_inconsistent_rep_performance</image:caption><image:title>who_we_help_enablement_inconsistent_rep_performance</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/tara-mcomber-testimonial.webp</image:loc><image:caption>tara-mcomber-testimonial</image:caption><image:title>tara-mcomber-testimonial</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/teamviewer-logo.png</image:loc><image:caption>teamviewer-logo</image:caption><image:title>teamviewer-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/light-blue-gradient-section-background.png</image:loc><image:caption>light-blue-gradient-section-background</image:caption><image:title>light-blue-gradient-section-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/digitaled-logo.png</image:loc><image:caption>digitaled-logo</image:caption><image:title>digitaled-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/Products.png</image:loc><image:caption>Products</image:caption><image:title>Products</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/who_we_help_profiles_jz_Sales_enablement.png</image:loc><image:caption>who_we_help_profiles_jz_Sales_enablement</image:caption><image:title>who_we_help_profiles_jz_Sales_enablement</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/kristen-ardon-headshot-bw.jpg</image:loc><image:caption>kristen-ardon-headshot-bw</image:caption><image:title>kristen-ardon-headshot-bw</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/meddicc-media/masters-of-meddicc-s1-ep12-richard-dufty</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:caption><image:title>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/richard%20dufty.png</image:loc><image:caption>richard dufty</image:caption><image:title>richard dufty</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-what-if-your-champion-is-your-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:caption><image:title>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:caption><image:title>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-form.webp</image:loc><image:caption>podcast-sidebar-form</image:caption><image:title>podcast-sidebar-form</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/masters-of-meddicc-s1-ep12-richard-dufty-thumbnail.jpg</image:loc><image:caption>masters-of-meddicc-s1-ep12-richard-dufty-thumbnail</image:caption><image:title>masters-of-meddicc-s1-ep12-richard-dufty-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/andy-whyte-headshot.png</image:loc><image:caption>andy-whyte-headshot</image:caption><image:title>andy-whyte-headshot</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-post-banner.webp</image:loc><image:caption>podcast-post-banner</image:caption><image:title>podcast-post-banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-about.webp</image:loc><image:caption>podcast-sidebar-about</image:caption><image:title>podcast-sidebar-about</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-related-bg.webp</image:loc><image:caption>podcast-related-bg</image:caption><image:title>podcast-related-bg</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/vectors/MD_Avatar.svg</image:loc><image:caption>MD_Avatar</image:caption><image:title>MD_Avatar</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/resources/sales-methodology-adoption</loc><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-launches-t5-its-flagship-sales-leadership-thumbnail.jpg</image:loc><image:caption>MEDDICC launches T5, its flagship sales-leadership program</image:caption><image:title>meddicc-launches-t5-its-flagship-sales-leadership-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-gradient-newsletter-cta-background.png</image:loc><image:caption>blue-gradient-newsletter-cta-background</image:caption><image:title>blue-gradient-newsletter-cta-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blog_post_banner.png</image:loc><image:caption>blog_post_banner</image:caption><image:title>blog_post_banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/spin-selling-vs-meddpicc-meddicc-thumbnail.png</image:loc><image:caption>spin-selling-vs-meddpicc-meddicc-thumbnail</image:caption><image:title>spin-selling-vs-meddpicc-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Team%20Photos/mackenzie.png</image:loc><image:caption>mackenzie</image:caption><image:title>mackenzie</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-feature-image.png</image:loc><image:caption>ai-sales-qualification-tools-feature-image</image:caption><image:title>ai-sales-qualification-tools-feature-image</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-thumbnail.png</image:loc><image:caption>ai-sales-qualification-tools-thumbnail</image:caption><image:title>ai-sales-qualification-tools-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><lastmod>2026-11-03</lastmod></url><url><loc>https://meddicc.com/meddicc-media/medmen-a-players-vs-b-players-what-leaders-get-wrong</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-what-if-your-champion-is-your-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:caption><image:title>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/vectors/MD_Avatar.svg</image:loc><image:caption>MD_Avatar</image:caption><image:title>MD_Avatar</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:caption><image:title>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-about.webp</image:loc><image:caption>podcast-sidebar-about</image:caption><image:title>podcast-sidebar-about</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/pim.png</image:loc><image:caption>pim</image:caption><image:title>pim</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-post-banner.webp</image:loc><image:caption>podcast-post-banner</image:caption><image:title>podcast-post-banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:caption><image:title>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/andy-whyte-headshot.png</image:loc><image:caption>andy-whyte-headshot</image:caption><image:title>andy-whyte-headshot</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-related-bg.webp</image:loc><image:caption>podcast-related-bg</image:caption><image:title>podcast-related-bg</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/medmen-a-players-vs-b-players-what-leaders-get-wrong-thumbnail.jpg</image:loc><image:caption>medmen-a-players-vs-b-players-what-leaders-get-wrong-thumbnail</image:caption><image:title>medmen-a-players-vs-b-players-what-leaders-get-wrong-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-form.webp</image:loc><image:caption>podcast-sidebar-form</image:caption><image:title>podcast-sidebar-form</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/lucy.png</image:loc><image:caption>lucy</image:caption><image:title>lucy</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/resources/generating-customer-success-metrics</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-launches-t5-its-flagship-sales-leadership-thumbnail.jpg</image:loc><image:caption>MEDDICC launches T5, its flagship sales-leadership program</image:caption><image:title>meddicc-launches-t5-its-flagship-sales-leadership-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-feature-image.png</image:loc><image:caption>ai-sales-qualification-tools-feature-image</image:caption><image:title>ai-sales-qualification-tools-feature-image</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blog_post_banner.png</image:loc><image:caption>blog_post_banner</image:caption><image:title>blog_post_banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/dick-dunkel-headshot.png</image:loc><image:caption>dick-dunkel-headshot</image:caption><image:title>dick-dunkel-headshot</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/spin-selling-vs-meddpicc-meddicc-thumbnail.png</image:loc><image:caption>spin-selling-vs-meddpicc-meddicc-thumbnail</image:caption><image:title>spin-selling-vs-meddpicc-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-gradient-newsletter-cta-background.png</image:loc><image:caption>blue-gradient-newsletter-cta-background</image:caption><image:title>blue-gradient-newsletter-cta-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/generating-customer-success-metrics-thumbnail.png</image:loc><image:caption>generating-customer-success-metrics-thumbnail</image:caption><image:title>generating-customer-success-metrics-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-thumbnail.png</image:loc><image:caption>ai-sales-qualification-tools-thumbnail</image:caption><image:title>ai-sales-qualification-tools-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><lastmod>2026-11-06</lastmod></url><url><loc>https://meddicc.com/knowledge/faqs-meddicc-for-companies</loc><lastmod>2026-02-23</lastmod></url><url><loc>https://meddicc.com/customer-stories/series-d-org</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/Hero%20banner%20background%20(1).webp</image:loc><image:caption>Hero banner background (1)</image:caption><image:title>Hero banner background (1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/copy-link-icon.svg</image:loc><image:caption>copy-link-icon</image:caption><image:title>copy-link-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/linkedin-icon.svg</image:loc><image:caption>linkedin-icon</image:caption><image:title>linkedin-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/microlise_logo.svg</image:loc><image:caption>microlise_logo</image:caption><image:title>microlise_logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/anonymous_M1_story.svg</image:loc><image:caption>anonymous_M1_story</image:caption><image:title>anonymous_M1_story</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/BG.webp</image:loc><image:caption>BG</image:caption><image:title>BG</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/indico_data_logo.svg</image:loc><image:caption>indico_data_logo</image:caption><image:title>indico_data_logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/meddicc-media/elite-dealers-s1-ep5-jake-jeffries</loc><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-about.webp</image:loc><image:caption>podcast-sidebar-about</image:caption><image:title>podcast-sidebar-about</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:caption><image:title>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-form.webp</image:loc><image:caption>podcast-sidebar-form</image:caption><image:title>podcast-sidebar-form</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-post-banner.webp</image:loc><image:caption>podcast-post-banner</image:caption><image:title>podcast-post-banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-related-bg.webp</image:loc><image:caption>podcast-related-bg</image:caption><image:title>podcast-related-bg</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Imported_Blog_Media/elite-dealers-s1-ep5-jake-jeffries-thumbnail.png</image:loc><image:caption>elite-dealers-s1-ep5-jake-jeffries-thumbnail</image:caption><image:title>elite-dealers-s1-ep5-jake-jeffries-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-what-if-your-champion-is-your-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:caption><image:title>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Team%20Photos/jake.png</image:loc><image:caption>jake</image:caption><image:title>jake</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:caption><image:title>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/vectors/MD_Avatar.svg</image:loc><image:caption>MD_Avatar</image:caption><image:title>MD_Avatar</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/pim.png</image:loc><image:caption>pim</image:caption><image:title>pim</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/resources/getting-in-trouble-with-your-champion</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/spin-selling-vs-meddpicc-meddicc-thumbnail.png</image:loc><image:caption>spin-selling-vs-meddpicc-meddicc-thumbnail</image:caption><image:title>spin-selling-vs-meddpicc-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/getting-in-trouble-with-your-champion-thumbnail.png</image:loc><image:caption>getting-in-trouble-with-your-champion-thumbnail</image:caption><image:title>getting-in-trouble-with-your-champion-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-thumbnail.png</image:loc><image:caption>ai-sales-qualification-tools-thumbnail</image:caption><image:title>ai-sales-qualification-tools-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-gradient-newsletter-cta-background.png</image:loc><image:caption>blue-gradient-newsletter-cta-background</image:caption><image:title>blue-gradient-newsletter-cta-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blog_post_banner.png</image:loc><image:caption>blog_post_banner</image:caption><image:title>blog_post_banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-feature-image.png</image:loc><image:caption>ai-sales-qualification-tools-feature-image</image:caption><image:title>ai-sales-qualification-tools-feature-image</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/robin.png</image:loc><image:caption>robin</image:caption><image:title>robin</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-launches-t5-its-flagship-sales-leadership-thumbnail.jpg</image:loc><image:caption>MEDDICC launches T5, its flagship sales-leadership program</image:caption><image:title>meddicc-launches-t5-its-flagship-sales-leadership-thumbnail</image:title></image:image><lastmod>2026-11-06</lastmod></url><url><loc>https://meddicc.com/meddicc-media/elite-dealers-s1-ep4-harriet-maceacharn</loc><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-about.webp</image:loc><image:caption>podcast-sidebar-about</image:caption><image:title>podcast-sidebar-about</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Imported_Blog_Media/elite-dealers-s1-ep4-harriet-maceacharn-thumbnail.jpg</image:loc><image:caption>elite-dealers-s1-ep4-harriet-maceacharn-thumbnail</image:caption><image:title>elite-dealers-s1-ep4-harriet-maceacharn-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-what-if-your-champion-is-your-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:caption><image:title>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/vectors/MD_Avatar.svg</image:loc><image:caption>MD_Avatar</image:caption><image:title>MD_Avatar</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-related-bg.webp</image:loc><image:caption>podcast-related-bg</image:caption><image:title>podcast-related-bg</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-form.webp</image:loc><image:caption>podcast-sidebar-form</image:caption><image:title>podcast-sidebar-form</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/HARRIET%20MACEACHARN.svg</image:loc><image:caption>HARRIET MACEACHARN</image:caption><image:title>HARRIET MACEACHARN</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/pim.png</image:loc><image:caption>pim</image:caption><image:title>pim</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:caption><image:title>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:caption><image:title>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-post-banner.webp</image:loc><image:caption>podcast-post-banner</image:caption><image:title>podcast-post-banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/meddicc-media/masters-of-meddicc-s2-ep1-josh-reiner</loc><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:caption><image:title>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-post-banner.webp</image:loc><image:caption>podcast-post-banner</image:caption><image:title>podcast-post-banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/andy-whyte-headshot.png</image:loc><image:caption>andy-whyte-headshot</image:caption><image:title>andy-whyte-headshot</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-related-bg.webp</image:loc><image:caption>podcast-related-bg</image:caption><image:title>podcast-related-bg</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-form.webp</image:loc><image:caption>podcast-sidebar-form</image:caption><image:title>podcast-sidebar-form</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:caption><image:title>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/masters-of-meddicc-s2-ep1-josh-reiner-thumbnail.png</image:loc><image:caption>masters-of-meddicc-s2-ep1-josh-reiner-thumbnail</image:caption><image:title>masters-of-meddicc-s2-ep1-josh-reiner-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/vectors/MD_Avatar.svg</image:loc><image:caption>MD_Avatar</image:caption><image:title>MD_Avatar</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-what-if-your-champion-is-your-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:caption><image:title>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-about.webp</image:loc><image:caption>podcast-sidebar-about</image:caption><image:title>podcast-sidebar-about</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/josh.png</image:loc><image:caption>josh</image:caption><image:title>josh</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/meddicc-media/medmen-the-hidden-edge-top-performers-use-at-year-start</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/andy-whyte-headshot.png</image:loc><image:caption>andy-whyte-headshot</image:caption><image:title>andy-whyte-headshot</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/pim.png</image:loc><image:caption>pim</image:caption><image:title>pim</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-related-bg.webp</image:loc><image:caption>podcast-related-bg</image:caption><image:title>podcast-related-bg</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-what-if-your-champion-is-your-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:caption><image:title>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-about.webp</image:loc><image:caption>podcast-sidebar-about</image:caption><image:title>podcast-sidebar-about</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-form.webp</image:loc><image:caption>podcast-sidebar-form</image:caption><image:title>podcast-sidebar-form</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/lucy.png</image:loc><image:caption>lucy</image:caption><image:title>lucy</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/medmen-the-hidden-edge-top-performers-use-at-year-start-thumbnail.jpg</image:loc><image:caption>medmen-the-hidden-edge-top-performers-use-at-year-start-thumbnail</image:caption><image:title>medmen-the-hidden-edge-top-performers-use-at-year-start-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:caption><image:title>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/vectors/MD_Avatar.svg</image:loc><image:caption>MD_Avatar</image:caption><image:title>MD_Avatar</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-post-banner.webp</image:loc><image:caption>podcast-post-banner</image:caption><image:title>podcast-post-banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:caption><image:title>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/resources/metrics-as-a-solution-to-inertia</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-gradient-newsletter-cta-background.png</image:loc><image:caption>blue-gradient-newsletter-cta-background</image:caption><image:title>blue-gradient-newsletter-cta-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/spin-selling-vs-meddpicc-meddicc-thumbnail.png</image:loc><image:caption>spin-selling-vs-meddpicc-meddicc-thumbnail</image:caption><image:title>spin-selling-vs-meddpicc-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-thumbnail.png</image:loc><image:caption>ai-sales-qualification-tools-thumbnail</image:caption><image:title>ai-sales-qualification-tools-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blog_post_banner.png</image:loc><image:caption>blog_post_banner</image:caption><image:title>blog_post_banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/pim-roelofsen-headshot-arch.png</image:loc><image:caption>pim-roelofsen-headshot-arch</image:caption><image:title>pim-roelofsen-headshot-arch</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-feature-image.png</image:loc><image:caption>ai-sales-qualification-tools-feature-image</image:caption><image:title>ai-sales-qualification-tools-feature-image</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-launches-t5-its-flagship-sales-leadership-thumbnail.jpg</image:loc><image:caption>MEDDICC launches T5, its flagship sales-leadership program</image:caption><image:title>meddicc-launches-t5-its-flagship-sales-leadership-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/metrics-as-a-solution-to-inertia-thumbnail.png</image:loc><image:caption>metrics-as-a-solution-to-inertia-thumbnail</image:caption><image:title>metrics-as-a-solution-to-inertia-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><lastmod>2026-11-06</lastmod></url><url><loc>https://meddicc.com/meddicc-media/biggest-presentation-keygoat-1</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/LOGOS/Logo_Masters%20of%20MEDDICC.png</image:loc><image:caption>Logo_Masters of MEDDICC</image:caption><image:title>Logo_Masters of MEDDICC</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:caption><image:title>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/mm_prtnr_-sttp_logo_horizontal_primary_1080%20%C3%97%20234_sb_final.png</image:loc><image:caption>mm_prtnr_-sttp_logo_horizontal_primary_1080 × 234_sb_final</image:caption><image:title>mm_prtnr_-sttp_logo_horizontal_primary_1080 × 234_sb_final</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/The%20Journey.png</image:loc><image:caption>The Journey</image:caption><image:title>The Journey</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/LOGOS/Logo_Elite%20Dealers.png</image:loc><image:caption>Logo_Elite Dealers</image:caption><image:title>Logo_Elite Dealers</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-what-if-your-champion-is-your-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:caption><image:title>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/AskAW.png</image:loc><image:caption>AskAW</image:caption><image:title>AskAW</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:caption><image:title>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/LOGOS/Logo_Marketing%20Unlocked.png</image:loc><image:caption>Logo_Marketing Unlocked</image:caption><image:title>Logo_Marketing Unlocked</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/TMES-Main-Logo.png</image:loc><image:caption>TMES-Main-Logo</image:caption><image:title>TMES-Main-Logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/maxresdefault.webp</image:loc><image:caption>maxresdefault</image:caption><image:title>maxresdefault</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/LOGOS/Logo_MEDMEN.png</image:loc><image:caption>Logo_MEDMEN</image:caption><image:title>Logo_MEDMEN</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/AWJ.png</image:loc><image:caption>AWJ</image:caption><image:title>AWJ</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/programs/meddpicc-masterclass</loc><video:video><video:thumbnail_loc>https://meddicc.com/hubfs/enb_vito_masterclassV2_trailer_final_jd.mp4/medium.jpg</video:thumbnail_loc><video:title>enb_vito_masterclassV2_trailer_final_jd</video:title><video:description>enb_vito_masterclassV2_trailer_final_jd</video:description><video:content_loc>https://meddicc.com/hubfs/enb_vito_masterclassV2_trailer_final_jd.mp4</video:content_loc><video:duration>67</video:duration><video:requires_subscription>no</video:requires_subscription><video:live>no</video:live></video:video><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/background.png</image:loc><image:caption>background</image:caption><image:title>background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-faq-question-icon-5.png</image:loc><image:caption>meddicc-faq-question-icon-5</image:caption><image:title>meddicc-faq-question-icon-5</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/programs-masterclass-certified.svg</image:loc><image:caption>programs-masterclass-certified</image:caption><image:title>programs-masterclass-certified</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-faq-question-icon-7.svg</image:loc><image:caption>meddicc-faq-question-icon-7</image:caption><image:title>meddicc-faq-question-icon-7</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-faq-question-icon-1.png</image:loc><image:caption>meddicc-faq-question-icon-1</image:caption><image:title>meddicc-faq-question-icon-1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-faq-question-icon-8.svg</image:loc><image:caption>meddicc-faq-question-icon-8</image:caption><image:title>meddicc-faq-question-icon-8</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sara.jpeg</image:loc><image:caption>sara</image:caption><image:title>sara</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-faq-question-icon-3.png</image:loc><image:caption>meddicc-faq-question-icon-3</image:caption><image:title>meddicc-faq-question-icon-3</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/up-next-meddicc-value.svg</image:loc><image:caption>up-next-meddicc-value</image:caption><image:title>up-next-meddicc-value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/programs-masterclass-win-common-language.svg</image:loc><image:caption>programs-masterclass-win-common-language</image:caption><image:title>programs-masterclass-win-common-language</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-pattern-pricing-background.png</image:loc><image:caption>blue-pattern-pricing-background</image:caption><image:title>blue-pattern-pricing-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/programs-masterclass-learn-from-people.svg</image:loc><image:caption>programs-masterclass-learn-from-people</image:caption><image:title>programs-masterclass-learn-from-people</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/dylan.jpeg</image:loc><image:caption>dylan</image:caption><image:title>dylan</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-faq-question-icon-4.png</image:loc><image:caption>meddicc-faq-question-icon-4</image:caption><image:title>meddicc-faq-question-icon-4</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/navy-gradient-masterclass-background.png</image:loc><image:caption>navy-gradient-masterclass-background</image:caption><image:title>navy-gradient-masterclass-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-faq-question-icon-2.png</image:loc><image:caption>meddicc-faq-question-icon-2</image:caption><image:title>meddicc-faq-question-icon-2</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/anthony-winborne-headshot.png</image:loc><image:caption>anthony-winborne-headshot</image:caption><image:title>anthony-winborne-headshot</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/masterclass-thumbnail.png</image:loc><image:caption>masterclass-thumbnail</image:caption><image:title>masterclass-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-faq-question-icon-6.png</image:loc><image:caption>meddicc-faq-question-icon-6</image:caption><image:title>meddicc-faq-question-icon-6</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/resources/meddicc-launches-new-learning-management-system</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-gradient-newsletter-cta-background.png</image:loc><image:caption>blue-gradient-newsletter-cta-background</image:caption><image:title>blue-gradient-newsletter-cta-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-thumbnail.png</image:loc><image:caption>ai-sales-qualification-tools-thumbnail</image:caption><image:title>ai-sales-qualification-tools-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-launches-t5-its-flagship-sales-leadership-thumbnail.jpg</image:loc><image:caption>MEDDICC launches T5, its flagship sales-leadership program</image:caption><image:title>meddicc-launches-t5-its-flagship-sales-leadership-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/mos-1.png</image:loc><image:caption>mos-1</image:caption><image:title>mos-1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-feature-image.png</image:loc><image:caption>ai-sales-qualification-tools-feature-image</image:caption><image:title>ai-sales-qualification-tools-feature-image</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blog_post_banner.png</image:loc><image:caption>blog_post_banner</image:caption><image:title>blog_post_banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/robin.png</image:loc><image:caption>robin</image:caption><image:title>robin</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/spin-selling-vs-meddpicc-meddicc-thumbnail.png</image:loc><image:caption>spin-selling-vs-meddpicc-meddicc-thumbnail</image:caption><image:title>spin-selling-vs-meddpicc-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><lastmod>2026-11-06</lastmod></url><url><loc>https://meddicc.com/use-case/forecast-accuracy</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/cloudflare-logo.png</image:loc><image:caption>cloudflare-logo</image:caption><image:title>cloudflare-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/digitaled-logo.png</image:loc><image:caption>digitaled-logo</image:caption><image:title>digitaled-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/mike-blackburn-headshot.png</image:loc><image:caption>mike-blackburn-headshot</image:caption><image:title>mike-blackburn-headshot</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/background.png</image:loc><image:caption>background</image:caption><image:title>background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/teamtailor-logo-2.png</image:loc><image:caption>teamtailor-logo-2</image:caption><image:title>teamtailor-logo-2</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/factorial-logo.png</image:loc><image:caption>factorial-logo</image:caption><image:title>factorial-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/Products%20(1).webp</image:loc><image:caption>Products (1)</image:caption><image:title>Products (1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/cognism-logo.png</image:loc><image:caption>cognism-logo</image:caption><image:title>cognism-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/oyster-logo.png</image:loc><image:caption>oyster-logo</image:caption><image:title>oyster-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/background%20(6)%20(1).png</image:loc><image:caption>background (6) (1)</image:caption><image:title>background (6) (1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/up_next_time_to_attainment%20(1)%20(1).webp</image:loc><image:caption>up_next_time_to_attainment (1) (1)</image:caption><image:title>up_next_time_to_attainment (1) (1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-pattern-pricing-background.png</image:loc><image:caption>blue-pattern-pricing-background</image:caption><image:title>blue-pattern-pricing-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/use_cases_forecast_plans_go_nowhere.svg</image:loc><image:caption>use_cases_forecast_plans_go_nowhere</image:caption><image:title>use_cases_forecast_plans_go_nowhere</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/microlise-logo.png</image:loc><image:caption>microlise-logo</image:caption><image:title>microlise-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/aws-logo.png</image:loc><image:caption>aws-logo</image:caption><image:title>aws-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/use_cases_forecast_persisting_issues.svg</image:loc><image:caption>use_cases_forecast_persisting_issues</image:caption><image:title>use_cases_forecast_persisting_issues</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/darktrace-logo.png</image:loc><image:caption>darktrace-logo</image:caption><image:title>darktrace-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/level-up-icon.svg</image:loc><image:caption>level-up-icon</image:caption><image:title>level-up-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/datatonic-logo.png</image:loc><image:caption>datatonic-logo</image:caption><image:title>datatonic-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/use_cases_forecast_stakeholders_lose_confidence.svg</image:loc><image:caption>use_cases_forecast_stakeholders_lose_confidence</image:caption><image:title>use_cases_forecast_stakeholders_lose_confidence</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/crowdstrike-logo.png</image:loc><image:caption>crowdstrike-logo</image:caption><image:title>crowdstrike-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/quote-icon.png</image:loc><image:caption>quote-icon</image:caption><image:title>quote-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/net-health-logo.png</image:loc><image:caption>net-health-logo</image:caption><image:title>net-health-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/learn-icon.svg</image:loc><image:caption>learn-icon</image:caption><image:title>learn-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/execute-icon.svg</image:loc><image:caption>execute-icon</image:caption><image:title>execute-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/teamviewer-logo.png</image:loc><image:caption>teamviewer-logo</image:caption><image:title>teamviewer-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/Programs-1.webp</image:loc><image:caption>Programs-1</image:caption><image:title>Programs-1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/Membership%20(1).webp</image:loc><image:caption>Membership (1)</image:caption><image:title>Membership (1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/zapier-logo.png</image:loc><image:caption>zapier-logo</image:caption><image:title>zapier-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/cision-logo.png</image:loc><image:caption>cision-logo</image:caption><image:title>cision-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast_accuracy_header_1_1_1x.webp</image:loc><image:caption>forecast_accuracy_header_1_1_1x</image:caption><image:title>forecast_accuracy_header_1_1_1x</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/resources/better-with-meddic</loc><image:image><image:loc>https://meddicc.com/hubfs/spin-selling-vs-meddpicc-meddicc-thumbnail.png</image:loc><image:caption>spin-selling-vs-meddpicc-meddicc-thumbnail</image:caption><image:title>spin-selling-vs-meddpicc-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-feature-image.png</image:loc><image:caption>ai-sales-qualification-tools-feature-image</image:caption><image:title>ai-sales-qualification-tools-feature-image</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-thumbnail.png</image:loc><image:caption>ai-sales-qualification-tools-thumbnail</image:caption><image:title>ai-sales-qualification-tools-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-gradient-newsletter-cta-background.png</image:loc><image:caption>blue-gradient-newsletter-cta-background</image:caption><image:title>blue-gradient-newsletter-cta-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/better-with-meddic-thumbnail.png</image:loc><image:caption>better-with-meddic-thumbnail</image:caption><image:title>better-with-meddic-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blog_post_banner.png</image:loc><image:caption>blog_post_banner</image:caption><image:title>blog_post_banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/pim-roelofsen-headshot-arch.png</image:loc><image:caption>pim-roelofsen-headshot-arch</image:caption><image:title>pim-roelofsen-headshot-arch</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-launches-t5-its-flagship-sales-leadership-thumbnail.jpg</image:loc><image:caption>MEDDICC launches T5, its flagship sales-leadership program</image:caption><image:title>meddicc-launches-t5-its-flagship-sales-leadership-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><lastmod>2026-11-06</lastmod></url><url><loc>https://meddicc.com/meddicc-media/ask-andy-whyte-what-to-ask-a-cro-on-a-cold-call</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-related-bg.webp</image:loc><image:caption>podcast-related-bg</image:caption><image:title>podcast-related-bg</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/vectors/MD_Avatar.svg</image:loc><image:caption>MD_Avatar</image:caption><image:title>MD_Avatar</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:caption><image:title>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/andy-whyte-headshot.png</image:loc><image:caption>andy-whyte-headshot</image:caption><image:title>andy-whyte-headshot</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-post-banner.webp</image:loc><image:caption>podcast-post-banner</image:caption><image:title>podcast-post-banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-form.webp</image:loc><image:caption>podcast-sidebar-form</image:caption><image:title>podcast-sidebar-form</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-what-if-your-champion-is-your-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:caption><image:title>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-what-to-ask-a-cro-on-a-cold-call-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-what-to-ask-a-cro-on-a-cold-call-thumbnail</image:caption><image:title>ask-andy-whyte-what-to-ask-a-cro-on-a-cold-call-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:caption><image:title>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-about.webp</image:loc><image:caption>podcast-sidebar-about</image:caption><image:title>podcast-sidebar-about</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/old-meddicc-media</loc><lastmod>2026-05-27</lastmod></url><url><loc>https://meddicc.com/meddicc-media/medmen-five-things-not-to-do-with-the-economic-buyer</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-form.webp</image:loc><image:caption>podcast-sidebar-form</image:caption><image:title>podcast-sidebar-form</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/pim.png</image:loc><image:caption>pim</image:caption><image:title>pim</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:caption><image:title>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:caption><image:title>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-about.webp</image:loc><image:caption>podcast-sidebar-about</image:caption><image:title>podcast-sidebar-about</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-related-bg.webp</image:loc><image:caption>podcast-related-bg</image:caption><image:title>podcast-related-bg</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/vectors/MD_Avatar.svg</image:loc><image:caption>MD_Avatar</image:caption><image:title>MD_Avatar</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/andy-whyte-headshot.png</image:loc><image:caption>andy-whyte-headshot</image:caption><image:title>andy-whyte-headshot</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-post-banner.webp</image:loc><image:caption>podcast-post-banner</image:caption><image:title>podcast-post-banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-what-if-your-champion-is-your-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:caption><image:title>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/medmen-five-things-not-to-do-with-the-economic-buyer-thumbnail.png</image:loc><image:caption>medmen-five-things-not-to-do-with-the-economic-buyer-thumbnail</image:caption><image:title>medmen-five-things-not-to-do-with-the-economic-buyer-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/products/winni-ai</loc><video:video><video:thumbnail_loc>https://meddicc.com/hubfs/Winni_New_Trailer_Landscape_v3_BY_FINAL.mp4/medium.jpg</video:thumbnail_loc><video:title>Winni_New_Trailer_Landscape_v3_BY_FINAL</video:title><video:description>Winni_New_Trailer_Landscape_v3_BY_FINAL</video:description><video:content_loc>https://meddicc.com/hubfs/Winni_New_Trailer_Landscape_v3_BY_FINAL.mp4</video:content_loc><video:duration>63</video:duration><video:requires_subscription>no</video:requires_subscription><video:live>no</video:live></video:video><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-faq-question-icon-4.png</image:loc><image:caption>meddicc-faq-question-icon-4</image:caption><image:title>meddicc-faq-question-icon-4</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/Hero%20banner%20background%20(1).webp</image:loc><image:caption>Hero banner background (1)</image:caption><image:title>Hero banner background (1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/products-winni-know-your-next-steps.svg</image:loc><image:caption>products-winni-know-your-next-steps</image:caption><image:title>products-winni-know-your-next-steps</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/form_content_banner.webp</image:loc><image:caption>form_content_banner</image:caption><image:title>form_content_banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-faq-question-icon-1.png</image:loc><image:caption>meddicc-faq-question-icon-1</image:caption><image:title>meddicc-faq-question-icon-1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/products-product-deals-purpose-built-meddicc-platform-2.svg</image:loc><image:caption>products-product-deals-purpose-built-meddicc-platform-2</image:caption><image:title>products-product-deals-purpose-built-meddicc-platform-2</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/winni-ai-gif-2-embedded-into-mos.gif</image:loc><image:caption>winni-ai-gif-2-embedded-into-mos</image:caption><image:title>winni-ai-gif-2-embedded-into-mos</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/cta-banner-2.png</image:loc><image:caption>cta-banner-2</image:caption><image:title>cta-banner-2</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/products-winni-enablement-that-meets-you.svg</image:loc><image:caption>products-winni-enablement-that-meets-you</image:caption><image:title>products-winni-enablement-that-meets-you</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/winni-ai-gif-1-ask-and-winni-answers.gif</image:loc><image:caption>winni-ai-gif-1-ask-and-winni-answers</image:caption><image:title>winni-ai-gif-1-ask-and-winni-answers</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/call-recorder.svg</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-faq-question-icon-3.png</image:loc><image:caption>meddicc-faq-question-icon-3</image:caption><image:title>meddicc-faq-question-icon-3</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/winni-ai-gif-3-smarter-with-every.gif</image:loc><image:caption>winni-ai-gif-3-smarter-with-every</image:caption><image:title>winni-ai-gif-3-smarter-with-every</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-faq-question-icon-5.png</image:loc><image:caption>meddicc-faq-question-icon-5</image:caption><image:title>meddicc-faq-question-icon-5</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/up-next-deals.png</image:loc><image:caption>up-next-deals</image:caption><image:title>up-next-deals</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/products-deals-all-programs-in-one-plce-2.svg</image:loc><image:caption>products-deals-all-programs-in-one-plce-2</image:caption><image:title>products-deals-all-programs-in-one-plce-2</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/products-winni-every-rep-coach.svg</image:loc><image:caption>products-winni-every-rep-coach</image:caption><image:title>products-winni-every-rep-coach</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-faq-question-icon-2.png</image:loc><image:caption>meddicc-faq-question-icon-2</image:caption><image:title>meddicc-faq-question-icon-2</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/winni-ai-for-real-time.png</image:loc><image:caption>winni-ai-for-real-time</image:caption><image:title>winni-ai-for-real-time</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/resources/why-people-love-meddic</loc><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blog_post_banner.png</image:loc><image:caption>blog_post_banner</image:caption><image:title>blog_post_banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-gradient-newsletter-cta-background.png</image:loc><image:caption>blue-gradient-newsletter-cta-background</image:caption><image:title>blue-gradient-newsletter-cta-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-launches-t5-its-flagship-sales-leadership-thumbnail.jpg</image:loc><image:caption>MEDDICC launches T5, its flagship sales-leadership program</image:caption><image:title>meddicc-launches-t5-its-flagship-sales-leadership-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-feature-image.png</image:loc><image:caption>ai-sales-qualification-tools-feature-image</image:caption><image:title>ai-sales-qualification-tools-feature-image</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/why-people-love-meddic-thumbnail.png</image:loc><image:caption>why-people-love-meddic-thumbnail</image:caption><image:title>why-people-love-meddic-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/spin-selling-vs-meddpicc-meddicc-thumbnail.png</image:loc><image:caption>spin-selling-vs-meddpicc-meddicc-thumbnail</image:caption><image:title>spin-selling-vs-meddpicc-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/vectors/MD_Avatar.svg</image:loc><image:caption>MD_Avatar</image:caption><image:title>MD_Avatar</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-thumbnail.png</image:loc><image:caption>ai-sales-qualification-tools-thumbnail</image:caption><image:title>ai-sales-qualification-tools-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><lastmod>2026-11-06</lastmod></url><url><loc>https://meddicc.com/who-we-help/venture-capital</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/Membership.png</image:loc><image:caption>Membership</image:caption><image:title>Membership</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/background%20(10)%20(1).png</image:loc><image:caption>background (10) (1)</image:caption><image:title>background (10) (1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/datatonic-logo.png</image:loc><image:caption>datatonic-logo</image:caption><image:title>datatonic-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/use_cases_time_to_attainment_credibility_takes_hit.svg</image:loc><image:caption>use_cases_time_to_attainment_credibility_takes_hit</image:caption><image:title>use_cases_time_to_attainment_credibility_takes_hit</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/who_we_help_profiles_jz_venture_capitalist_champion.png</image:loc><image:caption>who_we_help_profiles_jz_venture_capitalist_champion</image:caption><image:title>who_we_help_profiles_jz_venture_capitalist_champion</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/company_icon_32x32_sb_final.svg</image:loc><image:caption>company_icon_32x32_sb_final</image:caption><image:title>company_icon_32x32_sb_final</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/light-blue-card-background.png</image:loc><image:caption>light-blue-card-background</image:caption><image:title>light-blue-card-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/digitaled-logo.png</image:loc><image:caption>digitaled-logo</image:caption><image:title>digitaled-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/cognism-logo.png</image:loc><image:caption>cognism-logo</image:caption><image:title>cognism-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/zapier-logo.png</image:loc><image:caption>zapier-logo</image:caption><image:title>zapier-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/light-blue-gradient-section-background.png</image:loc><image:caption>light-blue-gradient-section-background</image:caption><image:title>light-blue-gradient-section-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddpicc_icon_32x32_sb_final.svg</image:loc><image:caption>meddpicc_icon_32x32_sb_final</image:caption><image:title>meddpicc_icon_32x32_sb_final</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/teamtailor-logo-2.png</image:loc><image:caption>teamtailor-logo-2</image:caption><image:title>teamtailor-logo-2</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/Products.png</image:loc><image:caption>Products</image:caption><image:title>Products</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/background%20(6)%20(1).png</image:loc><image:caption>background (6) (1)</image:caption><image:title>background (6) (1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/jt-keating-headshot.jpg</image:loc><image:caption>jt-keating-headshot</image:caption><image:title>jt-keating-headshot</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/winni_ai-1.svg</image:loc><image:caption>winni_ai-1</image:caption><image:title>winni_ai-1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-pattern-pricing-background.png</image:loc><image:caption>blue-pattern-pricing-background</image:caption><image:title>blue-pattern-pricing-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/cision-logo.png</image:loc><image:caption>cision-logo</image:caption><image:title>cision-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/darktrace-logo.png</image:loc><image:caption>darktrace-logo</image:caption><image:title>darktrace-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/who_we_help_sales_leaders_slow_ramp_times-1.svg</image:loc><image:caption>who_we_help_sales_leaders_slow_ramp_times-1</image:caption><image:title>who_we_help_sales_leaders_slow_ramp_times-1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/oyster-logo.png</image:loc><image:caption>oyster-logo</image:caption><image:title>oyster-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/jt-keating-testimonial.webp</image:loc><image:caption>jt-keating-testimonial</image:caption><image:title>jt-keating-testimonial</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/kristen-ardon-headshot-bw.jpg</image:loc><image:caption>kristen-ardon-headshot-bw</image:caption><image:title>kristen-ardon-headshot-bw</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/Light%20Background.webp</image:loc><image:caption>Light Background</image:caption><image:title>Light Background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/blueprint-1.svg</image:loc><image:caption>blueprint-1</image:caption><image:title>blueprint-1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/net-health-logo.png</image:loc><image:caption>net-health-logo</image:caption><image:title>net-health-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sam-jeremiah-headshot.jpg</image:loc><image:caption>sam-jeremiah-headshot</image:caption><image:title>sam-jeremiah-headshot</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc_operating_system-1.svg</image:loc><image:caption>meddicc_operating_system-1</image:caption><image:title>meddicc_operating_system-1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/crowdstrike-logo.png</image:loc><image:caption>crowdstrike-logo</image:caption><image:title>crowdstrike-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/leadership_enablement_program-1.svg</image:loc><image:caption>leadership_enablement_program-1</image:caption><image:title>leadership_enablement_program-1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/who_we_help_vc_inconsistent_GTM_execution.svg</image:loc><image:caption>who_we_help_vc_inconsistent_GTM_execution</image:caption><image:title>who_we_help_vc_inconsistent_GTM_execution</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/microlise-logo.png</image:loc><image:caption>microlise-logo</image:caption><image:title>microlise-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/cloudflare-logo.png</image:loc><image:caption>cloudflare-logo</image:caption><image:title>cloudflare-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/aws-logo.png</image:loc><image:caption>aws-logo</image:caption><image:title>aws-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/masterclass_program-1.svg</image:loc><image:caption>masterclass_program-1</image:caption><image:title>masterclass_program-1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/value-pyramid-video-thumbnail.png</image:loc><image:caption>value-pyramid-video-thumbnail</image:caption><image:title>value-pyramid-video-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/milestone_icon_32x32_sb_final.svg</image:loc><image:caption>milestone_icon_32x32_sb_final</image:caption><image:title>milestone_icon_32x32_sb_final</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/factorial-logo.png</image:loc><image:caption>factorial-logo</image:caption><image:title>factorial-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/teamviewer-logo.png</image:loc><image:caption>teamviewer-logo</image:caption><image:title>teamviewer-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/knowledge/frequently-asked-questions-about-billing-and-other-finance-related-topics</loc><lastmod>2026-08-12</lastmod></url><url><loc>https://meddicc.com/what-is-meddpicc/champion</loc><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue%201%20(7).png</image:loc><image:caption>MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue 1 (7)</image:caption><image:title>MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue 1 (7)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Element%20Pages_Graphics_2025/Element%20Pages_Body_2025/Element%20Pages_Body_2025_Champions/element_page_ch_contact.png</image:loc><image:caption>element_page_ch_contact</image:caption><image:title>element_page_ch_contact</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/Frame%205185%20(2).png</image:loc><image:caption>Frame 5185 (2)</image:caption><image:title>Frame 5185 (2)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue%201%20(5).png</image:loc><image:caption>MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue 1 (5)</image:caption><image:title>MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue 1 (5)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Three%20Champion%20Traits%20Icons/traits_of_champion_selling_internally_icon_512%20%C3%97%20512_sb_final.png</image:loc><image:caption>traits_of_champion_selling_internally_icon_512 × 512_sb_final</image:caption><image:title>traits_of_champion_selling_internally_icon_512 × 512_sb_final</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue%201.png</image:loc><image:caption>MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue 1</image:caption><image:title>MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/medmen-s3-ep5-5-signs-you-dont-have-a-champion-thumbnail.png</image:loc><image:caption>medmen-s3-ep5-5-signs-you-dont-have-a-champion-thumbnail</image:caption><image:title>medmen-s3-ep5-5-signs-you-dont-have-a-champion-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Element%20Pages_Graphics_2025/Element%20Pages_Body_2025/Element%20Pages_Body_2025_Champions/element_page_ch_building_trust.png</image:loc><image:caption>element_page_ch_building_trust</image:caption><image:title>element_page_ch_building_trust</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Element%20Pages_Graphics_2025/Element%20Pages_Body_2025/Element%20Pages_Body_2025_Champions/element_page_ch_building_champion.png</image:loc><image:caption>element_page_ch_building_champion</image:caption><image:title>element_page_ch_building_champion</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-gradient-banner-background.png</image:loc><image:caption>blue-gradient-banner-background</image:caption><image:title>blue-gradient-banner-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/medmen-ep18-thumbnail.jpg</image:loc><image:caption>medmen-ep18-thumbnail</image:caption><image:title>medmen-ep18-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue%201%20(1).png</image:loc><image:caption>MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue 1 (1)</image:caption><image:title>MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue 1 (1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Three%20Champion%20Traits%20Icons/traits_of_champion_vested_interest_icon_512%20%C3%97%20512_sb_final.png</image:loc><image:caption>traits_of_champion_vested_interest_icon_512 × 512_sb_final</image:caption><image:title>traits_of_champion_vested_interest_icon_512 × 512_sb_final</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue%201%20(4).png</image:loc><image:caption>MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue 1 (4)</image:caption><image:title>MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue 1 (4)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue%201%20(12).png</image:loc><image:caption>MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue 1 (12)</image:caption><image:title>MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue 1 (12)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-pattern-pricing-background.png</image:loc><image:caption>blue-pattern-pricing-background</image:caption><image:title>blue-pattern-pricing-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/champion_element_header_graphic_ew%201.svg</image:loc><image:caption>champion_element_header_graphic_ew 1</image:caption><image:title>champion_element_header_graphic_ew 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/light-blue-gradient-section-background.png</image:loc><image:caption>light-blue-gradient-section-background</image:caption><image:title>light-blue-gradient-section-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue%201%20(2).png</image:loc><image:caption>MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue 1 (2)</image:caption><image:title>MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue 1 (2)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Three%20Champion%20Traits%20Icons/traits_of_champion_power_and_influence_icon_512%20%C3%97%20512_sb_final.png</image:loc><image:caption>traits_of_champion_power_and_influence_icon_512 × 512_sb_final</image:caption><image:title>traits_of_champion_power_and_influence_icon_512 × 512_sb_final</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue%201%20(11).png</image:loc><image:caption>MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue 1 (11)</image:caption><image:title>MC-MEDDPICC-Final_MC-Metrics-Cornflower-blue 1 (11)</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/meddicc-media/masters-of-meddicc-s1-ep16-marina-ayton</loc><image:image><image:loc>https://meddicc.com/hubfs/website/images/vectors/MD_Avatar.svg</image:loc><image:caption>MD_Avatar</image:caption><image:title>MD_Avatar</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/masters-of-meddicc-s1-ep16-marina-ayton-thumbnail.jpg</image:loc><image:caption>masters-of-meddicc-s1-ep16-marina-ayton-thumbnail</image:caption><image:title>masters-of-meddicc-s1-ep16-marina-ayton-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-post-banner.webp</image:loc><image:caption>podcast-post-banner</image:caption><image:title>podcast-post-banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:caption><image:title>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/andy-whyte-headshot.png</image:loc><image:caption>andy-whyte-headshot</image:caption><image:title>andy-whyte-headshot</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/marina.png</image:loc><image:caption>marina</image:caption><image:title>marina</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-what-if-your-champion-is-your-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:caption><image:title>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-about.webp</image:loc><image:caption>podcast-sidebar-about</image:caption><image:title>podcast-sidebar-about</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-form.webp</image:loc><image:caption>podcast-sidebar-form</image:caption><image:title>podcast-sidebar-form</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:caption><image:title>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-related-bg.webp</image:loc><image:caption>podcast-related-bg</image:caption><image:title>podcast-related-bg</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/membership-reimbursement-lp</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/cognism-logo.png</image:loc><image:caption>cognism-logo</image:caption><image:title>cognism-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/aws-logo.png</image:loc><image:caption>aws-logo</image:caption><image:title>aws-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-pattern-pricing-background.png</image:loc><image:caption>blue-pattern-pricing-background</image:caption><image:title>blue-pattern-pricing-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/feature-icons/winni-ai-call-recorder.png</image:loc><image:caption>winni-ai-call-recorder</image:caption><image:title>winni-ai-call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/oyster-logo.png</image:loc><image:caption>oyster-logo</image:caption><image:title>oyster-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/cision-logo.png</image:loc><image:caption>cision-logo</image:caption><image:title>cision-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/crowdstrike-logo.svg</image:loc><image:caption>crowdstrike-logo</image:caption><image:title>crowdstrike-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/zapier-logo.svg</image:loc><image:caption>zapier-logo</image:caption><image:title>zapier-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-faq-question-icon-1.png</image:loc><image:caption>meddicc-faq-question-icon-1</image:caption><image:title>meddicc-faq-question-icon-1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/plus%20(2).png</image:loc><image:caption>plus (2)</image:caption><image:title>plus (2)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/stefi-pirvu-headshot.png</image:loc><image:caption>stefi-pirvu-headshot</image:caption><image:title>stefi-pirvu-headshot</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/form-bg-image.webp</image:loc><image:caption>form-bg-image</image:caption><image:title>form-bg-image</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/graduation-cap-icon.svg</image:loc><image:caption>graduation-cap-icon</image:caption><image:title>graduation-cap-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/minus-dark.png</image:loc><image:caption>minus-dark</image:caption><image:title>minus-dark</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Meddic_Logo_2025/meddicc-core-white-logo.svg</image:loc><image:caption>meddicc-core-white-logo</image:caption><image:title>meddicc-core-white-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/Frame%204888.webp</image:loc><image:caption>Frame 4888</image:caption><image:title>Frame 4888</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/on-demand-meddicc-programs-meddicc-individual-membership.svg</image:loc><image:caption>on-demand-meddicc-programs-meddicc-individual-membership</image:caption><image:title>on-demand-meddicc-programs-meddicc-individual-membership</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-faq-question-icon-4.png</image:loc><image:caption>meddicc-faq-question-icon-4</image:caption><image:title>meddicc-faq-question-icon-4</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/Testimonials_bg.jpeg</image:loc><image:caption>Testimonials_bg</image:caption><image:title>Testimonials_bg</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/Hero%20banner%20background%20(1).webp</image:loc><image:caption>Hero banner background (1)</image:caption><image:title>Hero banner background (1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/monika-antolini-headshot.png</image:loc><image:caption>monika-antolini-headshot</image:caption><image:title>monika-antolini-headshot</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/darktrace-logo.png</image:loc><image:caption>darktrace-logo</image:caption><image:title>darktrace-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/jose-gutierrez-headshot.png</image:loc><image:caption>jose-gutierrez-headshot</image:caption><image:title>jose-gutierrez-headshot</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/factorial-logo.svg</image:loc><image:caption>factorial-logo</image:caption><image:title>factorial-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-faq-question-icon-5.png</image:loc><image:caption>meddicc-faq-question-icon-5</image:caption><image:title>meddicc-faq-question-icon-5</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/products-product-deals-purpose-built-meddicc-platform.svg</image:loc><image:caption>products-product-deals-purpose-built-meddicc-platform</image:caption><image:title>products-product-deals-purpose-built-meddicc-platform</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/digitaled-logo.png</image:loc><image:caption>digitaled-logo</image:caption><image:title>digitaled-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/cloudflare-logo.png</image:loc><image:caption>cloudflare-logo</image:caption><image:title>cloudflare-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/teamtailor-logo-2.png</image:loc><image:caption>teamtailor-logo-2</image:caption><image:title>teamtailor-logo-2</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/teamviewer-logo.svg</image:loc><image:caption>teamviewer-logo</image:caption><image:title>teamviewer-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/datatonic-logo.svg</image:loc><image:caption>datatonic-logo</image:caption><image:title>datatonic-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-faq-question-icon-2.png</image:loc><image:caption>meddicc-faq-question-icon-2</image:caption><image:title>meddicc-faq-question-icon-2</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/MEDDICC%20%20Email%20Images/logo_img.png</image:loc><image:caption>logo_img</image:caption><image:title>logo_img</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/net-health-logo.png</image:loc><image:caption>net-health-logo</image:caption><image:title>net-health-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/microlise-logo.svg</image:loc><image:caption>microlise-logo</image:caption><image:title>microlise-logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-faq-question-icon-3.png</image:loc><image:caption>meddicc-faq-question-icon-3</image:caption><image:title>meddicc-faq-question-icon-3</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/products-deals-all-programs-in-one-plce-2.svg</image:loc><image:caption>products-deals-all-programs-in-one-plce-2</image:caption><image:title>products-deals-all-programs-in-one-plce-2</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/resources/ai-sales-tools</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-thumbnail.png</image:loc><image:caption>ai-sales-qualification-tools-thumbnail</image:caption><image:title>ai-sales-qualification-tools-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/spin-selling-vs-meddpicc-meddicc-thumbnail.png</image:loc><image:caption>spin-selling-vs-meddpicc-meddicc-thumbnail</image:caption><image:title>spin-selling-vs-meddpicc-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-feature-image.png</image:loc><image:caption>ai-sales-qualification-tools-feature-image</image:caption><image:title>ai-sales-qualification-tools-feature-image</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-gradient-newsletter-cta-background.png</image:loc><image:caption>blue-gradient-newsletter-cta-background</image:caption><image:title>blue-gradient-newsletter-cta-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-launches-t5-its-flagship-sales-leadership-thumbnail.jpg</image:loc><image:caption>MEDDICC launches T5, its flagship sales-leadership program</image:caption><image:title>meddicc-launches-t5-its-flagship-sales-leadership-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/robin.png</image:loc><image:caption>robin</image:caption><image:title>robin</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blog_post_banner.png</image:loc><image:caption>blog_post_banner</image:caption><image:title>blog_post_banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><lastmod>2026-10-15</lastmod></url><url><loc>https://meddicc.com/meddicc-media/medmen-your-sko-sucks-heres-how-to-make-it-great</loc><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/medmen-your-sko-sucks-heres-how-to-make-it-great-thumbnail.jpg</image:loc><image:caption>medmen-your-sko-sucks-heres-how-to-make-it-great-thumbnail</image:caption><image:title>medmen-your-sko-sucks-heres-how-to-make-it-great-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:caption><image:title>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-related-bg.webp</image:loc><image:caption>podcast-related-bg</image:caption><image:title>podcast-related-bg</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/pim.png</image:loc><image:caption>pim</image:caption><image:title>pim</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-post-banner.webp</image:loc><image:caption>podcast-post-banner</image:caption><image:title>podcast-post-banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-form.webp</image:loc><image:caption>podcast-sidebar-form</image:caption><image:title>podcast-sidebar-form</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:caption><image:title>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-about.webp</image:loc><image:caption>podcast-sidebar-about</image:caption><image:title>podcast-sidebar-about</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-what-if-your-champion-is-your-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:caption><image:title>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/andy-whyte-headshot.png</image:loc><image:caption>andy-whyte-headshot</image:caption><image:title>andy-whyte-headshot</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/vectors/MD_Avatar.svg</image:loc><image:caption>MD_Avatar</image:caption><image:title>MD_Avatar</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/terms-conditions-individual-user</loc><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-courses-leadership-and-enablement-icon.png</image:loc><image:caption>meddicc-courses-leadership-and-enablement-icon</image:caption><image:title>meddicc-courses-leadership-and-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-courses-value-pyramid-icon.png</image:loc><image:caption>meddicc-courses-value-pyramid-icon</image:caption><image:title>meddicc-courses-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White.jpg</image:loc><image:caption>27001_MONO_White</image:caption><image:title>27001_MONO_White</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-courses-meddicc-value-icon.png</image:loc><image:caption>meddicc-courses-meddicc-value-icon</image:caption><image:title>meddicc-courses-meddicc-value-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><lastmod>2026-08-14</lastmod></url><url><loc>https://meddicc.com/knowledge/finance-faq-for-individuals</loc><lastmod>2026-08-12</lastmod></url><url><loc>https://meddicc.com/meddicc-media/medmen-sales-metrics-you-cant-afford-to-ignore-and-how-to-get-them</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-related-bg.webp</image:loc><image:caption>podcast-related-bg</image:caption><image:title>podcast-related-bg</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:caption><image:title>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/andy-whyte-headshot.png</image:loc><image:caption>andy-whyte-headshot</image:caption><image:title>andy-whyte-headshot</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/medmen-sales-metrics-you-cant-afford-to-ignore-and-how-thumbnail.jpg</image:loc><image:caption>medmen-sales-metrics-you-cant-afford-to-ignore-and-how-thumbnail</image:caption><image:title>medmen-sales-metrics-you-cant-afford-to-ignore-and-how-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:caption><image:title>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-post-banner.webp</image:loc><image:caption>podcast-post-banner</image:caption><image:title>podcast-post-banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/pim.png</image:loc><image:caption>pim</image:caption><image:title>pim</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-form.webp</image:loc><image:caption>podcast-sidebar-form</image:caption><image:title>podcast-sidebar-form</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-about.webp</image:loc><image:caption>podcast-sidebar-about</image:caption><image:title>podcast-sidebar-about</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-what-if-your-champion-is-your-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:caption><image:title>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/vectors/MD_Avatar.svg</image:loc><image:caption>MD_Avatar</image:caption><image:title>MD_Avatar</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/meddicc-media/elite-dealers-s1-ep8-adam-clarke</loc><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:caption><image:title>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-what-if-your-champion-is-your-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:caption><image:title>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/elite-dealers-s1-ep8-adam-clarke-thumbnail.png</image:loc><image:caption>elite-dealers-s1-ep8-adam-clarke-thumbnail</image:caption><image:title>elite-dealers-s1-ep8-adam-clarke-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-related-bg.webp</image:loc><image:caption>podcast-related-bg</image:caption><image:title>podcast-related-bg</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/vectors/MD_Avatar.svg</image:loc><image:caption>MD_Avatar</image:caption><image:title>MD_Avatar</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:caption><image:title>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/pim.png</image:loc><image:caption>pim</image:caption><image:title>pim</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-about.webp</image:loc><image:caption>podcast-sidebar-about</image:caption><image:title>podcast-sidebar-about</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-form.webp</image:loc><image:caption>podcast-sidebar-form</image:caption><image:title>podcast-sidebar-form</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ADAM%20CLARKE.svg</image:loc><image:caption>ADAM CLARKE</image:caption><image:title>ADAM CLARKE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-post-banner.webp</image:loc><image:caption>podcast-post-banner</image:caption><image:title>podcast-post-banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/meddicc-media/masters-of-meddicc-s1-ep10-caroline-fanczia</loc><image:image><image:loc>https://meddicc.com/hubfs/masters-of-meddicc-s1-ep10-caroline-fanczia-thumbnail.jpg</image:loc><image:caption>masters-of-meddicc-s1-ep10-caroline-fanczia-thumbnail</image:caption><image:title>masters-of-meddicc-s1-ep10-caroline-fanczia-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/caroline-removebg-preview.png</image:loc><image:caption>caroline-removebg-preview</image:caption><image:title>caroline-removebg-preview</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-what-if-your-champion-is-your-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:caption><image:title>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/andy-whyte-headshot.png</image:loc><image:caption>andy-whyte-headshot</image:caption><image:title>andy-whyte-headshot</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-post-banner.webp</image:loc><image:caption>podcast-post-banner</image:caption><image:title>podcast-post-banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-about.webp</image:loc><image:caption>podcast-sidebar-about</image:caption><image:title>podcast-sidebar-about</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-form.webp</image:loc><image:caption>podcast-sidebar-form</image:caption><image:title>podcast-sidebar-form</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:caption><image:title>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:caption><image:title>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/vectors/MD_Avatar.svg</image:loc><image:caption>MD_Avatar</image:caption><image:title>MD_Avatar</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-related-bg.webp</image:loc><image:caption>podcast-related-bg</image:caption><image:title>podcast-related-bg</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/resources/why-meddpicc-is-perfect-for-channel</loc><image:image><image:loc>https://meddicc.com/hubfs/why-meddpicc-is-perfect-for-channel-thumbnail.png</image:loc><image:caption>why-meddpicc-is-perfect-for-channel-thumbnail</image:caption><image:title>why-meddpicc-is-perfect-for-channel-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-feature-image.png</image:loc><image:caption>ai-sales-qualification-tools-feature-image</image:caption><image:title>ai-sales-qualification-tools-feature-image</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blog_post_banner.png</image:loc><image:caption>blog_post_banner</image:caption><image:title>blog_post_banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-gradient-newsletter-cta-background.png</image:loc><image:caption>blue-gradient-newsletter-cta-background</image:caption><image:title>blue-gradient-newsletter-cta-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/spin-selling-vs-meddpicc-meddicc-thumbnail.png</image:loc><image:caption>spin-selling-vs-meddpicc-meddicc-thumbnail</image:caption><image:title>spin-selling-vs-meddpicc-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/andy.png</image:loc><image:caption>andy</image:caption><image:title>andy</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-launches-t5-its-flagship-sales-leadership-thumbnail.jpg</image:loc><image:caption>MEDDICC launches T5, its flagship sales-leadership program</image:caption><image:title>meddicc-launches-t5-its-flagship-sales-leadership-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-thumbnail.png</image:loc><image:caption>ai-sales-qualification-tools-thumbnail</image:caption><image:title>ai-sales-qualification-tools-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><lastmod>2026-11-06</lastmod></url><url><loc>https://meddicc.com/faqs</loc><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-courses-value-pyramid-icon.png</image:loc><image:caption>meddicc-courses-value-pyramid-icon</image:caption><image:title>meddicc-courses-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-courses-leadership-and-enablement-icon.png</image:loc><image:caption>meddicc-courses-leadership-and-enablement-icon</image:caption><image:title>meddicc-courses-leadership-and-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-courses-meddicc-value-icon.png</image:loc><image:caption>meddicc-courses-meddicc-value-icon</image:caption><image:title>meddicc-courses-meddicc-value-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White.jpg</image:loc><image:caption>27001_MONO_White</image:caption><image:title>27001_MONO_White</image:title></image:image><lastmod>2026-10-14</lastmod></url><url><loc>https://meddicc.com/products/calls</loc><video:video><video:thumbnail_loc>https://meddicc.com/hubfs/MKTG_Video_Trailer_Call%20Recorder_Horizontal_edit_v6_by.mp4/medium.jpg</video:thumbnail_loc><video:title>MKTG_Video_Trailer_Call Recorder_Horizontal_edit_v6_by</video:title><video:description>MKTG_Video_Trailer_Call Recorder_Horizontal_edit_v6_by</video:description><video:content_loc>https://meddicc.com/hubfs/MKTG_Video_Trailer_Call%20Recorder_Horizontal_edit_v6_by.mp4</video:content_loc><video:duration>57</video:duration><video:requires_subscription>no</video:requires_subscription><video:live>no</video:live></video:video><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/call-recorder-thumbnail.jpg</image:loc><image:caption>call-recorder-thumbnail</image:caption><image:title>call-recorder-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-faq-question-icon-5.png</image:loc><image:caption>meddicc-faq-question-icon-5</image:caption><image:title>meddicc-faq-question-icon-5</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-faq-question-icon-3.png</image:loc><image:caption>meddicc-faq-question-icon-3</image:caption><image:title>meddicc-faq-question-icon-3</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-faq-question-icon-1.png</image:loc><image:caption>meddicc-faq-question-icon-1</image:caption><image:title>meddicc-faq-question-icon-1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/calls-gif-1-intelligence-at-the-read.gif</image:loc><image:caption>calls-gif-1-intelligence-at-the-read</image:caption><image:title>calls-gif-1-intelligence-at-the-read</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/up-next-winni-ai-2.png</image:loc><image:caption>up-next-winni-ai-2</image:caption><image:title>up-next-winni-ai-2</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/products-calls-stop-relying-on-memory.svg</image:loc><image:caption>products-calls-stop-relying-on-memory</image:caption><image:title>products-calls-stop-relying-on-memory</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-faq-question-icon-6.png</image:loc><image:caption>meddicc-faq-question-icon-6</image:caption><image:title>meddicc-faq-question-icon-6</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/form_content_banner.webp</image:loc><image:caption>form_content_banner</image:caption><image:title>form_content_banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/calls-gif-3-turn-calls-into-learning-moments.gif</image:loc><image:caption>calls-gif-3-turn-calls-into-learning-moments</image:caption><image:title>calls-gif-3-turn-calls-into-learning-moments</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-faq-question-icon-2.png</image:loc><image:caption>meddicc-faq-question-icon-2</image:caption><image:title>meddicc-faq-question-icon-2</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-faq-question-icon-4.png</image:loc><image:caption>meddicc-faq-question-icon-4</image:caption><image:title>meddicc-faq-question-icon-4</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/products-calls-turn-conversations-into-next-steps.svg</image:loc><image:caption>products-calls-turn-conversations-into-next-steps</image:caption><image:title>products-calls-turn-conversations-into-next-steps</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/cta-banner-2.png</image:loc><image:caption>cta-banner-2</image:caption><image:title>cta-banner-2</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/products-calls-reinforce-meddpicc.svg</image:loc><image:caption>products-calls-reinforce-meddpicc</image:caption><image:title>products-calls-reinforce-meddpicc</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/calls-gif-4-automatic-capture-no-manual-tagging.gif</image:loc><image:caption>calls-gif-4-automatic-capture-no-manual-tagging</image:caption><image:title>calls-gif-4-automatic-capture-no-manual-tagging</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/products-product-deals-purpose-built-meddicc-platform.svg</image:loc><image:caption>products-product-deals-purpose-built-meddicc-platform</image:caption><image:title>products-product-deals-purpose-built-meddicc-platform</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/products-deals-all-programs-in-one-plce.svg</image:loc><image:caption>products-deals-all-programs-in-one-plce</image:caption><image:title>products-deals-all-programs-in-one-plce</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/calls-gif-2-guidance-at-your-fingertips.gif</image:loc><image:caption>calls-gif-2-guidance-at-your-fingertips</image:caption><image:title>calls-gif-2-guidance-at-your-fingertips</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/Hero%20banner%20background%20(1).webp</image:loc><image:caption>Hero banner background (1)</image:caption><image:title>Hero banner background (1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/products-product-deals.svg</image:loc><image:caption>products-product-deals</image:caption><image:title>products-product-deals</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/resources/how-your-organization-can-maximize-meddpicc-potential</loc><image:image><image:loc>https://meddicc.com/hubfs/website/images/vectors/MD_Avatar.svg</image:loc><image:caption>MD_Avatar</image:caption><image:title>MD_Avatar</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/how-your-organization-can-maximize-meddpicc-potential-thumbnail.png</image:loc><image:caption>how-your-organization-can-maximize-meddpicc-potential-thumbnail</image:caption><image:title>how-your-organization-can-maximize-meddpicc-potential-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-thumbnail.png</image:loc><image:caption>ai-sales-qualification-tools-thumbnail</image:caption><image:title>ai-sales-qualification-tools-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/in_blog_graphics_how_your_organization_can_maximize_meddicc_potential-03%20(1)%20(1).png</image:loc><image:caption>in_blog_graphics_how_your_organization_can_maximize_meddicc_potential-03 (1) (1)</image:caption><image:title>in_blog_graphics_how_your_organization_can_maximize_meddicc_potential-03 (1) (1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-launches-t5-its-flagship-sales-leadership-thumbnail.jpg</image:loc><image:caption>MEDDICC launches T5, its flagship sales-leadership program</image:caption><image:title>meddicc-launches-t5-its-flagship-sales-leadership-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-feature-image.png</image:loc><image:caption>ai-sales-qualification-tools-feature-image</image:caption><image:title>ai-sales-qualification-tools-feature-image</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-gradient-newsletter-cta-background.png</image:loc><image:caption>blue-gradient-newsletter-cta-background</image:caption><image:title>blue-gradient-newsletter-cta-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blog_post_banner.png</image:loc><image:caption>blog_post_banner</image:caption><image:title>blog_post_banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/spin-selling-vs-meddpicc-meddicc-thumbnail.png</image:loc><image:caption>spin-selling-vs-meddpicc-meddicc-thumbnail</image:caption><image:title>spin-selling-vs-meddpicc-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><lastmod>2026-11-06</lastmod></url><url><loc>https://meddicc.com/meddicc-media/masters-of-meddicc-s1-ep6-thibaut-ceyrolle</loc><image:image><image:loc>https://meddicc.com/hubfs/website/images/vectors/MD_Avatar.svg</image:loc><image:caption>MD_Avatar</image:caption><image:title>MD_Avatar</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-form.webp</image:loc><image:caption>podcast-sidebar-form</image:caption><image:title>podcast-sidebar-form</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/andy-whyte-headshot.png</image:loc><image:caption>andy-whyte-headshot</image:caption><image:title>andy-whyte-headshot</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:caption><image:title>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-related-bg.webp</image:loc><image:caption>podcast-related-bg</image:caption><image:title>podcast-related-bg</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-about.webp</image:loc><image:caption>podcast-sidebar-about</image:caption><image:title>podcast-sidebar-about</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/thibaut-ceyrolle-masters-of-meddicc.png</image:loc><image:caption>thibaut-ceyrolle-masters-of-meddicc</image:caption><image:title>thibaut-ceyrolle-masters-of-meddicc</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/masters-of-meddicc-s1-ep6-thibaut-ceyrolle-thumbnail.jpg</image:loc><image:caption>masters-of-meddicc-s1-ep6-thibaut-ceyrolle-thumbnail</image:caption><image:title>masters-of-meddicc-s1-ep6-thibaut-ceyrolle-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:caption><image:title>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-post-banner.webp</image:loc><image:caption>podcast-post-banner</image:caption><image:title>podcast-post-banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-what-if-your-champion-is-your-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:caption><image:title>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/products/meddicc-database</loc><video:video><video:thumbnail_loc>https://meddicc.com/hubfs/ML_VP_Promo%20Video_Post-Production_edit_v4.1_BY.mp4/medium.jpg</video:thumbnail_loc><video:title>ML_VP_Promo Video_Post-Production_edit_v4.1_BY</video:title><video:description>ML_VP_Promo Video_Post-Production_edit_v4.1_BY</video:description><video:content_loc>https://meddicc.com/hubfs/ML_VP_Promo%20Video_Post-Production_edit_v4.1_BY.mp4</video:content_loc><video:duration>70</video:duration><video:requires_subscription>no</video:requires_subscription><video:live>no</video:live></video:video><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/Hero%20banner%20background%20(1).webp</image:loc><image:caption>Hero banner background (1)</image:caption><image:title>Hero banner background (1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/pricing-icons/individual-masterclass.png</image:loc><image:caption>individual-masterclass</image:caption><image:title>individual-masterclass</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-faq-question-icon-1.png</image:loc><image:caption>meddicc-faq-question-icon-1</image:caption><image:title>meddicc-faq-question-icon-1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/mdb-gif-1-contribute-what-youre-learning-about-customers.gif</image:loc><image:caption>mdb-gif-1-contribute-what-youre-learning-about-customers</image:caption><image:title>mdb-gif-1-contribute-what-youre-learning-about-customers</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/surface-coaching-gaps-before-they-hurt-mdb-icon.png</image:loc><image:caption>surface-coaching-gaps-before-they-hurt-mdb-icon</image:caption><image:title>surface-coaching-gaps-before-they-hurt-mdb-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-faq-question-icon-3.png</image:loc><image:caption>meddicc-faq-question-icon-3</image:caption><image:title>meddicc-faq-question-icon-3</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/mdb-gif-2-structures-contributions-into-common-themes.gif</image:loc><image:caption>mdb-gif-2-structures-contributions-into-common-themes</image:caption><image:title>mdb-gif-2-structures-contributions-into-common-themes</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/turn-deal-experience-into-intelligence-mdb-icon.png</image:loc><image:caption>turn-deal-experience-into-intelligence-mdb-icon</image:caption><image:title>turn-deal-experience-into-intelligence-mdb-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/products-product-deals-purpose-built-meddicc-platform.svg</image:loc><image:caption>products-product-deals-purpose-built-meddicc-platform</image:caption><image:title>products-product-deals-purpose-built-meddicc-platform</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/align-your-gtm-around-what-buyers-say-mdb-icon.png</image:loc><image:caption>align-your-gtm-around-what-buyers-say-mdb-icon</image:caption><image:title>align-your-gtm-around-what-buyers-say-mdb-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/up-next-deals.png</image:loc><image:caption>up-next-deals</image:caption><image:title>up-next-deals</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/cta-banner-2.png</image:loc><image:caption>cta-banner-2</image:caption><image:title>cta-banner-2</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-faq-question-icon-2.png</image:loc><image:caption>meddicc-faq-question-icon-2</image:caption><image:title>meddicc-faq-question-icon-2</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/mdb-webpage-header.png</image:loc><image:caption>mdb-webpage-header</image:caption><image:title>mdb-webpage-header</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/form_content_banner.webp</image:loc><image:caption>form_content_banner</image:caption><image:title>form_content_banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/video-hub.webp</image:loc><image:caption>video-hub</image:caption><image:title>video-hub</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/products-deals-all-programs-in-one-plce.svg</image:loc><image:caption>products-deals-all-programs-in-one-plce</image:caption><image:title>products-deals-all-programs-in-one-plce</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/meddicc-sub-processors</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-courses-leadership-and-enablement-icon.png</image:loc><image:caption>meddicc-courses-leadership-and-enablement-icon</image:caption><image:title>meddicc-courses-leadership-and-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-courses-value-pyramid-icon.png</image:loc><image:caption>meddicc-courses-value-pyramid-icon</image:caption><image:title>meddicc-courses-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-courses-meddicc-value-icon.png</image:loc><image:caption>meddicc-courses-meddicc-value-icon</image:caption><image:title>meddicc-courses-meddicc-value-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White.jpg</image:loc><image:caption>27001_MONO_White</image:caption><image:title>27001_MONO_White</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><lastmod>2026-10-01</lastmod></url><url><loc>https://meddicc.com/resources/meddicc-doubles-down-on-innovation-with-strategic-executive-hires</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-feature-image.png</image:loc><image:caption>ai-sales-qualification-tools-feature-image</image:caption><image:title>ai-sales-qualification-tools-feature-image</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blog_post_banner.png</image:loc><image:caption>blog_post_banner</image:caption><image:title>blog_post_banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-thumbnail.png</image:loc><image:caption>ai-sales-qualification-tools-thumbnail</image:caption><image:title>ai-sales-qualification-tools-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-launches-t5-its-flagship-sales-leadership-thumbnail.jpg</image:loc><image:caption>MEDDICC launches T5, its flagship sales-leadership program</image:caption><image:title>meddicc-launches-t5-its-flagship-sales-leadership-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/robin.png</image:loc><image:caption>robin</image:caption><image:title>robin</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-gradient-newsletter-cta-background.png</image:loc><image:caption>blue-gradient-newsletter-cta-background</image:caption><image:title>blue-gradient-newsletter-cta-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-doubles-down-on-innovation-with-strategic-thumbnail.png</image:loc><image:caption>meddicc-doubles-down-on-innovation-with-strategic-thumbnail</image:caption><image:title>meddicc-doubles-down-on-innovation-with-strategic-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/spin-selling-vs-meddpicc-meddicc-thumbnail.png</image:loc><image:caption>spin-selling-vs-meddpicc-meddicc-thumbnail</image:caption><image:title>spin-selling-vs-meddpicc-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/maturity-model</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-feature-image.png</image:loc><image:caption>ai-sales-qualification-tools-feature-image</image:caption><image:title>ai-sales-qualification-tools-feature-image</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-courses-leadership-and-enablement-icon.png</image:loc><image:caption>meddicc-courses-leadership-and-enablement-icon</image:caption><image:title>meddicc-courses-leadership-and-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Team%20Photos/mackenzie.png</image:loc><image:caption>mackenzie</image:caption><image:title>mackenzie</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-thumbnail.png</image:loc><image:caption>ai-sales-qualification-tools-thumbnail</image:caption><image:title>ai-sales-qualification-tools-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/robin.png</image:loc><image:caption>robin</image:caption><image:title>robin</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White.jpg</image:loc><image:caption>27001_MONO_White</image:caption><image:title>27001_MONO_White</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-courses-meddicc-value-icon.png</image:loc><image:caption>meddicc-courses-meddicc-value-icon</image:caption><image:title>meddicc-courses-meddicc-value-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/3_How_Mat_Mod_v1.png</image:loc><image:caption>3_How_Mat_Mod_v1</image:caption><image:title>3_How_Mat_Mod_v1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/4_Our_Approach_v1.png</image:loc><image:caption>4_Our_Approach_v1</image:caption><image:title>4_Our_Approach_v1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/2_Why_Mat_Mod_v1.png</image:loc><image:caption>2_Why_Mat_Mod_v1</image:caption><image:title>2_Why_Mat_Mod_v1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/spin-selling-vs-meddpicc-meddicc-thumbnail.png</image:loc><image:caption>spin-selling-vs-meddpicc-meddicc-thumbnail</image:caption><image:title>spin-selling-vs-meddpicc-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-launches-t5-its-flagship-sales-leadership-thumbnail.jpg</image:loc><image:caption>MEDDICC launches T5, its flagship sales-leadership program</image:caption><image:title>meddicc-launches-t5-its-flagship-sales-leadership-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/spiced-sales-methodology-vs-meddpicc-meddicc-thumbnail.png</image:loc><image:caption>spiced-sales-methodology-vs-meddpicc-meddicc-thumbnail</image:caption><image:title>spiced-sales-methodology-vs-meddpicc-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddic-software-apply-meddpicc-to-every-deal-meddicc-thumbnail.png</image:loc><image:caption>meddic-software-apply-meddpicc-to-every-deal-meddicc-thumbnail</image:caption><image:title>meddic-software-apply-meddpicc-to-every-deal-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/1_Header_v1%20(4)%20(1).png</image:loc><image:caption>1_Header_v1 (4) (1)</image:caption><image:title>1_Header_v1 (4) (1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-courses-value-pyramid-icon.png</image:loc><image:caption>meddicc-courses-value-pyramid-icon</image:caption><image:title>meddicc-courses-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><lastmod>2024-07-29</lastmod></url><url><loc>https://meddicc.com/knowledge/sending-an-mos-invite</loc><lastmod>2026-11-06</lastmod></url><url><loc>https://meddicc.com/resources/the-most-effective-sales-follow-up</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-thumbnail.png</image:loc><image:caption>ai-sales-qualification-tools-thumbnail</image:caption><image:title>ai-sales-qualification-tools-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/spin-selling-vs-meddpicc-meddicc-thumbnail.png</image:loc><image:caption>spin-selling-vs-meddpicc-meddicc-thumbnail</image:caption><image:title>spin-selling-vs-meddpicc-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-launches-t5-its-flagship-sales-leadership-thumbnail.jpg</image:loc><image:caption>MEDDICC launches T5, its flagship sales-leadership program</image:caption><image:title>meddicc-launches-t5-its-flagship-sales-leadership-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/the-most-effective-sales-follow-up-thumbnail.png</image:loc><image:caption>the-most-effective-sales-follow-up-thumbnail</image:caption><image:title>the-most-effective-sales-follow-up-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-gradient-newsletter-cta-background.png</image:loc><image:caption>blue-gradient-newsletter-cta-background</image:caption><image:title>blue-gradient-newsletter-cta-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blog_post_banner.png</image:loc><image:caption>blog_post_banner</image:caption><image:title>blog_post_banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-feature-image.png</image:loc><image:caption>ai-sales-qualification-tools-feature-image</image:caption><image:title>ai-sales-qualification-tools-feature-image</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/vectors/MD_Avatar.svg</image:loc><image:caption>MD_Avatar</image:caption><image:title>MD_Avatar</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><lastmod>2026-11-06</lastmod></url><url><loc>https://meddicc.com/meddicc-media/medmen-s2-ep4-open-source</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:caption><image:title>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:caption><image:title>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/vectors/MD_Avatar.svg</image:loc><image:caption>MD_Avatar</image:caption><image:title>MD_Avatar</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/pim.png</image:loc><image:caption>pim</image:caption><image:title>pim</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-what-if-your-champion-is-your-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:caption><image:title>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-about.webp</image:loc><image:caption>podcast-sidebar-about</image:caption><image:title>podcast-sidebar-about</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-related-bg.webp</image:loc><image:caption>podcast-related-bg</image:caption><image:title>podcast-related-bg</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-post-banner.webp</image:loc><image:caption>podcast-post-banner</image:caption><image:title>podcast-post-banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/medmen-s2-ep4-open-source-thumbnail.png</image:loc><image:caption>medmen-s2-ep4-open-source-thumbnail</image:caption><image:title>medmen-s2-ep4-open-source-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-form.webp</image:loc><image:caption>podcast-sidebar-form</image:caption><image:title>podcast-sidebar-form</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/andy-whyte-headshot.png</image:loc><image:caption>andy-whyte-headshot</image:caption><image:title>andy-whyte-headshot</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/knowledge/access-level-defined</loc><lastmod>2026-11-06</lastmod></url><url><loc>https://meddicc.com/resources/medmen-getting-out-of-the-stands-at-sko</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blog_post_banner.png</image:loc><image:caption>blog_post_banner</image:caption><image:title>blog_post_banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-gradient-newsletter-cta-background.png</image:loc><image:caption>blue-gradient-newsletter-cta-background</image:caption><image:title>blue-gradient-newsletter-cta-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/robin.png</image:loc><image:caption>robin</image:caption><image:title>robin</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-feature-image.png</image:loc><image:caption>ai-sales-qualification-tools-feature-image</image:caption><image:title>ai-sales-qualification-tools-feature-image</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/spin-selling-vs-meddpicc-meddicc-thumbnail.png</image:loc><image:caption>spin-selling-vs-meddpicc-meddicc-thumbnail</image:caption><image:title>spin-selling-vs-meddpicc-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/medmen%20(19).png</image:loc><image:caption>medmen (19)</image:caption><image:title>medmen (19)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-thumbnail.png</image:loc><image:caption>ai-sales-qualification-tools-thumbnail</image:caption><image:title>ai-sales-qualification-tools-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-launches-t5-its-flagship-sales-leadership-thumbnail.jpg</image:loc><image:caption>MEDDICC launches T5, its flagship sales-leadership program</image:caption><image:title>meddicc-launches-t5-its-flagship-sales-leadership-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><lastmod>2026-11-06</lastmod></url><url><loc>https://meddicc.com/products/deals</loc><video:video><video:thumbnail_loc>https://meddicc.com/hubfs/Opps_manager_trailer_v3%20-%20Logo%20Extro%20Iteration.mp4/medium.jpg</video:thumbnail_loc><video:title>Opps_manager_trailer_v3 - Logo Extro Iteration</video:title><video:description>Opps_manager_trailer_v3 - Logo Extro Iteration</video:description><video:content_loc>https://meddicc.com/hubfs/Opps_manager_trailer_v3%20-%20Logo%20Extro%20Iteration.mp4</video:content_loc><video:duration>42</video:duration><video:requires_subscription>no</video:requires_subscription><video:live>no</video:live></video:video><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-faq-question-icon-3.png</image:loc><image:caption>meddicc-faq-question-icon-3</image:caption><image:title>meddicc-faq-question-icon-3</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/cta-banner-2.png</image:loc><image:caption>cta-banner-2</image:caption><image:title>cta-banner-2</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/thumbnail-oppman.svg</image:loc><image:caption>thumbnail-oppman</image:caption><image:title>thumbnail-oppman</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-faq-question-icon-4.png</image:loc><image:caption>meddicc-faq-question-icon-4</image:caption><image:title>meddicc-faq-question-icon-4</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-faq-question-icon-7.svg</image:loc><image:caption>meddicc-faq-question-icon-7</image:caption><image:title>meddicc-faq-question-icon-7</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/products-product-deals-purpose-built-meddicc-platform.svg</image:loc><image:caption>products-product-deals-purpose-built-meddicc-platform</image:caption><image:title>products-product-deals-purpose-built-meddicc-platform</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/call-recorder.svg</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/deals-gif-3-let-winni-ai-guide-yo.gif</image:loc><image:caption>deals-gif-3-let-winni-ai-guide-yo</image:caption><image:title>deals-gif-3-let-winni-ai-guide-yo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/products-deals-qualify-and-progress-deals.svg</image:loc><image:caption>products-deals-qualify-and-progress-deals</image:caption><image:title>products-deals-qualify-and-progress-deals</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-faq-question-icon-5.png</image:loc><image:caption>meddicc-faq-question-icon-5</image:caption><image:title>meddicc-faq-question-icon-5</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-faq-question-icon-1.png</image:loc><image:caption>meddicc-faq-question-icon-1</image:caption><image:title>meddicc-faq-question-icon-1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-faq-question-icon-6.png</image:loc><image:caption>meddicc-faq-question-icon-6</image:caption><image:title>meddicc-faq-question-icon-6</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/products-deals-coach-with-real-deal-data.svg</image:loc><image:caption>products-deals-coach-with-real-deal-data</image:caption><image:title>products-deals-coach-with-real-deal-data</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-faq-question-icon-2.png</image:loc><image:caption>meddicc-faq-question-icon-2</image:caption><image:title>meddicc-faq-question-icon-2</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/products-deals-identify-risk-before-it-costs-you.svg</image:loc><image:caption>products-deals-identify-risk-before-it-costs-you</image:caption><image:title>products-deals-identify-risk-before-it-costs-you</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/products-deals-all-programs-in-one-plce.svg</image:loc><image:caption>products-deals-all-programs-in-one-plce</image:caption><image:title>products-deals-all-programs-in-one-plce</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/deals-gif-1-see-your-meddpicc-score.gif</image:loc><image:caption>deals-gif-1-see-your-meddpicc-score</image:caption><image:title>deals-gif-1-see-your-meddpicc-score</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/mktg-barnum-sync-webpage-tweaks-deals-by.gif</image:loc><image:caption>mktg-barnum-sync-webpage-tweaks-deals-by</image:caption><image:title>mktg-barnum-sync-webpage-tweaks-deals-by</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/form_content_banner.webp</image:loc><image:caption>form_content_banner</image:caption><image:title>form_content_banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/up-next-calls.png</image:loc><image:caption>up-next-calls</image:caption><image:title>up-next-calls</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/deals-gif-4-coach-and-inspect-with-confidence.gif</image:loc><image:caption>deals-gif-4-coach-and-inspect-with-confidence</image:caption><image:title>deals-gif-4-coach-and-inspect-with-confidence</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/deals-gif-2-apply-meddpicc-to-every-opportunity.gif</image:loc><image:caption>deals-gif-2-apply-meddpicc-to-every-opportunity</image:caption><image:title>deals-gif-2-apply-meddpicc-to-every-opportunity</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/Hero%20banner%20background%20(1).webp</image:loc><image:caption>Hero banner background (1)</image:caption><image:title>Hero banner background (1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/knowledge/mos-migration-faqs</loc><lastmod>2026-02-23</lastmod></url><url><loc>https://meddicc.com/meddicc-media/month-end-show-s1-ep7-january</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/LOGOS/Logo_Masters%20of%20MEDDICC.png</image:loc><image:caption>Logo_Masters of MEDDICC</image:caption><image:title>Logo_Masters of MEDDICC</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/AskAW.png</image:loc><image:caption>AskAW</image:caption><image:title>AskAW</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:caption><image:title>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/month-end-show-s1-ep7-january-thumbnail.jpg</image:loc><image:caption>month-end-show-s1-ep7-january-thumbnail</image:caption><image:title>month-end-show-s1-ep7-january-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/LOGOS/Logo_MEDMEN.png</image:loc><image:caption>Logo_MEDMEN</image:caption><image:title>Logo_MEDMEN</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/The%20Journey.png</image:loc><image:caption>The Journey</image:caption><image:title>The Journey</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/TMES-Main-Logo.png</image:loc><image:caption>TMES-Main-Logo</image:caption><image:title>TMES-Main-Logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/AWJ.png</image:loc><image:caption>AWJ</image:caption><image:title>AWJ</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/LOGOS/Logo_Elite%20Dealers.png</image:loc><image:caption>Logo_Elite Dealers</image:caption><image:title>Logo_Elite Dealers</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-what-if-your-champion-is-your-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:caption><image:title>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/mm_prtnr_-sttp_logo_horizontal_primary_1080%20%C3%97%20234_sb_final.png</image:loc><image:caption>mm_prtnr_-sttp_logo_horizontal_primary_1080 × 234_sb_final</image:caption><image:title>mm_prtnr_-sttp_logo_horizontal_primary_1080 × 234_sb_final</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:caption><image:title>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/LOGOS/Logo_Marketing%20Unlocked.png</image:loc><image:caption>Logo_Marketing Unlocked</image:caption><image:title>Logo_Marketing Unlocked</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/meddicc-media/ultimate-blooper-reel</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/LOGOS/Logo_Elite%20Dealers.png</image:loc><image:caption>Logo_Elite Dealers</image:caption><image:title>Logo_Elite Dealers</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/LOGOS/Logo_Masters%20of%20MEDDICC.png</image:loc><image:caption>Logo_Masters of MEDDICC</image:caption><image:title>Logo_Masters of MEDDICC</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/AskAW.png</image:loc><image:caption>AskAW</image:caption><image:title>AskAW</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/TMES-Main-Logo.png</image:loc><image:caption>TMES-Main-Logo</image:caption><image:title>TMES-Main-Logo</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/The%20Journey.png</image:loc><image:caption>The Journey</image:caption><image:title>The Journey</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/LOGOS/Logo_MEDMEN.png</image:loc><image:caption>Logo_MEDMEN</image:caption><image:title>Logo_MEDMEN</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:caption><image:title>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/LOGOS/Logo_Marketing%20Unlocked.png</image:loc><image:caption>Logo_Marketing Unlocked</image:caption><image:title>Logo_Marketing Unlocked</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-what-if-your-champion-is-your-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:caption><image:title>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ultimate-blooper-reel-thumbnail.png</image:loc><image:caption>ultimate-blooper-reel-thumbnail</image:caption><image:title>ultimate-blooper-reel-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:caption><image:title>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/AWJ.png</image:loc><image:caption>AWJ</image:caption><image:title>AWJ</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/mm_prtnr_-sttp_logo_horizontal_primary_1080%20%C3%97%20234_sb_final.png</image:loc><image:caption>mm_prtnr_-sttp_logo_horizontal_primary_1080 × 234_sb_final</image:caption><image:title>mm_prtnr_-sttp_logo_horizontal_primary_1080 × 234_sb_final</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/resources/medmen-meddic-coaching</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/robin.png</image:loc><image:caption>robin</image:caption><image:title>robin</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/spin-selling-vs-meddpicc-meddicc-thumbnail.png</image:loc><image:caption>spin-selling-vs-meddpicc-meddicc-thumbnail</image:caption><image:title>spin-selling-vs-meddpicc-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/medmen-meddic-coaching-thumbnail.png</image:loc><image:caption>medmen-meddic-coaching-thumbnail</image:caption><image:title>medmen-meddic-coaching-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-feature-image.png</image:loc><image:caption>ai-sales-qualification-tools-feature-image</image:caption><image:title>ai-sales-qualification-tools-feature-image</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-gradient-newsletter-cta-background.png</image:loc><image:caption>blue-gradient-newsletter-cta-background</image:caption><image:title>blue-gradient-newsletter-cta-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blog_post_banner.png</image:loc><image:caption>blog_post_banner</image:caption><image:title>blog_post_banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-launches-t5-its-flagship-sales-leadership-thumbnail.jpg</image:loc><image:caption>MEDDICC launches T5, its flagship sales-leadership program</image:caption><image:title>meddicc-launches-t5-its-flagship-sales-leadership-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-thumbnail.png</image:loc><image:caption>ai-sales-qualification-tools-thumbnail</image:caption><image:title>ai-sales-qualification-tools-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><lastmod>2026-11-06</lastmod></url><url><loc>https://meddicc.com/resources/use-meddicc-to-win-the-account-not-the-deal</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blog_post_banner.png</image:loc><image:caption>blog_post_banner</image:caption><image:title>blog_post_banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/use-meddicc-to-win-the-account-not-the-deal-thumbnail.png</image:loc><image:caption>use-meddicc-to-win-the-account-not-the-deal-thumbnail</image:caption><image:title>use-meddicc-to-win-the-account-not-the-deal-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/robin.png</image:loc><image:caption>robin</image:caption><image:title>robin</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-launches-t5-its-flagship-sales-leadership-thumbnail.jpg</image:loc><image:caption>MEDDICC launches T5, its flagship sales-leadership program</image:caption><image:title>meddicc-launches-t5-its-flagship-sales-leadership-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-thumbnail.png</image:loc><image:caption>ai-sales-qualification-tools-thumbnail</image:caption><image:title>ai-sales-qualification-tools-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/spin-selling-vs-meddpicc-meddicc-thumbnail.png</image:loc><image:caption>spin-selling-vs-meddpicc-meddicc-thumbnail</image:caption><image:title>spin-selling-vs-meddpicc-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-feature-image.png</image:loc><image:caption>ai-sales-qualification-tools-feature-image</image:caption><image:title>ai-sales-qualification-tools-feature-image</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-gradient-newsletter-cta-background.png</image:loc><image:caption>blue-gradient-newsletter-cta-background</image:caption><image:title>blue-gradient-newsletter-cta-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/resources/tips-for-your-job-interview-with-a-meddic-company</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/andy.png</image:loc><image:caption>andy</image:caption><image:title>andy</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-gradient-newsletter-cta-background.png</image:loc><image:caption>blue-gradient-newsletter-cta-background</image:caption><image:title>blue-gradient-newsletter-cta-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/tips-for-your-job-interview-with-a-meddic-company-thumbnail.png</image:loc><image:caption>tips-for-your-job-interview-with-a-meddic-company-thumbnail</image:caption><image:title>tips-for-your-job-interview-with-a-meddic-company-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blog_post_banner.png</image:loc><image:caption>blog_post_banner</image:caption><image:title>blog_post_banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-feature-image.png</image:loc><image:caption>ai-sales-qualification-tools-feature-image</image:caption><image:title>ai-sales-qualification-tools-feature-image</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-thumbnail.png</image:loc><image:caption>ai-sales-qualification-tools-thumbnail</image:caption><image:title>ai-sales-qualification-tools-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/spin-selling-vs-meddpicc-meddicc-thumbnail.png</image:loc><image:caption>spin-selling-vs-meddpicc-meddicc-thumbnail</image:caption><image:title>spin-selling-vs-meddpicc-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-launches-t5-its-flagship-sales-leadership-thumbnail.jpg</image:loc><image:caption>MEDDICC launches T5, its flagship sales-leadership program</image:caption><image:title>meddicc-launches-t5-its-flagship-sales-leadership-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><lastmod>2026-11-06</lastmod></url><url><loc>https://meddicc.com/resources/meddicc-playbook-for-marketers</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blog_post_banner.png</image:loc><image:caption>blog_post_banner</image:caption><image:title>blog_post_banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-thumbnail.png</image:loc><image:caption>ai-sales-qualification-tools-thumbnail</image:caption><image:title>ai-sales-qualification-tools-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-feature-image.png</image:loc><image:caption>ai-sales-qualification-tools-feature-image</image:caption><image:title>ai-sales-qualification-tools-feature-image</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/spin-selling-vs-meddpicc-meddicc-thumbnail.png</image:loc><image:caption>spin-selling-vs-meddpicc-meddicc-thumbnail</image:caption><image:title>spin-selling-vs-meddpicc-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-gradient-newsletter-cta-background.png</image:loc><image:caption>blue-gradient-newsletter-cta-background</image:caption><image:title>blue-gradient-newsletter-cta-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/robin.png</image:loc><image:caption>robin</image:caption><image:title>robin</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-playbook-for-marketers-thumbnail.png</image:loc><image:caption>meddicc-playbook-for-marketers-thumbnail</image:caption><image:title>meddicc-playbook-for-marketers-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-launches-t5-its-flagship-sales-leadership-thumbnail.jpg</image:loc><image:caption>MEDDICC launches T5, its flagship sales-leadership program</image:caption><image:title>meddicc-launches-t5-its-flagship-sales-leadership-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><lastmod>2026-05-26</lastmod></url><url><loc>https://meddicc.com/resources/maximize-your-sales-buyers-decision-process</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/spin-selling-vs-meddpicc-meddicc-thumbnail.png</image:loc><image:caption>spin-selling-vs-meddpicc-meddicc-thumbnail</image:caption><image:title>spin-selling-vs-meddpicc-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-launches-t5-its-flagship-sales-leadership-thumbnail.jpg</image:loc><image:caption>MEDDICC launches T5, its flagship sales-leadership program</image:caption><image:title>meddicc-launches-t5-its-flagship-sales-leadership-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blog_post_banner.png</image:loc><image:caption>blog_post_banner</image:caption><image:title>blog_post_banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-feature-image.png</image:loc><image:caption>ai-sales-qualification-tools-feature-image</image:caption><image:title>ai-sales-qualification-tools-feature-image</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-gradient-newsletter-cta-background.png</image:loc><image:caption>blue-gradient-newsletter-cta-background</image:caption><image:title>blue-gradient-newsletter-cta-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/article_buyer%20decision%20process_graphic_1200x625_jz_2.png</image:loc><image:caption>article_buyer decision process_graphic_1200x625_jz_2</image:caption><image:title>article_buyer decision process_graphic_1200x625_jz_2</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/vectors/MD_Avatar.svg</image:loc><image:caption>MD_Avatar</image:caption><image:title>MD_Avatar</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/article_buyer-decision-process_graphic_1200x625_jz_1.png</image:loc><image:caption>article_buyer-decision-process_graphic_1200x625_jz_1</image:caption><image:title>article_buyer-decision-process_graphic_1200x625_jz_1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-thumbnail.png</image:loc><image:caption>ai-sales-qualification-tools-thumbnail</image:caption><image:title>ai-sales-qualification-tools-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddpicc-customer-journey-webcard-1.jpg</image:loc><image:caption>meddpicc-customer-journey-webcard-1</image:caption><image:title>meddpicc-customer-journey-webcard-1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><lastmod>2026-11-06</lastmod></url><url><loc>https://meddicc.com/meddicc-media/masters-of-meddicc-s1-ep9-andy-sadler</loc><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-related-bg.webp</image:loc><image:caption>podcast-related-bg</image:caption><image:title>podcast-related-bg</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/vectors/MD_Avatar.svg</image:loc><image:caption>MD_Avatar</image:caption><image:title>MD_Avatar</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-about.webp</image:loc><image:caption>podcast-sidebar-about</image:caption><image:title>podcast-sidebar-about</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-post-banner.webp</image:loc><image:caption>podcast-post-banner</image:caption><image:title>podcast-post-banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/andy-sadler-masters-of-meddicc.png</image:loc><image:caption>andy-sadler-masters-of-meddicc</image:caption><image:title>andy-sadler-masters-of-meddicc</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/andy-whyte-headshot.png</image:loc><image:caption>andy-whyte-headshot</image:caption><image:title>andy-whyte-headshot</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:caption><image:title>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/masters-of-meddicc-s1-ep9-andy-sadler-thumbnail.jpg</image:loc><image:caption>masters-of-meddicc-s1-ep9-andy-sadler-thumbnail</image:caption><image:title>masters-of-meddicc-s1-ep9-andy-sadler-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-what-if-your-champion-is-your-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:caption><image:title>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-form.webp</image:loc><image:caption>podcast-sidebar-form</image:caption><image:title>podcast-sidebar-form</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:caption><image:title>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/resources/unlock-organizational-synergy-with-meddpicc</loc><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/caroline-removebg-preview.png</image:loc><image:caption>caroline-removebg-preview</image:caption><image:title>caroline-removebg-preview</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/unlock-organizational-synergy-with-meddpicc-thumbnail.png</image:loc><image:caption>unlock-organizational-synergy-with-meddpicc-thumbnail</image:caption><image:title>unlock-organizational-synergy-with-meddpicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-gradient-newsletter-cta-background.png</image:loc><image:caption>blue-gradient-newsletter-cta-background</image:caption><image:title>blue-gradient-newsletter-cta-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blog_post_banner.png</image:loc><image:caption>blog_post_banner</image:caption><image:title>blog_post_banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-feature-image.png</image:loc><image:caption>ai-sales-qualification-tools-feature-image</image:caption><image:title>ai-sales-qualification-tools-feature-image</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-launches-t5-its-flagship-sales-leadership-thumbnail.jpg</image:loc><image:caption>MEDDICC launches T5, its flagship sales-leadership program</image:caption><image:title>meddicc-launches-t5-its-flagship-sales-leadership-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-thumbnail.png</image:loc><image:caption>ai-sales-qualification-tools-thumbnail</image:caption><image:title>ai-sales-qualification-tools-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/spin-selling-vs-meddpicc-meddicc-thumbnail.png</image:loc><image:caption>spin-selling-vs-meddpicc-meddicc-thumbnail</image:caption><image:title>spin-selling-vs-meddpicc-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><lastmod>2026-11-06</lastmod></url><url><loc>https://meddicc.com/resources/unlock-sales-success-with-the-1-behind-principle-meddpicc</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/vectors/MD_Avatar.svg</image:loc><image:caption>MD_Avatar</image:caption><image:title>MD_Avatar</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blog_post_banner.png</image:loc><image:caption>blog_post_banner</image:caption><image:title>blog_post_banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-feature-image.png</image:loc><image:caption>ai-sales-qualification-tools-feature-image</image:caption><image:title>ai-sales-qualification-tools-feature-image</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-thumbnail.png</image:loc><image:caption>ai-sales-qualification-tools-thumbnail</image:caption><image:title>ai-sales-qualification-tools-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/unlock-sales-success-with-the-1-behind-principle-thumbnail.png</image:loc><image:caption>unlock-sales-success-with-the-1-behind-principle-thumbnail</image:caption><image:title>unlock-sales-success-with-the-1-behind-principle-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/spin-selling-vs-meddpicc-meddicc-thumbnail.png</image:loc><image:caption>spin-selling-vs-meddpicc-meddicc-thumbnail</image:caption><image:title>spin-selling-vs-meddpicc-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-launches-t5-its-flagship-sales-leadership-thumbnail.jpg</image:loc><image:caption>MEDDICC launches T5, its flagship sales-leadership program</image:caption><image:title>meddicc-launches-t5-its-flagship-sales-leadership-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-gradient-newsletter-cta-background.png</image:loc><image:caption>blue-gradient-newsletter-cta-background</image:caption><image:title>blue-gradient-newsletter-cta-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><lastmod>2026-11-06</lastmod></url><url><loc>https://meddicc.com/resources/medmenstop-putting-meddic-in-a-box</loc><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-gradient-newsletter-cta-background.png</image:loc><image:caption>blue-gradient-newsletter-cta-background</image:caption><image:title>blue-gradient-newsletter-cta-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blog_post_banner.png</image:loc><image:caption>blog_post_banner</image:caption><image:title>blog_post_banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/spin-selling-vs-meddpicc-meddicc-thumbnail.png</image:loc><image:caption>spin-selling-vs-meddpicc-meddicc-thumbnail</image:caption><image:title>spin-selling-vs-meddpicc-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-thumbnail.png</image:loc><image:caption>ai-sales-qualification-tools-thumbnail</image:caption><image:title>ai-sales-qualification-tools-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-feature-image.png</image:loc><image:caption>ai-sales-qualification-tools-feature-image</image:caption><image:title>ai-sales-qualification-tools-feature-image</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/medmenstop-putting-meddic-in-a-box-thumbnail.png</image:loc><image:caption>medmenstop-putting-meddic-in-a-box-thumbnail</image:caption><image:title>medmenstop-putting-meddic-in-a-box-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/robin.png</image:loc><image:caption>robin</image:caption><image:title>robin</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-launches-t5-its-flagship-sales-leadership-thumbnail.jpg</image:loc><image:caption>MEDDICC launches T5, its flagship sales-leadership program</image:caption><image:title>meddicc-launches-t5-its-flagship-sales-leadership-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><lastmod>2026-11-06</lastmod></url><url><loc>https://meddicc.com/meddicc-media/medmen-the-dirty-secret-every-saas-company-is-ignoring</loc><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-what-if-your-champion-is-your-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:caption><image:title>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-post-banner.webp</image:loc><image:caption>podcast-post-banner</image:caption><image:title>podcast-post-banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-related-bg.webp</image:loc><image:caption>podcast-related-bg</image:caption><image:title>podcast-related-bg</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/andy-whyte-headshot.png</image:loc><image:caption>andy-whyte-headshot</image:caption><image:title>andy-whyte-headshot</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/medmen-the-dirty-secret-every-saas-company-is-ignoring-thumbnail.png</image:loc><image:caption>medmen-the-dirty-secret-every-saas-company-is-ignoring-thumbnail</image:caption><image:title>medmen-the-dirty-secret-every-saas-company-is-ignoring-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:caption><image:title>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-form.webp</image:loc><image:caption>podcast-sidebar-form</image:caption><image:title>podcast-sidebar-form</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:caption><image:title>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/vectors/MD_Avatar.svg</image:loc><image:caption>MD_Avatar</image:caption><image:title>MD_Avatar</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-about.webp</image:loc><image:caption>podcast-sidebar-about</image:caption><image:title>podcast-sidebar-about</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/pim.png</image:loc><image:caption>pim</image:caption><image:title>pim</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/resources/empathy-in-sales</loc><image:image><image:loc>https://meddicc.com/hubfs/empathy-in-sales-thumbnail.png</image:loc><image:caption>empathy-in-sales-thumbnail</image:caption><image:title>empathy-in-sales-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-thumbnail.png</image:loc><image:caption>ai-sales-qualification-tools-thumbnail</image:caption><image:title>ai-sales-qualification-tools-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-feature-image.png</image:loc><image:caption>ai-sales-qualification-tools-feature-image</image:caption><image:title>ai-sales-qualification-tools-feature-image</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-gradient-newsletter-cta-background.png</image:loc><image:caption>blue-gradient-newsletter-cta-background</image:caption><image:title>blue-gradient-newsletter-cta-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blog_post_banner.png</image:loc><image:caption>blog_post_banner</image:caption><image:title>blog_post_banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-launches-t5-its-flagship-sales-leadership-thumbnail.jpg</image:loc><image:caption>MEDDICC launches T5, its flagship sales-leadership program</image:caption><image:title>meddicc-launches-t5-its-flagship-sales-leadership-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/vectors/MD_Avatar.svg</image:loc><image:caption>MD_Avatar</image:caption><image:title>MD_Avatar</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/spin-selling-vs-meddpicc-meddicc-thumbnail.png</image:loc><image:caption>spin-selling-vs-meddpicc-meddicc-thumbnail</image:caption><image:title>spin-selling-vs-meddpicc-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><lastmod>2026-11-06</lastmod></url><url><loc>https://meddicc.com/programs/partner-selling</loc><video:video><video:thumbnail_loc>https://meddicc.com/hubfs/enb_coselling_trailer_v6_16x9_jd.mp4/medium.jpg</video:thumbnail_loc><video:title>enb_coselling_trailer_v6_16x9_jd</video:title><video:description>enb_coselling_trailer_v6_16x9_jd</video:description><video:content_loc>https://meddicc.com/hubfs/enb_coselling_trailer_v6_16x9_jd.mp4</video:content_loc><video:duration>192</video:duration><video:requires_subscription>no</video:requires_subscription><video:live>no</video:live></video:video><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-faq-question-icon-1.png</image:loc><image:caption>meddicc-faq-question-icon-1</image:caption><image:title>meddicc-faq-question-icon-1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/programs-partner-navigate-cloud.svg</image:loc><image:caption>programs-partner-navigate-cloud</image:caption><image:title>programs-partner-navigate-cloud</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/programs-partner-repeatable-coselling-framework.svg</image:loc><image:caption>programs-partner-repeatable-coselling-framework</image:caption><image:title>programs-partner-repeatable-coselling-framework</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/user-profile-placeholder.svg</image:loc><image:caption>user-profile-placeholder</image:caption><image:title>user-profile-placeholder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/background.png</image:loc><image:caption>background</image:caption><image:title>background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-pattern-pricing-background.png</image:loc><image:caption>blue-pattern-pricing-background</image:caption><image:title>blue-pattern-pricing-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-faq-question-icon-2.png</image:loc><image:caption>meddicc-faq-question-icon-2</image:caption><image:title>meddicc-faq-question-icon-2</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-faq-question-icon-4.png</image:loc><image:caption>meddicc-faq-question-icon-4</image:caption><image:title>meddicc-faq-question-icon-4</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/navy-gradient-masterclass-background.png</image:loc><image:caption>navy-gradient-masterclass-background</image:caption><image:title>navy-gradient-masterclass-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/programs-partner-with-and-through-partners.svg</image:loc><image:caption>programs-partner-with-and-through-partners</image:caption><image:title>programs-partner-with-and-through-partners</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/up-next-t5-program.png</image:loc><image:caption>up-next-t5-program</image:caption><image:title>up-next-t5-program</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-faq-question-icon-3.png</image:loc><image:caption>meddicc-faq-question-icon-3</image:caption><image:title>meddicc-faq-question-icon-3</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/resources/meddicc-launches-winni-the-ai-deal-co-pilot</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-launches-winni-the-ai-deal-co-pilot-thumbnail.png</image:loc><image:caption>meddicc-launches-winni-the-ai-deal-co-pilot-thumbnail</image:caption><image:title>meddicc-launches-winni-the-ai-deal-co-pilot-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/robin.png</image:loc><image:caption>robin</image:caption><image:title>robin</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blog_post_banner.png</image:loc><image:caption>blog_post_banner</image:caption><image:title>blog_post_banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/spin-selling-vs-meddpicc-meddicc-thumbnail.png</image:loc><image:caption>spin-selling-vs-meddpicc-meddicc-thumbnail</image:caption><image:title>spin-selling-vs-meddpicc-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-thumbnail.png</image:loc><image:caption>ai-sales-qualification-tools-thumbnail</image:caption><image:title>ai-sales-qualification-tools-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-launches-t5-its-flagship-sales-leadership-thumbnail.jpg</image:loc><image:caption>MEDDICC launches T5, its flagship sales-leadership program</image:caption><image:title>meddicc-launches-t5-its-flagship-sales-leadership-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-feature-image.png</image:loc><image:caption>ai-sales-qualification-tools-feature-image</image:caption><image:title>ai-sales-qualification-tools-feature-image</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-gradient-newsletter-cta-background.png</image:loc><image:caption>blue-gradient-newsletter-cta-background</image:caption><image:title>blue-gradient-newsletter-cta-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><lastmod>2026-05-27</lastmod></url><url><loc>https://meddicc.com/resources/the-art-of-building-rapport-in-sales-unlocking-the-power-of-meddic</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-launches-t5-its-flagship-sales-leadership-thumbnail.jpg</image:loc><image:caption>MEDDICC launches T5, its flagship sales-leadership program</image:caption><image:title>meddicc-launches-t5-its-flagship-sales-leadership-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-feature-image.png</image:loc><image:caption>ai-sales-qualification-tools-feature-image</image:caption><image:title>ai-sales-qualification-tools-feature-image</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-gradient-newsletter-cta-background.png</image:loc><image:caption>blue-gradient-newsletter-cta-background</image:caption><image:title>blue-gradient-newsletter-cta-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-thumbnail.png</image:loc><image:caption>ai-sales-qualification-tools-thumbnail</image:caption><image:title>ai-sales-qualification-tools-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/the-art-of-building-rapport-in-sales-unlocking-the-thumbnail.png</image:loc><image:caption>the-art-of-building-rapport-in-sales-unlocking-the-thumbnail</image:caption><image:title>the-art-of-building-rapport-in-sales-unlocking-the-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/vectors/MD_Avatar.svg</image:loc><image:caption>MD_Avatar</image:caption><image:title>MD_Avatar</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/spin-selling-vs-meddpicc-meddicc-thumbnail.png</image:loc><image:caption>spin-selling-vs-meddpicc-meddicc-thumbnail</image:caption><image:title>spin-selling-vs-meddpicc-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blog_post_banner.png</image:loc><image:caption>blog_post_banner</image:caption><image:title>blog_post_banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><lastmod>2026-11-06</lastmod></url><url><loc>https://meddicc.com/resources/medmen-the-worst-take-on-meddic</loc><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/medmen-the-worst-take-on-meddic-thumbnail.png</image:loc><image:caption>medmen-the-worst-take-on-meddic-thumbnail</image:caption><image:title>medmen-the-worst-take-on-meddic-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blog_post_banner.png</image:loc><image:caption>blog_post_banner</image:caption><image:title>blog_post_banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/blue-gradient-newsletter-cta-background.png</image:loc><image:caption>blue-gradient-newsletter-cta-background</image:caption><image:title>blue-gradient-newsletter-cta-background</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/spin-selling-vs-meddpicc-meddicc-thumbnail.png</image:loc><image:caption>spin-selling-vs-meddpicc-meddicc-thumbnail</image:caption><image:title>spin-selling-vs-meddpicc-meddicc-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-feature-image.png</image:loc><image:caption>ai-sales-qualification-tools-feature-image</image:caption><image:title>ai-sales-qualification-tools-feature-image</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/robin.png</image:loc><image:caption>robin</image:caption><image:title>robin</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-launches-t5-its-flagship-sales-leadership-thumbnail.jpg</image:loc><image:caption>MEDDICC launches T5, its flagship sales-leadership program</image:caption><image:title>meddicc-launches-t5-its-flagship-sales-leadership-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ai-sales-qualification-tools-thumbnail.png</image:loc><image:caption>ai-sales-qualification-tools-thumbnail</image:caption><image:title>ai-sales-qualification-tools-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><lastmod>2026-11-06</lastmod></url><url><loc>https://meddicc.com/resources/how-to-build-a-winning-sales-culture-2-sales-mastery</loc><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Frame%20(1).svg</image:loc><image:caption>Frame (1)</image:caption><image:title>Frame (1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Frame%20(2).svg</image:loc><image:caption>Frame (2)</image:caption><image:title>Frame (2)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/how-to-build-a-winning-sales-culture-2-sales-mastery-thumbnail.png</image:loc><image:caption>how-to-build-a-winning-sales-culture-2-sales-mastery-thumbnail</image:caption><image:title>how-to-build-a-winning-sales-culture-2-sales-mastery-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/clock-icon-read-time.svg</image:loc><image:caption>clock-icon-read-time</image:caption><image:title>clock-icon-read-time</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/vectors/MD_Avatar.svg</image:loc><image:caption>MD_Avatar</image:caption><image:title>MD_Avatar</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/meddicc-media/medmen-s2-ep7-perfect-handover</loc><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/pim.png</image:loc><image:caption>pim</image:caption><image:title>pim</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:caption><image:title>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-what-if-your-champion-is-your-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:caption><image:title>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-form.webp</image:loc><image:caption>podcast-sidebar-form</image:caption><image:title>podcast-sidebar-form</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/medmen-s2-ep7-perfect-handover-thumbnail.jpg</image:loc><image:caption>medmen-s2-ep7-perfect-handover-thumbnail</image:caption><image:title>medmen-s2-ep7-perfect-handover-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/vectors/MD_Avatar.svg</image:loc><image:caption>MD_Avatar</image:caption><image:title>MD_Avatar</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:caption><image:title>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/andy-whyte-headshot.png</image:loc><image:caption>andy-whyte-headshot</image:caption><image:title>andy-whyte-headshot</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-about.webp</image:loc><image:caption>podcast-sidebar-about</image:caption><image:title>podcast-sidebar-about</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-post-banner.webp</image:loc><image:caption>podcast-post-banner</image:caption><image:title>podcast-post-banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-related-bg.webp</image:loc><image:caption>podcast-related-bg</image:caption><image:title>podcast-related-bg</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><lastmod>2026-11-09</lastmod></url><url><loc>https://meddicc.com/meddicc-media/medmen-s2-ep6-jessica-walker</loc><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:caption><image:title>ask-andy-whyte-why-we-lost-on-price-is-rarely-true-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Average%20Contract%20Value.png</image:loc><image:caption>Average Contract Value</image:caption><image:title>Average Contract Value</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/female-sales-leader-icon.png</image:loc><image:caption>female-sales-leader-icon</image:caption><image:title>female-sales-leader-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-playbook-icon.png</image:loc><image:caption>meddicc-playbook-icon</image:caption><image:title>meddicc-playbook-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Linney/mega-menu-icons/leadership-enablement-icon.png</image:loc><image:caption>leadership-enablement-icon</image:caption><image:title>leadership-enablement-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/upmarket-growth-icon.png</image:loc><image:caption>upmarket-growth-icon</image:caption><image:title>upmarket-growth-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-shorts-icon.png</image:loc><image:caption>meddicc-shorts-icon</image:caption><image:title>meddicc-shorts-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-blueprint-icon.svg</image:loc><image:caption>meddicc-blueprint-icon</image:caption><image:title>meddicc-blueprint-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Venture%20Capitalist%201.svg</image:loc><image:caption>Venture Capitalist 1</image:caption><image:title>Venture Capitalist 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/call-recorder.png</image:loc><image:caption>call-recorder</image:caption><image:title>call-recorder</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/andy-whyte-headshot.png</image:loc><image:caption>andy-whyte-headshot</image:caption><image:title>andy-whyte-headshot</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Decision%20Criteria%201.svg</image:loc><image:caption>Decision Criteria 1</image:caption><image:title>Decision Criteria 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deals-pipeline-scoring-icon.png</image:loc><image:caption>meddicc-deals-pipeline-scoring-icon</image:caption><image:title>meddicc-deals-pipeline-scoring-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/NAMIE.png</image:loc><image:caption>NAMIE</image:caption><image:title>NAMIE</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-value-program-icon.png</image:loc><image:caption>meddicc-value-program-icon</image:caption><image:title>meddicc-value-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Sales%20Leader%201.svg</image:loc><image:caption>Sales Leader 1</image:caption><image:title>Sales Leader 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/forecast-accuracy-icon.png</image:loc><image:caption>forecast-accuracy-icon</image:caption><image:title>forecast-accuracy-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/pim.png</image:loc><image:caption>pim</image:caption><image:title>pim</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-live-icon.png</image:loc><image:caption>meddicc-live-icon</image:caption><image:title>meddicc-live-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/27001_MONO_White-(1).png</image:loc><image:caption>27001_MONO_White-(1)</image:caption><image:title>27001_MONO_White-(1)</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-buyers-guide-icon.png</image:loc><image:caption>meddicc-buyers-guide-icon</image:caption><image:title>meddicc-buyers-guide-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-what-if-your-champion-is-your-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:caption><image:title>ask-andy-whyte-what-if-your-champion-is-your-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-about.webp</image:loc><image:caption>podcast-sidebar-about</image:caption><image:title>podcast-sidebar-about</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-post-banner.webp</image:loc><image:caption>podcast-post-banner</image:caption><image:title>podcast-post-banner</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Team%20Photos/jess.png</image:loc><image:caption>jess</image:caption><image:title>jess</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/individual-contributors-icon.png</image:loc><image:caption>individual-contributors-icon</image:caption><image:title>individual-contributors-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/medmen-s2-ep6-jessica-walker-thumbnail.jpg</image:loc><image:caption>medmen-s2-ep6-jessica-walker-thumbnail</image:caption><image:title>medmen-s2-ep6-jessica-walker-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/what-is-meddpicc-icon.png</image:loc><image:caption>what-is-meddpicc-icon</image:caption><image:title>what-is-meddpicc-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/time-to-attainment-icon.svg</image:loc><image:caption>time-to-attainment-icon</image:caption><image:title>time-to-attainment-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-deal-sheet-icon.png</image:loc><image:caption>meddicc-deal-sheet-icon</image:caption><image:title>meddicc-deal-sheet-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-individuals-icon.png</image:loc><image:caption>meddicc-membership-individuals-icon</image:caption><image:title>meddicc-membership-individuals-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-masterclass-icon.png</image:loc><image:caption>meddpicc-masterclass-icon</image:caption><image:title>meddpicc-masterclass-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-membership-teams-icon.png</image:loc><image:caption>meddicc-membership-teams-icon</image:caption><image:title>meddicc-membership-teams-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-partner-program-co-sell-icon.png</image:loc><image:caption>meddicc-partner-program-co-sell-icon</image:caption><image:title>meddicc-partner-program-co-sell-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-sso-integrations-icon.png</image:loc><image:caption>meddicc-sso-integrations-icon</image:caption><image:title>meddicc-sso-integrations-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail.jpg</image:loc><image:caption>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:caption><image:title>ask-andy-whyte-how-sdrs-become-aes-and-why-to-qualify-thumbnail</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-t5-program-icon.png</image:loc><image:caption>meddicc-t5-program-icon</image:caption><image:title>meddicc-t5-program-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Implicate%20the%20Pain%201.svg</image:loc><image:caption>Implicate the Pain 1</image:caption><image:title>Implicate the Pain 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-related-bg.webp</image:loc><image:caption>podcast-related-bg</image:caption><image:title>podcast-related-bg</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddicc-winni-ai-icon.png</image:loc><image:caption>meddicc-winni-ai-icon</image:caption><image:title>meddicc-winni-ai-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Metrics%201.svg</image:loc><image:caption>Metrics 1</image:caption><image:title>Metrics 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/podcast-sidebar-form.webp</image:loc><image:caption>podcast-sidebar-form</image:caption><image:title>podcast-sidebar-form</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/sales-rep-productivity-icon.png</image:loc><image:caption>sales-rep-productivity-icon</image:caption><image:title>sales-rep-productivity-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Economic%20Buyer%201.svg</image:loc><image:caption>Economic Buyer 1</image:caption><image:title>Economic Buyer 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Customer%20Stories.png</image:loc><image:caption>Customer Stories</image:caption><image:title>Customer Stories</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/Icons/meddicc-media-circle.svg</image:loc><image:caption>meddicc-media-circle</image:caption><image:title>meddicc-media-circle</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Champion%201.svg</image:loc><image:caption>Champion 1</image:caption><image:title>Champion 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Competition%201.svg</image:loc><image:caption>Competition 1</image:caption><image:title>Competition 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-value-pyramid-icon.png</image:loc><image:caption>meddicc-value-pyramid-icon</image:caption><image:title>meddicc-value-pyramid-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Keynotes%201.svg</image:loc><image:caption>Keynotes 1</image:caption><image:title>Keynotes 1</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/meddicc-book-icon.png</image:loc><image:caption>meddicc-book-icon</image:caption><image:title>meddicc-book-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/website/images/vectors/MD_Avatar.svg</image:loc><image:caption>MD_Avatar</image:caption><image:title>MD_Avatar</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/meddpicc-decision-process-icon.png</image:loc><image:caption>meddpicc-decision-process-icon</image:caption><image:title>meddpicc-decision-process-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/meddicc-2026/images/net-revenue-retention-icon.png</image:loc><image:caption>net-revenue-retention-icon</image:caption><image:title>net-revenue-retention-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc%202024/cover-your-expenses-icon.png</image:loc><image:caption>cover-your-expenses-icon</image:caption><image:title>cover-your-expenses-icon</image:title></image:image><image:image><image:loc>https://meddicc.com/hubfs/Meddicc-2023/Paper%20Process%201.svg</image:loc><image:caption>Paper Process 1</image:caption><image:title>Paper Process 1</image:title></image:image><lastmod>2026-11-09</lastmod></url></urlset>