MEDDICC versus Other Qualification Frameworks, like BANT

MEDDIC vs. BANT, CHAMP, GPCTBA/C&I, FAINT, and ANUM We established in this post that MEDDICC is a qualification framework and not a sales methodology, but, how does it compare against other qualification frameworks? The first thing to note is that MEDDICC is different from most qualification frameworks for one fundamental reason: MEDDICC sees the qualification…

C in MEDDICC for Compelling Event?

MEDDICC Champion, Competition, and Compelling Event? Today I heard someone state that the second C in MEDDICC stands for Compelling Event. That was a first for me, and a search on Google surfaces no results that would support this definition. However, I don’t necessarily disagree with it. I think a commonly missed element in enterprise…

MEDDPICC

MEDDPICC The most widely adopted variation of MEDDIC in enterprise technology today is MEDDPICC. MEDDPICC incorporates a P into the acronym. The P stands for Paper Process. The Paper Process are the steps or actions that lie in place ahead of contracts being agreed and signed. Generally, most of the Paper Process begins once the…

MEDDICC versus BANT

Something I have noticed that occurs frequently when MEDDICC is raised in discussions is that people relate it to BANT, which is another sales qualification framework based on an acronym of: B – Budget A – Authority N – Need T – Timing I have seen people highlight that because it is effectively seeking a…