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…

MEDDICC and the Unicorns

Unlike perhaps any other type of sales framework or sales methodology, MEDDICC has been attributed to more Unicorn technology companies than any different sales methodology. I would go as far as saying that it will be scarce that you find an enterprise sales organization that, if valued at over a billion dollars, doesn’t have a…