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…