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Forecast Accuracy

Ensuring Forecast Confidence

Deal slippage, forecast inaccuracies, and revenue uncertainty erode your credibility and profitability. Discover how MEDDICC can transform your GTM operations, turning chaos into accuracy and predictability.

Don’t wait, your competition aren’t. 

Chance of Deal Slippage

Feeling Good About This Quarter's Forecast?

Don’t worry - one of our customers didn’t for 4 consecutive quarters. 

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WITHOUT MEDDICC

Many organizations today face challenges like deal slippage, forecast inaccuracy and low sales velocity. As a Revenue Leader, you know the frustration of missed forecasts and the anxiety of numbers missed. 

Without clear and dependable revenue projections, planning becomes impossible. Your sales team struggles to hit targets, straining the entire organization. Over time, these issues erode trust and confidence with the rest of the business.

Identify the Pain: Navigating sales with deal slippage, forecast inaccuracies and uncertainty creates constant challenges. 

Indicate the Pain: These inaccuracies don’t just skew projections - they hurt profitability. Your sales team struggles to hit targets, straining the entire organization with unreliable revenue streams.

Implicate the Pain: Persisting issues erode trust. Senior stakeholders and the board lose confidence in your leadership. Your credibility suffers as you’re forced to make critical decisions with insufficient data, often operating in the dark.

Stakeholders experiencing Pain: 
Revenue Leaders, Sales Teams, GTM Leadership, Customers

Uncertain Revenue Projections

WITH MEDDICC

The key to reversing this situation is implementing MEDDPICC as a Common Lanague and aligning the full GTM team to the full customer lifecycle. 

Forecast accuracy improves, aligning your sales team’s efforts and eliminating revenue projection guesswork. With an accurate forecast and cohesive customer experience, you can trust the numbers and make strategic decisions. This leads to not just meeting targets but exceeding them. 

Your credibility is restored, boosting trust from the board and stakeholders. Your team thrives with clear goals and consistent success, positioning you to lead a winning organization with MEDDPICC as your guide.

Identify the Gain: Partnering with us to implement MEDDPICC aligns your sales teams boosting forecast accuracy.

Indicate the Gain: This accuracy leads to predictable revenue and reliable projections, allowing you to make informed strategic decisions.

Implicate the Gain: With these gains, you’re exceeding targets, regaining credibility, and earning trust from the board. Your team thrives with clear goals, and you confidently lead a winning organization.

Stakeholders experiencing Gain: 
Revenue Leaders, Sales Teams, GTM Leadership, Customers

MEDDPICC as Common Language

WHY MEDDICC

To achieve this, Revenue Leaders need to work with a partner that has proven ROI with engaging content that your team wants to learn from AND more importantly, come back to. Adopting MEDDPICC needs to be scalable and repeatable to unify a growing GTM team with a common language. 

At MEDDICC, we excel in this. Partner with us and join top-performing organizations that have transformed forecast uncertainty into forecast confidence with MEDDPICC.

Decision Criteria can be broken down into three categories.

ECONOMIC:
- Tangible ROI with measurable 

TECHNICAL:
- Scalability to grow with your business
- Engaging, high-quality content that your team is excited to learn from

RELATIONSHIP:
- A common language that aligns the entire GTM team

That's where MEDDICC comes in. Learn more on Decision Criteria here. 
Proven ROI
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Sales leaders and enablement teams - like you - partner with us to embed MEDDPICC and hit their numbers with confidence

steve-goldberg-image
“MEDDICC’s methodology is foundational to our implementation of MEDDPICC”

“MEDDPICC is central to our revenue processes and is deeply integrated into our DNA of how we go to market.

We invest in enabling our 1st line managers to ensure we manage through the process while continuing to enable our sellers on helping our customers align our value prop to their business outcomes.

MEDDICC’s methodology is foundational to our implementation of MEDDPICC. We couldn’t do this without them."

Steve Goldberg
Previously CRO | Salesloft
malvina
“Implementing MEDDPICC is shaping our organization's future success”

"We are empowering our team with a common language that will unite us and propel us towards our goals.

MEDDICC Membership ensures an exciting journey that has immediately made a positive impact and is paving the way for our future success. We are already experiencing improved communication, enhanced collaboration and increased efficiency.

Unlike other programs still stuck in outdated sales thinking, the team at MEDDICC are focused on equipping the entire GTM team with the mindsets and skills needed to succeed in modern selling environments."

Malvina EL-Sayegh
Director of Revenue Enablement | Oyster
Gavin Dimmock
“Working with MEDDICC has been transformational in the way that we approach our customers and prospects”

“It has given the entire GTM organisation a common and consistent understanding of how we should be optimally qualifying and progressing our deal cycles to help give both our teams, and importantly, our customers and prospects a great buying experience.

Since deploying MEDDICC we have dramatically reduced our average sales cycle length, increased our win rate and developed higher quality opportunities for an average higher value in every region."

Gavin Dimmock
Previously CRO | Papirfly

Why Organizations need MEDDPICC

From enhancing forecast confidence to unlocking new growth to accelerating time to attainment, adopting MEDDPICC as a common language is your fastest path to becoming a winning organization. Explore the use cases below to see how MEDDICC Membership can help.

forecast_uncertainty@4x

Unable to forecast accurately resulting in a lack of confidence. 

  • Unable to plan ahead
  • Lack of stakeholder trust
  • Forecast accuracy

low_rep_productivity@4x

Rep productivity is inconsistent, with a significant performance gap across the team.

  • 20% of Reps produce 80% of results
  • High number of performance issues
  • Low average productivity per rep

upmarket_growth@4x

Unsuccessful breaking into larger accounts. 
  • Enterprise AE's miss their number
  • Company growth goals are missed
  • Enterprise quota attainment

increasing_nrr@4x

NRR is much lower than it needs to be.
  • Profitability under pressure
  • Lack of stakeholder trust
  • Annual / Quarterly NRR

time_to_attainment@4x

Time to Attainment is too long, in some cases over 12 months.
  • Average Rep performance below 100%
  • Missing overall targets
  • Average Rep Time to Attainment

predictable_growth@4x

Growth is inconsistent
  • Difficult to forecast
  • Unable to resource plan
  • Average performance per month

unlock_growth@4x

Difficulty in unlocking growth within certain sectors.

  • Individual underperformance
  • Revenue goals missed
  • Revenue growth in sectors

Average Contract Value

Our ACV is low due to limited stakeholder access across deals. 

  • Targets are being missed
  • CAC is high
  • Quota attainment and profitability

Got a question for us?

Whether you’re wanting to know more about the membership packages we offer, speak to our sales team or request to be on a MEDDICC™ MEDIA show, fill out the form and a super friendly member of the team will be in touch. 

  • We’re straight talking, which means we talk in relatable terms without the corporate jargon
  • We’re passionate about what we do, so just give us an excuse to talk about it and we’ll aim to provide you with the best advice for you or your business  
  • We genuinely care about helping sales professionals level up, because it’s why we do, what we do! 
Complete the form and we’ll be in touch

MEDDICC MEDIA

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