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MEDDPICC… why use it?

MEDDIC or it’s slightly expanded and updated version MEDDPICC belong to the most widely used qualification frameworks in sales. There are many tech organisations out there that have proven, how successful it helps sales teams to be.

It is particularly helpful in deep enterprise and highly competitive selling environments (hence the additional letters P - for paperwork and C - for competition).

Bear with us please. Especially experienced, already successful salespeople often times think MEDDPICC has little to offer for them. We want to challenge you to be open to this. If you are, it has the potential to make you way more successful.

Most salespeople do not explicitly sit down with execs to define crystal clear business cases and check all boxes of MEDDPICC. That’s what we want to change.

Let's start with one of the most pressing questions: Why use MEDDPICC at all? Listen to Dom, Hyrise Cofounder, laying out all the reasons organizations use the framework.

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Feb 16, 2023
Introduction to MEDDPICC

Before MEDDPICC, first came MEDDIC (Metrics, Identify Pain, Decision Criteria, Decision Process, Economic Buyer, and Champion) as a qualification framework that companies use to drive and manage their sales opportunities. MEDDIC was developed at Parametric Technology (now known as PTC) by Jack Napoli (the "Godfather" of MEDDIC) and Dave Dunkel in the 1990s (different sources claim 1996 specifically). It was developed, because especially in enterprise sales, deals often fell through because the most important "boxes" throughout the sales process haven not been checked. One idea behind the creation of MEDDIC was, to use it as a roadmap to qualify opportunities in the best and most structured way possible. Later on, a C for competition and P for paper process was added for a slightly altered MEDDPICC framework. Reason being that especially in complex enterprise sales, competition involved and the paper process ahead can hugely impact deal and thereby revenue forecasting. 🤔 What will I learn? This course is a deep dive on discovery and qualification. As MEDDPICC is an advanced qualification framework, we assume that you are firm in the basic techniques of discovery / qualification that will NOT be covered in this course (we have another course for that). That being said, we will cover the following:

Dec 7, 2022
How to apply MEDDPICC

Knowing what each of the letters stand for, let's take a closer look in how to apply MEDDPICC. When it comes to the application of MEDDPICC, it's easier to understand via video. Let’s listen to Dom, who explains how to use the framework throughout your sales process.   Practice time 💪 Having shared the essential theoretical background with you, we are now practicing the application of MEDDPICC in your day to day context.

Dec 7, 2022
Deep dive: Definition of the 8 letters

Let’s do a quick recap of what MEDDPICC stands for as shown on the graphic below. Now, let’s drill down one level and take a closer look of what is really behind every single one of them: Metrics Metrics are all about convincing your prospect with hard numbers. What is your business case? You need real numbers here. Don’t guess. With these numbers, you’ll paint a picture for your prospect that compels them to buy. Your goal with Metrics is to understand the financial impact of your prospect’s main drivers being where they are now and show your prospects how your solution can move them. Map them and the percentage of improvement your solution can bring. Sample questions to ask:

Dec 7, 2022
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