Metrics: Measurable results your solution delivers
Posted: Tue Jan 28, 2025 9:26 am
The pioneers of software sales designed a methodology called MEDDPICC to help you cut through the complexity of the enterprise sales cycle, qualify better, and win more deals. It’s another one of those great ’90s trends that’s coming back strong, and we’re about to give you the whole scoop on how to use it.
Let’s discuss the eight stages of MEDDPICC, and how to successfully qualify enterprise deals at each stage to win more deals down the road.
What is the MEDDPICC Methodology?
The MEDDPICC methodology is a qualification framework, mainly used in an enterprise sales process. It helps you identify the needs of potential customers, reveal their decision-making process, and help you align your solution to their needs.
The acronym MEDDPICC stands for:
Economic Buyer: The person who holds the budget and the final say
Decision Criteria: Considerations that will influence the decision
Decision Process: How the purchase decision is made
Paper Process: Legal and administrative hurdles you’ll have to overcome
Identify pain: Customer's pain points
Champion: Influencer within the organization who will internally promote your solution
Competition: Who you’re competing with (and how you can win)
MEDDPICC Sales Methodology - Close
What is the Purpose of MEDDPICC?
Want to break through a complex B2B sales process? Want to stop wasting time and making mistakes that cost your business? The MEDDPICC methodology can be your guide, helping you identify the right solutions and lay the stepping stones of a closed deal.
Some consider MEDDPIC as not just a qualification tool, but a methodology for the entire sales process.
Let’s discuss the eight stages of MEDDPICC, and how to successfully qualify enterprise deals at each stage to win more deals down the road.
What is the MEDDPICC Methodology?
The MEDDPICC methodology is a qualification framework, mainly used in an enterprise sales process. It helps you identify the needs of potential customers, reveal their decision-making process, and help you align your solution to their needs.
The acronym MEDDPICC stands for:
Economic Buyer: The person who holds the budget and the final say
Decision Criteria: Considerations that will influence the decision
Decision Process: How the purchase decision is made
Paper Process: Legal and administrative hurdles you’ll have to overcome
Identify pain: Customer's pain points
Champion: Influencer within the organization who will internally promote your solution
Competition: Who you’re competing with (and how you can win)
MEDDPICC Sales Methodology - Close
What is the Purpose of MEDDPICC?
Want to break through a complex B2B sales process? Want to stop wasting time and making mistakes that cost your business? The MEDDPICC methodology can be your guide, helping you identify the right solutions and lay the stepping stones of a closed deal.
Some consider MEDDPIC as not just a qualification tool, but a methodology for the entire sales process.