MEDDPICC is a sales qualification framework to helps teams efficiently assess and manage Sales Opps

We train your team on MEDDPICC which stands for Metrics, Economic Buyer, Decision Criteria, Decision Process, Paper Process, Identify Pain, Champion, and Competition. Each element focuses on a specific aspect of the sales process to ensure a thorough evaluation of opportunities and to increase the likelihood of closing deals.

Components of MEDDPICC

1. Metrics
   • Definition: Quantifiable measures of value that the solution will deliver to the customer.
   • Purpose: To understand and articulate the economic impact of the solution.
   • Example: ROI, cost savings, revenue growth, time to value.

1. Economic Buyer
   • Definition: The person with the authority to make the purchasing decision and control the budget.
   • Purpose: To identify and engage with the ultimate decision-maker.
   • Example: CFO, CEO, or another senior executive.

1. Decision Criteria
   • Definition: The specific requirements and priorities that the customer uses to evaluate solutions.
   • Purpose: To align the solution’s benefits with the customer’s key decision-making factors.
   • Example: Performance, cost, scalability, compliance.

1. Decision Process
   • Definition: The steps and timeline the customer follows to reach a purchasing decision.
   • Purpose: To understand and influence the customer’s buying process.
   • Example: Steps involved, key stakeholders, decision timeline.

1. Paper Process
   • Definition: The formal steps required to finalize the contract, including procurement and legal approvals.
   • Purpose: To anticipate and navigate administrative hurdles in closing the deal.
   • Example: Contract review, approval chains, signature processes.

1. Identify Pain
   • Definition: The specific challenges or problems the customer is looking to solve.
   • Purpose: To ensure the solution addresses the customer’s critical pain points.
   • Example: Operational inefficiencies, revenue losses, regulatory risks.

1. Champion
   • Definition: An internal advocate who supports the solution and helps navigate the organization.
   • Purpose: To leverage an insider’s influence to promote the solution and overcome obstacles.
   • Example: A manager or director who sees the value in the solution and actively supports it.

1. Competition
   • Definition: Other vendors or internal options the customer is considering.
   • Purpose: To understand the competitive landscape and position the solution effectively.
   • Example: Direct competitors, alternative approaches, do-nothing scenarios.