MEDDPICC is a sales qualification methodology that is popular in enterprise sales. MEDDPICC stands for Metrics, Economic Buyer, Decision Criteria, Decision Process, Paper Process, Identify Pain, Champions, and Competition.
Think of it as a checklist for information you need to know, things you need to do, and people you need to be friends with.
It also serves as a great troubleshooting tool to identify gaps or weaknesses in your current deals and in your process. If you can check off every letter in MEDDPICC, you will be far more likely to win your deal. And if you can’t, then you know what you need to work on.
So let’s look at what each letter stands for, what information you need to gather in each stage, and how you can begin using it to transform your career. Metrics
