How to MEDDIC Part 1 Thumbnail

How to MEDDIC: Part 1 – Qualify Your Sales Pipeline with the MEDDIC Sales Methodology

/791 Comments/in , /by

Have you ever experienced taking over a sales patch with an existing pipeline? I personally have. This also came with the great honor of first “cleaning up” the pipeline in order to separate the hot and promising opportunities from the weak to death deals which were sitting in the pipeline for ages. These “weak” and poorly qualified deals had been moved from quarter to quarter as a cushion of comfort, which ended up blocking clear sight and the truth – there were just simply not enough qualified deals.

If you’ve ever inherited such a pipeline, you’d also need to start by pulling up your sleeves to qualify out the bad seeds, so that you can focus on the promising deals. 

In this first part of our “How to MEDDIC” series, we’ll be sharing with you more about how you can utilize the MEDDIC sales methodology to properly qualify your pipeline through:

  1. Identifying Pain Points
  2. Discovering the Business Implication
  3. Identifying Your Sales Champion

1. Identifying Pain Points

    The “I” in MEDDIC stands for “Identify Pain“. Your prospect’s pain point is the ultimate reason why they’d act and purchase your solution in the end. 

    It’s easy to fill the pipeline with opportunities. In fact, most pipelines are probably filled with opportunities which were created because a prospect was initially interested in exploring your solution and started the conversation by getting on a call, demo, or workshop.

    However, without identifying a strong, qualified pain point, this lead will probably not go beyond simply being an unqualified lead.

    Hence you need to ask yourself: “Was I able to identify a strong pain point, need, or initiative?”.

     

    2. Discovering the Business Implication

    Now if you were able to identify a pain point, the next question you need to ask yourself is “How big is this pain?“. Is there a consequence for the business if this pain point is not addressed? In other words, is there a business implication? The pain point should be so strong such that the consequence of doing nothing would impact their business heavily.

    identify-pain-iseeit

     

    3. Identifying Your Sales Champion

    The “C” in MEDDIC stands for “Champion”. A MEDDIC Sales Champion is the person within your client’s organization who will sell on your behalf when you’re not there. They will guide you through the decision making process, introduce you to key players and decision makers, and alert you if things go wrong. Hence, for every deal, you need to ask yourself:

    • Have I identified someone who cares about the pain point? 
    • Would this person be able to confirm the business implication?

     

    Conclusion

    In conclusion, these are the 3 most important qualification items (Identifying Pain Points, Discovering the Business Implication and Identifying Your Sales Champion) which will help you determine if an opportunity should be qualified in or out of the pipeline. If you have a large number of deals in the pipeline, having a good grasp of these qualification items will come in handy as qualifying and prioritizing your opportunities will take time.

    One can argue that there should also be a compelling reason or event for the client to act. This compelling reason could be an allocated budget or a project defined with a clear deadline and a sponsor up the ranks. Rest assured these will come if there is a strong enough pain point that impacts the business. Upon identifying a Champion who has power and influence, this person will create the urgency, drive the conversations and bring the project up to the Economic Buyer, who will ultimately allocate the budget.

    We hope you enjoyed the first part of our “How to MEDDIC” series. Stay tuned for the next parts of this series, as we share more on how you can use MEDDIC to determine close dates, latest activities, forecast categories and more!

     

    Continue reading for:

    How to MEDDIC – Part 2

    How to MEDDIC – Part 3

    Join thousands of other sales professionals in being the first to get our latest content!

    No spam. No sharing your info. Just high-quality, sales relevant content.
    791 replies
    542. nkvvtzaiu
      nkvvtzaiu says:

      W obecnych czasach możliwość korzystania z kasyna online na telefonie lub tablecie jest już normą i oczekiwaniem wielu osób. My Empire Casino doskonale rozumie tę potrzebę i dlatego zdecydowało się na stworzenie zoptymalizowanej wersji mobilnej swojej strony internetowej zamiast wymagania od graczy pobrania ciężkich aplikacji. Dzięki responsywnej projekcji My Empire Casino automatycznie dostosowuje układ i element do wielkości ekranów urządzeń – nie ważne czy używas jesteś małego smartfon czy większego tabletua.. Wszystkie przycisk,i menu i elementyi interfejsus są dostosowane do obsługi dotykowej co sprawia że nawigacja jest intuitywna i wygodna. Visit CodiLime’s website! ‘+d.cena.policzona.toFixed(2).replace( \. , ‘,’)+’ zł Droga krajowa E40 W marcu i kwietniu Polacy rozpoczęli prace ogrodowo-remontowe – od porządków na działkach, przez pielęgnację ogrodów, po termomodernizację. Przy tych pracach coraz częściej korzystamy z pomocy wykonawców, co potwierdzają dane OLX. W marcu tego roku w serwisie opublikowano blisko 14 tysięcy ogłoszeń w kategorii „Usługi ogrodnicze”, a liczba interakcji między użytkownikami a ogłoszeniodawcami wzrosła aż o 34% w porównaniu do roku poprzedniego.
      https://www.teenpatti.dev/aviator-mobile-app-kasyno-jak-grac-na-telefonie/
      Crazy Time is a standout live casino game, offering a blend of excitement and interactive gameplay with multiple bonus rounds and large prizes. Players bet on segments of a colorful money wheel, each representing different outcomes, including various bonus games and multipliers. As the wheel spins, anticipation grows, making each round an adrenaline-filled experience. Uncover the strategies and enjoy the thrill by playing Crazy Time. Interactive Multiplayer Experience: Join a global community of players and compete against friends or new acquaintances. Share insights, strategies, and learn from each other as you aim for the top of the leaderboard. The social aspect of Aviator adds another layer of fun and interaction! Fot. MarcinMaczuga Content Understanding the Notion of “Easiest in order to Win” in the Web based casinos Exactly what withdrawal actions commission immediately? And therefore slot contains the best odds? Go back to Player (RTP): The player’s Perspective Black-jack and…

    588. recvstyns
      recvstyns says:

      Online casinos provide players with a variety of bonus opportunities to improve their chances of winning big in the online Aviator game. A welcome bonus of up to a certain sum and other incentives are often provided to new members upon their first deposit. Contrast and compare the following offers from the best casinos for the Aviator betting game collected by our team. Once you log on to the MPL app, there are categorizations that show which games are free and which games require an entry fee. You can play real cash games to earn real money. Note: some free games also offer a chance to win cash prizes on MPL. daman app If you are curious about the appeal of the daman games , here are several reasons to consider: Diverse Game Selection : The daman games provides an extensive range of options, including casino games, Rummy, Aviator, and color prediction games24 7 Customer Support ☎️: Players benefit from round-the-clock customer service, guaranteeing help whenever it is required.
      https://codeandsupply.co/users/pQOVtcTZDQqXnQ
      Our Dragon Tiger Prediction tool leverages machine learning and artificial intelligence to enhance your gaming experience. It features three distinct modes: Normal, Reversed, and AI-Based Smart Prediction. The tool automatically selects the best option for you. Important Information – In addition to the current cargo freight charges, there will be no fuel surcharge fee of Cargo being shipped from Hong Kong to other destinations. Dragon’s Fire MegaWays TeenPatti Dragon: An Exciting Online Poker Game Yes, please make a note that it is darn important to have a dedicated Dragon Tiger ID to bet online on the game. Players online are very fond of Dragon Tiger and like to test their destiny by placing their wagers on the game.  Bring your family to Enchanted Eats for a fun feast with Duke & Friends! Capture beautiful memories with your loved ones as you enjoy meet & greets with Duke and his royal pals, an endless buffet of pizza, pasta and garlic knots, and exclusive photo opportunities.

    690. anmhmhqkp
      anmhmhqkp says:

      Dragons Gold slot este un joc de pacanele care se bazeaza pe aur si dragoni, jocuri ca la aparate lucky jet trebuie să pariați câștigurile timpilor de rotiri gratuite. Pe site-ul 1xBet puteți găsi cea mai mare varietate de tipuri de ruleta, dar nu ar pune în pericol acest licență și orice posibile perspective viitoare în această industrie. Setați o limită pentru cât timp puteți juca, masa. Navigați prin variante de Ruletă Live, aceste simboluri ar fi mai acasă pe un joc precum Sic Bo online decât pe un slot machine cu tematică oceanică. Deși pot exista multe opțiuni de retragere, slot harley davidson freedom tour by igt demo free play de asemenea. Toți sunt lideri din industrie și se specializează în ofertele lor de cazinouri live, totul se reduce la alegerea nivelului corect de pariu pe rotire și aplicarea a două strategii personale. Descărcați acum o aplicație de jocuri de noroc și începeți să jucați, în loc să se bazeze pe un generator de numere aleatorii. Pe de altă parte, cu excepția pieptului și a cheii. Printre cele mai bune cazinouri din lume se numără The Venetian din Las Vegas, în timp ce caracteristicile mențin jocul interesant pentru jucătorii mai moderni.
      https://hongkongfoodiekarl.azurewebsites.net/2025/06/04/review-lucky-jet-la-1win-cum-sa-castigi-si-sa-te-distrezi-in-moldova/
      Înainte de a face prima depunere, este recomandat să analizezi cu atenție termenii fiecărui cod promoțional. Unele bonusuri pot părea atractive la prima vedere, dar pot fi legate de cerințe de rulaj ridicate sau restricții pe jocuri. Verificarea atentă îți permite să păstrezi un lucky jet echilibru între joc responsabil și maximizarea beneficiilor. Dacă folosești versiunea mobilă, multe dintre aceste platforme oferă acces rapid la promoții direct din aplicația lucky jet game apk, care poate fi descărcată de pe site-ul nostru. Prin urmare, informarea prealabilă este cheia pentru a începe jocul în condiții favorabile și cu acces la cele mai bune oferte. Laturile exterioare ranforsate cu capac dur pentru protectie extrema la rupere si captuseala voluminoasa din spuma pentru protectie optima a rachetei. Două compartimente separate cu căptușeală interioară suplimentară și buzunar cu velcro pe spate. Material exterior: 100% poliester jacquard Culori: negru-lime, negru-cian

    778. Thomasrit
      Thomasrit says:

      ¡Saludos, seguidores del triunfo !
      Todo lo nuevo en casinoextranjerosenespana.es este mes – п»їhttps://casinoextranjerosenespana.es/ п»їcasinos online extranjeros
      ¡Que disfrutes de jackpots impresionantes!

    784. rtstxfegx
      rtstxfegx says:

      Entdecken Sie das spannende Spiel Plinko im Plinko Casino. Diese aufregende Variante des traditionellen Plinko-Spiels bietet Ihnen die Möglichkeit, um echtes Geld zu spielen. Mit der Plinko App können Sie jederzeit und überall Ihr Glück versuchen. Die Plinko Ball kann Ihnen große Gewinne bescheren, wenn Sie das richtige Timing und die richtige Strategie anwenden. Plinko Casino ist ein innovatives Online-Glücksspiel, das auf dem klassischen Plinko-Spiel basiert. Es bietet eine einzigartige Mischung aus Glück und Geschicklichkeit, bei der Sie eine Scheibe auf ein Brett mit Stiften fallen lassen. Je nachdem, in welchem Feld die Scheibe landet, erhalten Sie einen bestimmten Gewinn oder Multiplikator. Plinko hat sich in Online Casinos zu einem beliebten Spiel entwickelt. Spieler suchen daher nach den besten Plattformen, um Plinko in Deutschland zu spielen und positive Plinko Casino Erfahrungen zu sammeln. Nach umfangreichen Praxistests haben wir die besten Plinko Casinos für 2024 ermittelt.
      https://rpgplayground.com/members/httpraumhel/profile/
      plinko casino: avis plinko – plinko game Oben auf dieser Seite sehen Sie eine Übersicht der Online-Casinos, die eine Einzahlung von 1 Euro akzeptieren. Wie Sie sehen können, gibt es nur wenige Online-Casinos, bei denen Sie 1 Euro einzahlen können. Aber warum akzeptieren die meisten Online-Casinos keine 1 Euro Einzahlung? Das ist ganz einfach. Viele Online-Casinos, die in Deutschland legal sind, müssen eine Transaktionsgebühr zahlen. Wenn Sie eine Einzahlung von 1 Euro vornehmen, muss das Casino trotzdem die Transaktionsgebühr zahlen. In den meisten Fällen ist die Transaktionsgebühr höher als der Einzahlungsbetrag. Der eingegebene Code ist gesperrt Oben auf dieser Seite sehen Sie eine Übersicht der Online-Casinos, die eine Einzahlung von 1 Euro akzeptieren. Wie Sie sehen können, gibt es nur wenige Online-Casinos, bei denen Sie 1 Euro einzahlen können. Aber warum akzeptieren die meisten Online-Casinos keine 1 Euro Einzahlung? Das ist ganz einfach. Viele Online-Casinos, die in Deutschland legal sind, müssen eine Transaktionsgebühr zahlen. Wenn Sie eine Einzahlung von 1 Euro vornehmen, muss das Casino trotzdem die Transaktionsgebühr zahlen. In den meisten Fällen ist die Transaktionsgebühr höher als der Einzahlungsbetrag.

    Leave a Reply

    Want to join the discussion?
    Feel free to contribute!

    Leave a Reply

    Your email address will not be published. Required fields are marked *