MEDDIC Checklist

Your MEDDIC Sales Process Checklist

Your MEDDIC Checklist

There’s no doubt:

MEDDIC as a sales process has helped many sales teams around the globe to achieve extraordinary results.

Statistics prove that 30%+ growth rates in saturated markets and 250%+ in start-ups are possible. In fact, many salespeople that touch MEDDIC will never again work without it.

Fast-paced companies like Workiva, MongoDB, Alfresco, Snowflake and many more have build a healthy pipeline and forecast on the fundaments of MEDDIC.

Read on to get a brief overview on this simple and lightweight qualification process.

 

Here’s the basic MEDDIC checklist:

 

MEDDIC checklist
MEDDIC
MEDDIC QualifiersExplanation
MMetricsWhat is the economic impact of the solution?
EEconomic BuyerWho has profit and loss responsibility for this?
DDecision CriteriaWhat are their technical, vendor and financial criteria?
DDecision ProcessThen what happens? Define validation and approval?
IIdentify PainWhat are their primary business objectives?
CChampionWho will sell on your behalf?

 

 

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Some Tips for the Right Sales Attitude

Cultivate the opportunity

  • Determine if the opportunity is worth the investment of time
  • Hypothesize about new ways to engage the customer
  • Infer the scope of the opportunity on the basis of limited information about the customer

Asses the customer’s receptivity to insight

  • Make informed assumptions about the customer and its needs
  • Identify atypical sources of information about the customer and its assumptions
  • Exercise patience in order to allow an opportunity to develop

Challenge the customer’s thinking

  • Judge when best to engage key decision makers and other stakeholders
  • Adapt the approach in order to generate buy-in
  • Asses the worthiness of the pursuit on the basis of the customer’s reaction

Build consensus

  • Tailor responses to stakeholder’s highly varied objections and reactions
  • Creatively determine ways to revive stalled deals
  • Encourage and arm key stakeholders to influence detractors

Close the deal

  • Asses the buying group’s understanding of what differentiates the solution from the alternatives
  • Know when to stand firm or acquiesce in negotiation
  • Identify negotiation points beyond terms and conditions