How to MEDDIC: Part 2 – Conducting Deal Reviews with the MEDDIC Sales Methodology
In part 1 of our How to MEDDIC series, we shared with you how you can easily qualify your sales pipeline and focus on the right deals using the MEDDIC sales methodology.
To build on what we’ve learned in part 1, we’ll be diving deeper into how you can operationalize MEDDIC in your sales team! In part 2 of this series, we’ll be sharing with you more on how you can use MEDDIC to fuel fact-based discussions about the status of an opportunity and define meaningful next steps to progress your deals – creating a more effective and efficient deal review.
I’m sure you’ve experienced being in countless deal reviews where endless hours were spent talking through deals in a manner which was unstructured, confusing, difficult to follow and full of assumptions. This not only leaves room for interpretation by each person in the deal review, but also creates misunderstanding. As a result, apart from the stakeholders who are directly involved in the deal, nobody else is able to follow or participate, making the deal review quite frankly, a useless exercise.
This often happens as there is no standardized and structured manner of approaching each opportunity. The absence of fact-based discussions results in drawing conclusions which are simply based on gut feeling.
Here’s where a sales methodology like MEDD(P)ICC would provide some structure through a list of qualification items/questions that will enable fact-based discussions around the opportunities ie. pain points, business implications, quantifiable metrics and consequences of not addressing the pain points. MEDD(P)ICC allows every team member to look at the opportunities through the same lens, making deal reviews much easier to understand and follow. This in turn will encourage participation and knowledge transfer, which will enable all team members to contribute and learn from each other.
Conducting Deal Reviews
Deal reviews are a great way to look under the hood of sales opportunities and campaigns. In a regular deal review, you’d invite the account team, some peers, and ideally members from the sales supporting team to jointly qualify and discuss the deals.
The owner of the opportunity should first present the deal. They should discuss the customer buying cycles and the qualification criteria by using MEDD(P)ICC as a guiding framework.
This gives great insight into how well a deal or an opportunity has been qualified, and informs you of what needs to be done next in order to drive this deal to closure. This enables the sales team and especially the sales leaders to make a judgment call on whether the deal should go into the forecast.
Listen to Keno Helmi, CRO a Espressive, as he talks about why MEDDIC is so crucial for accurate forecasting
I have personally experienced deal reviews that were actually exciting as everyone in the meeting could follow and understand the status of the deal that was being presented. It facilitated open sharing, allowing all attendees to understand how issues are addressed and what had to be done to progress the deal.
On the flipside, I have also experienced deal reviews that wound up being an interrogation for the sales rep, which not only caused them to feel humiliated, but also created an uncomfortable atmosphere for the rest of the attendees. Humiliating the sales rep is definitely NOT the objective of a deal review.
So, how can you set up and conduct a deal review that would create a meaningful experience for all stakeholders? Here are 3 simple steps:
1. Preparation
Always make sure that the opportunity owner is well prepared on how to qualify using MEDDIC. While reading a book on MEDDIC might help to lay the groundwork, the person presenting should actually know how to apply MEDDIC by connecting the dots of the qualifiers. For example, how the pain points are related to the business implication, or how the champions identified should have a personal interest and the power and influence to solve the pain.
The sales rep must realize that it’s not about reporting on a deal, but more about understanding how their clients will make the decision.
Have your sales reps prepare the current state of the opportunity by using MEDDIC/MEDD(P)ICC. It’s absolutely fine if not all the facts are known. However, note that all facts that are represented should be based on evidence, which should have been documented or confirmed by the client.
Remember to include the account team and any other team member(s) who may be supporting your rep, so that they too can contribute. It might be a bit awkward for the opportunity owners to present to the rest of the team in the beginning, so it’s important to get them used to it in order to set the ground for success.
Listen to Brendan Walsh, EVP of Sales at Mirakl, as he shares why MEDDIC is beneficial for all stakeholders who are directly or indirectly involved in a deal
2. Create a Safe and Creative Environment
To have an effective deal review, setting the expectations and the tone of the session is of utmost importance. The full attention of ALL attendees should be on the presenter. This means no emails, and phones should be turned off or on silent.
Make sure all attendees understand that the aim of the deal review is to enable the opportunity owner to use MEDD(P)ICC to qualify their deal. The common goal for all should be to uncover potential risks and blind spots, find ways to mitigate them and drive meaningful next steps.
To make it easier for everyone to follow, a visual aid (eg. the iSEEit dashboard, powerpoint slides, etc.) should be pulled up so that all members can be brought up to speed quicker on the deal in question.
The iSEEit dashboard gives you an instant overview of your sales organization. Drill down to any opportunity any time to reference it
3. Conduct the deal review using MEDDIC/MEDD(P)ICC
After the salesperson has presented the current state of the deal, it’s now time to ask the qualifying questions. Ideally, the sales leader should start with the MEDD(P)ICC fundamentals of the deal around pain, potential implications for the business, quantifying the pain, identifying metrics, decision criteria, process and how to get the Economic Buyer to sponsor the project. The other attendees can then actively contribute and ask questions.
*NOTE: The questions should be open-ended. Some examples are:
- What makes you think your contact is THE champion?
- How would the business be impacted?
- Who would suffer from the pain?
- How would they quantify and measure the business implication?
You will be surprised at how many of these questions will not be answered by responses which are backed by facts. Oftentimes, reps will start feeling uneasy with the myriad of questions, and will answer based on assumptions. At this point, they might become defensive, especially when their peers seemingly dismantle their opportunity. In this moment, it is crucial to remind your team that the main goal of the deal review is not to judge the sales rep, but to jointly uncover the flaws in the campaign. I like to say “Let’s make sure we attack the facts and not the presenter“.
This is the best opportunity to turn the uncovered gaps into actionable items. If the rep can’t come up with the appropriate next steps, look to the rest of your attendees and get them to contribute.
This is where the beauty happens. The rep will get different points of view, creative workarounds and ideas to overcome hurdles.
If deal reviews are run well, the sales reps will get more and more acquainted with getting their opportunities analyzed using MEDD(P)ICC. Plugging the brains of their peers to not only secure their deals but to get into a position where they can start actively driving their sales campaigns will become second nature to them.
Make sure the action points are documented either by the rep or even better, by another attendee, so that the discovered items don’t get lost.
Conclusion
Deal reviews are the perfect way to enable your sales teams using real-life examples, allowing them to connect the dots in a specific customer buying cycle with MEDDIC as a guiding framework. It fuels discussions on how to qualify against MEDDIC, allowing peers to learn from each other on criteria concerning pain points, developing champions, and how reps can actively drive their campaigns.
It also gives the sales leaders good insight into the deals in their pipeline, allowing them to make better calls regarding which opportunities to focus on and add to the forecast. This also gives sales leaders the opportunity to identify the strengths and weaknesses of their team in order to continue developing and nurturing them.
Here are some parting words from Rob Desmond, VP North America at Quinyx, on why having a framework such as MEDDIC will enable you to ask the right questions about a deal, empowering sales reps to uncover next steps to close more deals.
Thank you for your sharing. I am worried that I lack creative ideas. It is your article that makes me full of hope. Thank you. But, I have a question, can you help me? https://accounts.binance.com/sl/register?ref=OMM3XK51
olympe casino en ligne: olympe – olympe
acheter kamagra site fiable: kamagra livraison 24h – kamagra pas cher
Achat Cialis en ligne fiable: Cialis sans ordonnance 24h – cialis prix tadalmed.shop
kamagra pas cher [url=https://kamagraprix.com/#]kamagra oral jelly[/url] Kamagra Commander maintenant
kamagra 100mg prix: acheter kamagra site fiable – kamagra livraison 24h
Tadalafil 20 mg prix sans ordonnance: Achat Cialis en ligne fiable – Achat Cialis en ligne fiable tadalmed.shop
Cialis generique prix: Acheter Viagra Cialis sans ordonnance – Cialis sans ordonnance 24h tadalmed.shop
Acheter Kamagra site fiable [url=https://kamagraprix.shop/#]achat kamagra[/url] kamagra 100mg prix
Achat mГ©dicament en ligne fiable: pharmacie en ligne – trouver un mГ©dicament en pharmacie pharmafst.com
Achat mГ©dicament en ligne fiable: Medicaments en ligne livres en 24h – pharmacie en ligne livraison europe pharmafst.com
https://pharmafst.shop/# pharmacie en ligne livraison europe
Pharmacie en ligne livraison Europe: Meilleure pharmacie en ligne – pharmacie en ligne france pas cher pharmafst.com
Kamagra pharmacie en ligne: kamagra gel – Kamagra Commander maintenant
http://pharmafst.com/# vente de mГ©dicament en ligne
achat kamagra: kamagra 100mg prix – Kamagra Commander maintenant
achat kamagra: Kamagra pharmacie en ligne – Achetez vos kamagra medicaments
Tadalafil sans ordonnance en ligne: Pharmacie en ligne Cialis sans ordonnance – Acheter Cialis tadalmed.shop
Acheter Cialis [url=http://tadalmed.com/#]cialis prix[/url] Cialis en ligne tadalmed.com
kamagra livraison 24h: kamagra oral jelly – Achetez vos kamagra medicaments
https://pharmafst.shop/# pharmacie en ligne fiable
kamagra gel: kamagra oral jelly – acheter kamagra site fiable
Cialis en ligne: Cialis generique prix – Cialis sans ordonnance 24h tadalmed.shop
pharmacie en ligne pas cher [url=http://pharmafst.com/#]Livraison rapide[/url] pharmacie en ligne france pas cher pharmafst.shop
Acheter Kamagra site fiable: Acheter Kamagra site fiable – Kamagra pharmacie en ligne
https://kamagraprix.shop/# kamagra gel
pharmacie en ligne sans ordonnance: Medicaments en ligne livres en 24h – acheter mГ©dicament en ligne sans ordonnance pharmafst.com
Tadalafil 20 mg prix sans ordonnance: Cialis sans ordonnance 24h – Acheter Cialis 20 mg pas cher tadalmed.shop
Acheter Cialis: Cialis sans ordonnance 24h – Cialis en ligne tadalmed.shop
Acheter Cialis [url=https://tadalmed.shop/#]Cialis sans ordonnance pas cher[/url] cialis sans ordonnance tadalmed.com
https://pharmafst.com/# pharmacie en ligne fiable
Cialis sans ordonnance pas cher: Cialis sans ordonnance 24h – Cialis sans ordonnance 24h tadalmed.shop
achat kamagra: kamagra livraison 24h – Kamagra Oral Jelly pas cher
Kamagra Commander maintenant: kamagra oral jelly – kamagra pas cher
kamagra gel [url=https://kamagraprix.com/#]Kamagra pharmacie en ligne[/url] kamagra pas cher
Cialis sans ordonnance pas cher: Cialis sans ordonnance pas cher – cialis prix tadalmed.shop
Cialis sans ordonnance 24h: Tadalafil 20 mg prix en pharmacie – Acheter Cialis tadalmed.shop
Acheter Viagra Cialis sans ordonnance: cialis prix – Tadalafil sans ordonnance en ligne tadalmed.shop
https://kamagraprix.com/# kamagra pas cher
pharmacie en ligne sans ordonnance [url=http://pharmafst.com/#]Pharmacies en ligne certifiees[/url] Achat mГ©dicament en ligne fiable pharmafst.shop
kamagra 100mg prix: Kamagra pharmacie en ligne – Achetez vos kamagra medicaments
achat kamagra: acheter kamagra site fiable – Kamagra Oral Jelly pas cher
Cialis sans ordonnance 24h: cialis generique – Achat Cialis en ligne fiable tadalmed.shop
pharmacie en ligne avec ordonnance: pharmacie en ligne – Pharmacie en ligne livraison Europe pharmafst.com
https://kamagraprix.com/# kamagra pas cher
pharmacie en ligne avec ordonnance: pharmacie en ligne pas cher – trouver un mГ©dicament en pharmacie pharmafst.com
https://kamagraprix.com/# kamagra en ligne
Tadalafil 20 mg prix sans ordonnance: Acheter Cialis – Acheter Cialis tadalmed.shop
https://pharmafst.com/# Pharmacie sans ordonnance
Cialis en ligne: Tadalafil sans ordonnance en ligne – Tadalafil sans ordonnance en ligne tadalmed.shop
https://kamagraprix.shop/# kamagra oral jelly
pharmacie en ligne fiable: Pharmacies en ligne certifiees – pharmacies en ligne certifiГ©es pharmafst.com
kamagra en ligne: kamagra 100mg prix – kamagra gel
https://kamagraprix.com/# kamagra gel
Tadalafil achat en ligne [url=http://tadalmed.com/#]Cialis sans ordonnance pas cher[/url] Cialis sans ordonnance pas cher tadalmed.com
pharmacie en ligne france fiable: pharmacie en ligne pas cher – pharmacie en ligne pharmafst.com
Thank you for your sharing. I am worried that I lack creative ideas. It is your article that makes me full of hope. Thank you. But, I have a question, can you help me?
vente de mГ©dicament en ligne: pharmacie en ligne – pharmacies en ligne certifiГ©es pharmafst.com
Achetez vos kamagra medicaments: Kamagra Commander maintenant – Acheter Kamagra site fiable
Achetez vos kamagra medicaments: kamagra oral jelly – kamagra oral jelly
http://pharmafst.com/# Achat mГ©dicament en ligne fiable
pharmacie en ligne avec ordonnance [url=http://pharmafst.com/#]pharmacie en ligne sans ordonnance[/url] vente de mГ©dicament en ligne pharmafst.shop
kamagra livraison 24h: achat kamagra – Achetez vos kamagra medicaments
https://expressrxcanada.shop/# canada discount pharmacy
MedicineFromIndia: medicine courier from India to USA – Medicine From India
canadian drug prices: Buy medicine from Canada – canadian pharmacy ratings
canadian pharmacy world: Express Rx Canada – is canadian pharmacy legit
indian pharmacy online [url=https://medicinefromindia.com/#]indian pharmacy[/url] indian pharmacy
https://expressrxcanada.com/# reliable canadian pharmacy
mexico pharmacy order online: mexican online pharmacy – mexico pharmacies prescription drugs
indian pharmacy: MedicineFromIndia – medicine courier from India to USA
MedicineFromIndia: Medicine From India – Medicine From India
https://expressrxcanada.shop/# canadian pharmacy online store
global pharmacy canada: Canadian pharmacy shipping to USA – pharmacy in canada
MedicineFromIndia [url=https://medicinefromindia.com/#]indian pharmacy[/url] MedicineFromIndia
pharmacy in canada: Buy medicine from Canada – thecanadianpharmacy
indian pharmacy online shopping: Medicine From India – Medicine From India
http://expressrxcanada.com/# safe online pharmacies in canada
best canadian pharmacy to order from: Generic drugs from Canada – online canadian pharmacy
mexican rx online [url=http://rxexpressmexico.com/#]mexico pharmacies prescription drugs[/url] Rx Express Mexico
best online canadian pharmacy: reliable canadian pharmacy reviews – ed meds online canada
canadapharmacyonline com: Buy medicine from Canada – canadian pharmacy online ship to usa
medicine courier from India to USA: Medicine From India – Medicine From India
http://rxexpressmexico.com/# Rx Express Mexico
medicine courier from India to USA [url=http://medicinefromindia.com/#]Medicine From India[/url] Medicine From India
pharmacy canadian: canadian pharmacy 24h com safe – pet meds without vet prescription canada
onlinecanadianpharmacy: ExpressRxCanada – canadian pharmacy meds reviews
п»їlegitimate online pharmacies india: world pharmacy india – Medicine From India
indian pharmacy online shopping [url=https://medicinefromindia.shop/#]indian pharmacy[/url] indian pharmacy
mexican online pharmacy: Rx Express Mexico – Rx Express Mexico
canada pharmacy: Generic drugs from Canada – escrow pharmacy canada
https://medicinefromindia.shop/# MedicineFromIndia
MedicineFromIndia: indian pharmacy online shopping – indian pharmacy
mexican mail order pharmacies: mexico pharmacy order online – mexican rx online
Medicine From India: indian pharmacy online – indian pharmacy
online canadian pharmacy review [url=http://expressrxcanada.com/#]Express Rx Canada[/url] buy canadian drugs
https://medicinefromindia.com/# india online pharmacy
Medicine From India: MedicineFromIndia – MedicineFromIndia
indian pharmacy online shopping: medicine courier from India to USA – MedicineFromIndia
http://expressrxcanada.com/# canadian pharmacies that deliver to the us
pharmacies in canada that ship to the us [url=https://expressrxcanada.shop/#]Express Rx Canada[/url] canadian family pharmacy
legit canadian pharmacy: Generic drugs from Canada – canadian pharmacy world reviews
Medicine From India: Medicine From India – indian pharmacy online shopping
пин ап казино: пин ап вход – пин ап вход
http://pinuprus.pro/# пин ап казино
пин ап казино официальный сайт [url=https://pinuprus.pro/#]pin up вход[/url] pin up вход
vavada вход: вавада зеркало – вавада официальный сайт
пинап казино: пин ап казино – пин ап зеркало
https://vavadavhod.tech/# vavada вход
пин ап вход: пин ап зеркало – пин ап зеркало
пин ап казино официальный сайт [url=http://pinuprus.pro/#]пин ап вход[/url] пин ап казино официальный сайт
pin up azerbaycan: pin-up – pin up casino
http://pinupaz.top/# pinup az
пин ап вход: пин ап казино – pin up вход
pin up [url=http://pinupaz.top/#]pin-up casino giris[/url] pin up casino
http://pinupaz.top/# pin up casino
пин ап зеркало: пин ап вход – пин ап казино
пин ап зеркало [url=https://pinuprus.pro/#]пин ап казино[/url] pin up вход
pin-up: pinup az – pin-up
пин ап зеркало: пинап казино – пинап казино
pin-up casino giris [url=http://pinupaz.top/#]pin up[/url] pin up
vavada casino: вавада зеркало – вавада зеркало
пин ап казино официальный сайт: пин ап казино – пин ап вход
http://vavadavhod.tech/# vavada casino
vavada вход [url=https://vavadavhod.tech/#]вавада казино[/url] вавада зеркало
пин ап казино: пинап казино – пин ап вход
vavada casino: vavada casino – вавада зеркало
пин ап вход: пин ап вход – пин ап казино
вавада зеркало [url=http://vavadavhod.tech/#]вавада казино[/url] vavada вход
пин ап казино официальный сайт: пин ап зеркало – пин ап зеркало
https://vavadavhod.tech/# вавада казино
вавада: vavada – vavada вход
vavada [url=http://vavadavhod.tech/#]вавада казино[/url] vavada вход
пин ап казино: pin up вход – pin up вход
https://vavadavhod.tech/# vavada
pin up az: pin-up casino giris – pin up casino
пин ап казино [url=http://pinuprus.pro/#]пин ап казино официальный сайт[/url] пин ап казино официальный сайт
пин ап вход: pin up вход – пин ап казино
https://vavadavhod.tech/# вавада
pin up azerbaycan: pin up azerbaycan – pinup az
pin up casino: pin-up casino giris – pin up azerbaycan
вавада: вавада казино – vavada casino
пин ап казино: пин ап зеркало – пин ап казино официальный сайт
pin up azerbaycan [url=http://pinupaz.top/#]pin up azerbaycan[/url] pin-up
https://pinupaz.top/# pin up
пин ап вход: пин ап казино – пин ап казино официальный сайт
вавада: вавада официальный сайт – вавада зеркало
pinup az [url=http://pinupaz.top/#]pin up az[/url] pin-up
https://pinupaz.top/# pin up
пин ап казино: пин ап казино – пин ап казино
pin up az: pin-up – pin-up casino giris
http://vavadavhod.tech/# вавада официальный сайт
pin up casino: pin up az – pinup az
pin-up casino giris: pin up casino – pin-up casino giris
vavada casino: вавада зеркало – vavada casino
pinup az [url=https://pinupaz.top/#]pin up az[/url] pin up azerbaycan
https://pinupaz.top/# pin-up casino giris
pin-up casino giris: pin up – pin-up
pin up azerbaycan [url=https://pinupaz.top/#]pin-up[/url] pin up az
пин ап зеркало: пин ап казино – пин ап вход
vavada casino [url=https://vavadavhod.tech/#]vavada[/url] вавада
вавада казино: вавада казино – vavada вход
вавада: vavada casino – вавада официальный сайт
пин ап казино официальный сайт [url=https://pinuprus.pro/#]пин ап казино официальный сайт[/url] пин ап зеркало
пин ап казино официальный сайт: пин ап казино официальный сайт – пин ап зеркало
https://vavadavhod.tech/# вавада официальный сайт
пин ап казино официальный сайт: пин ап казино – пин ап казино
vavada [url=https://vavadavhod.tech/#]вавада казино[/url] vavada
vavada casino: vavada casino – vavada
https://pinuprus.pro/# пин ап казино
vavada: vavada casino – vavada вход
pin-up casino giris [url=https://pinupaz.top/#]pin up casino[/url] pinup az
вавада: вавада казино – вавада официальный сайт
http://pinupaz.top/# pin-up
vavada: vavada casino – вавада зеркало
pin-up casino giris [url=https://pinupaz.top/#]pinup az[/url] pin-up casino giris
пин ап вход: пин ап зеркало – пин ап казино
http://pinupaz.top/# pin-up
pin up вход: пин ап зеркало – пин ап зеркало
pin up вход: пин ап казино – пин ап казино
vavada вход [url=https://vavadavhod.tech/#]vavada[/url] вавада
pin-up casino giris: pin-up casino giris – pin up casino
https://vavadavhod.tech/# вавада официальный сайт
pin up azerbaycan [url=http://pinupaz.top/#]pin-up[/url] pin-up casino giris
pin up casino: pin up az – pin up casino
пинап казино: пин ап казино официальный сайт – пин ап казино
http://vavadavhod.tech/# вавада
http://pinupaz.top/# pinup az