MEDDIC Sales Process Fundamentals

Focus on the Fundamentals with the MEDDIC Sales Qualification Methodology

/995 Comments/in , , /by

MEDDIC Sales Process FundamentalsHere’s how the MEDDIC sales qualification process can help you hit a 90% close rate by keeping your focused on the fundamentals of a deal.

In 1973, UCLA basketball Coach John Wooden created sports history.

That was the year he became the first coach in any sport to win 7 national championships in a row.

He ended up leading his team to win a total of 10 championships in a 12-year period, with an unparalleled 88-game winning streak.

So what was it that set him apart from every other coach that came before (and after) him?

One simple thing:

His unrelenting focus on the fundamentals.

No fancy plays. No hot-shot all-stars. Just knowing and practicing the basics of the game over and over and over again until his players had them down.

It’s a formula for success in just about any discipline.

And yet in sales, sometimes it seems like the opposite is true:

With so many factors account for in the B2B complex sale, many companies think that the more steps they add to their sales process, the more successful they’ll be.

But as many have found out, that couldn’t be any further from the truth.

The Key to Scalable Growth: Focus on the Fundamentals

Back in 1994, Jack Napoli was brought on by PTC as the 4th sales rep and the 32nd employee.

Within a short time, he helped PTC grow to 300 reps and about $300 million in revenue per year.

They hired more reps, generated more leads than ever, but weren’t able to significantly close more deals and scale the business.

So PTC’s CEO, Steve Walske, appointed Jack and his associate Dick Dunkel to dig into hundreds of deals to discover what set won deals apart from lost ones.

What did they find?

In every single deal that had been won, the sales reps had dominated in 6 fundamental areas.

These 6 areas were so clear, simple, and yet so powerful that PTC created a new sales qualification methodology around them.

Armed with this new methodology, PTC ended up tripling it’s revenue in just four years. Plus they became one of the first software-only companies worldwide to hit $1 billion in annual revenue.

The Power of Fundamentals

According to Jack and Dick’s findings, when sales reps used these 6 fundamentals to religiously qualify early in the process, they spent much more time on the ‘right’ opportunities.

So, what are the 6 fundamentals?

  1. What is the main problem my prospect is facing, and how can I help him solve it? (Identify the pain)
  2. Is the pain big enough to cause them to take action to change it? If so, what would a quantifiable outcome for success be? (Metrics)
  3. Is there somebody within the account who has a personal interest in solving this problem and is powerful enough to get things done? (A Champion)
  4. Who would need to sign off on this in order for change to happen? What would success look like from his or her perspective? (The Economic Buyer)
  5. Who else is involved in making this decision and approving a purchase? (The Decision Process)
  6. What does their criteria for success look like? (The Decision Criteria)

Together, those 6 fundamentals became the MEDDIC sales process.

And as long you focus the majority of your efforts on qualifying these 6 areas, the chances of your deal closing can shoot up to 90%+.

The Power of Simplicity

According to Jack Napoli, one of the reasons MEDDIC was such a success was the fact that the entire sales methodology could fit on the back of a cocktail napkin.

It was so lightweight and simple, sales reps had no problem integrating it into their daily lives.

These 6 fundamentals integrate seamlessly with the natural way people sell. They give sales people a kind of ‘reality check’ for their gut feelings. Plus, it allows them to discover blind spots and take corrective actions to drive their opportunities their way.

Compare that to overly rigorous, playbook-type sales processes that chain sales reps to a series of pre-defined steps. These processes not only feel forced, they leave no space for reps to play their individual, natural strengths.

Too many companies end up layering so many steps and so many details into their sales process, that they break their sales reps into process-driven executing machines (and not in a good way). They cause more confusion than clarity, and leave potential clients with the feeling that they are not really being listened to.

An effective sales process should provide reps with a set of qualification pillars. Pillars that help them understand:

  • Where a deal stands
  • Where the potential blind spots are
  • And how to overcome these blind spots using a common language that puts other reps and management on the same page.

That way, you end up with a process that is both:

  • More adoptable to the client
  • More applicable by the reps

Conclusion

Resisting the temptation to create a highly-sophisticated sales process with too many steps and implementing a process with a solid focus on the fundamentals, you actually enable your sales reps to drive more deals on a regular basis.

But as effective as MEDDIC is for qualifying winning deals, it’s still not a magic pill.

You still need to get the right sales people on board, and you MUST implement a strong discipline to continuously generate a solid pipeline.

However, MEDDIC will make a good rep better (possibly even great). Because it’s so lightweight and mobile, it’s perfect for coaching reps who are willing to compensate their blind spots.

That way, you can be on your way to your own record-setting career, just like Coach John Wooden.

You might also like
iSEEit on Salesforce iSEEit on Salesforce – NEW FEATURES
4-building-blocks-of-an-effective-sales-process How to Create an Effective Sales Process: The 4 Building Blocks
iSEEit Born Global Champion iSEEit Receives the Born Global Champion Award
iSEEit announces 1st native sales app on September 10th
MEDDIC Acronyms Can the MEDDIC Sales Process Be Improved?
How to Overcome Every Sales Team’s Biggest Problem
995 replies
  222. Kistler Tina
    Kistler Tina says:

    This article emphasizes focusing on fundamentals for sales success, just like Coach Wooden’s basketball championships. It reminds me of the simple yet addictive gameplay of Retro Bowl. Sometimes, the key to winning isn’t complex strategies, but mastering the basics. MEDDIC helps sales teams identify and dominate those fundamental areas, leading to increased close rates and scalable growth, similar to building a winning team in Retro bowl.

  734. Registrera
    Registrera says:

    I don’t think the title of your article matches the content lol. Just kidding, mainly because I had some doubts after reading the article.

  744. kaxwslyvb
    kaxwslyvb says:

    Assim como outros crash temáticos, Spaceman é um jogo simples que, de modo geral, exige poucas ações manuais. No entanto, os jogadores precisam ficar atentos a cada detalhe das rodadas para não perderem a oportunidade de recuperarem multiplicadores positivos sobre as suas fichas de aposta. Wichtige Mitteilung Wichtige Mitteilung Información importante You can email the site owner to let them know you were blocked. Please include what you were doing when this page came up and the Cloudflare Ray ID found at the bottom of this page. Outro detalhe que faz do jogo um sucesso passa diretamente sobre a simplicidade dele. Afinal, o Spaceman é acessível a todos os jogadores, independentemente da experiência com jogos de casinos online. Embora Spaceman seja um jogo baseado em parte na sorte, você pode maximizar suas chances de ganhar seguindo algumas estratégias simples:
    https://justpaste.me/KlBD3
    En Casinoble Chile, entendemos la importancia de la accesibilidad móvil. Por eso, destacamos exclusivamente aquellos casinos que ofrecen experiencias de juego fluidas y de alta calidad tanto en dispositivos móviles como en computadoras de escritorio, garantizando así la máxima comodidad y satisfacción para nuestros jugadores. O site oficial do casino online slottica tem um design moderno e uma interface amigável. Azul, verde e natural foram escolhidos como o esquema de cores básico. Sem mencionar as animações e todas as imagens da mais elevada qualidade. O site é totalmente otimizado para funcionar muito bem no seu celular, rodando diretamente pelo navegador de internet sem exigir qualquer download. O Slottica apostas lista três métodos para você escolher como arrecadar seus ganhos. Dá para sacar usando Pix, Jeton e Bitcoin – e como todos esses métodos são eletrônicos, o recebimento é rápido.

  770. epbzaxqay
    epbzaxqay says:

    Has trapped one of the others in a steel door pressure plate trap at least once We999 Game is a fun and exciting online gaming platform where you can play games and win real money. It’s one of Pakistan’s most popular gaming apps, offering a smooth and secure experience with high-quality graphics. Use HappyMod to download Mod APK with 3x speed. The 12 Chinese zodiac animals in order are: Rat, Ox, Tiger, Rabbit, Dragon, Snake, Horse, Goat, Monkey, Rooster, Dog, and Pig. These animal signs are exactly the same in South Korea, North Korea, Singapore, and Cambodia. Crash Predictor Aviator: A Simple and Useful Betting App We999 Game is a fun and exciting online gaming platform where you can play games and win real money. It’s one of Pakistan’s most popular gaming apps, offering a smooth and secure experience with high-quality graphics.
    https://expotech.ps/your-ultimate-guide-to-aviator-bet-login/
    Now, You can play JetX – Crash game on PC with GameLoop smoothly. Leveraging the groundbreaking principles of quantum computing to redefine superposition, entanglement and tunneling and transition research into commercial applications in AI, autonomous robotics, cryptography, communications, smart devices, advanced materials, as well as propulsion and space technologies. All rights to the trademark, brand, and game “JetX” belong to SmartSoft Gaming – smartsoftgaming Find an up-to-date list of every game available in the Xbox Game Pass (and PC Game Pass) library at all membership levels, and find out which games are coming soon and leaving soon. ✓ UPTOBOX Copyright 2025 © jetxgame | E-mail (Complaint): | E-mail (Commercial offer): With the pending arrival of Nintendo’s Switch 2 console, we look back at the 20 best titles released exclusively for its predecessor, the original Switch.

  911. ssjlpwvqt
    ssjlpwvqt says:

    The Random Number Generator (RNG) utilized by Aviator guarantees that the outcomes are both random and resistant to tampering, which ultimately maintains fairness in the game. Every round operates independently and is inherently unpredictable, ensuring a fresh experience each time. Space XY ranks among the most favored chance-based crash games. Betnacional.bet.br é operada pela empresa NSX Brasil S.A. Aviator game continues to soar in popularity in 2025, captivating Indian players with its thrilling crash game mechanics рџљЂ. With a 97% RTP and exciting bonuses, Aviator offers endless chances for real-money wins рџЋ°. Available on top platforms like 1Win, Pin-Up, and 1xBet, it’s easy to get started and win big. Bet wisely, cash out in time, and let the multiplier рџљЂ take you to new heights! Ready to join the action? The official site awaits for your next big adventure ✈️. Play today and experience the thrill firsthand! рџ’°
    https://www.rimagemarket.com/forum/general-discussions/create-post
    Space XY: a game with easy controls and high winnings in the casino. You will enjoy the latest games, this added clutter may make it more difficult for you to navigate these gaming sites. The playthrough requirement for withdrawal is 35x the bonus, United States. He will also occasionally participate when a special feature requires it from him, Switzerland. Overall, Space XY offers a refreshing and distinct gaming experience for players seeking something out of the ordinary. Its combination of innovation, playability, and nerve-testing gameplay makes it a game worth exploring. However, it’s crucial to approach it with a balanced perspective and responsible gambling habits. It’s time to soar to new heights with BGaming! Launching the rocket to the stars means getting incredible winnings! Space XY is an exciting game with easy gameplay. Don’t hesitate to join a breathtaking ride to the stars and make a fortune.

  970. WilliamBub
    WilliamBub says:

    ¡Hola, amantes del ocio !
    casinoonlinefueradeespanol sin interrupciones – п»їп»їhttps://casinoonlinefueradeespanol.xyz/ casinoonlinefueradeespanol.xyz
    ¡Que disfrutes de asombrosas movidas brillantes !

  981. prpelxpwq
    prpelxpwq says:

    La simplicidad del proceso de juego es una de las ventajas clave de Penalty Shoot Out Street. Los usuarios se unen a un partido de fútbol clásico, donde su tarea es ejecutar con éxito una serie de penaltis. Con cada intento exitoso, aumenta el coeficiente de la apuesta, con un multiplicador máximo de hasta x32. Cursos educativos, profesionales y gratuitos para empleados de casinos online que tienen el objetivo de hacer un repaso de las buenas prácticas de la industria para mejorar la experiencia del jugador y ofrecer un enfoque justo de los juegos de azar. Aunque, debemos tener en cuenta que llegar a la ganancia máxima de 1.000x puede resultar complicado, pues el arquero muchas veces podría tapar las pelotas que tiremos, sin importar el país que escojamos desde el inicio del juego. Desde luego, esto no implica que sea imposible de alcanzar, por lo que no debes perder los ánimos de continuar. Las apuestas pueden ser hechas desde un celular, tablet, PC o laptop.
    https://motdagacip1986.raidersfanteamshop.com/http-es-sweetbonanza-es
    Sí, prueba el penalty shoot out demo antes de apostar. Hay un mini entrenamiento al principio del juego para marcar y parar un gol. Con este entrenamiento podrás aprender jugadas importantes y jugar mejor. England Premier League Experimenta la emoción y la presión de los momentos más decisivos del fútbol con la colección de juegos de penaltis de Desura. Los tiros de penalti traen un drama intenso al deporte, a menudo determinando el resultado de un partido y poniendo a prueba incluso a los jugadores más hábiles bajo una inmensa presión. Trabaje codo con codo con el DrimTeam para una mayor tranquilidad, desde la creación del juego hasta el lanzamiento de su… ¡Aprovecha la promoción y únete ahora a nuestro servicio Premium! Penalty Shooters X se puede jugar en tu computadora y en dispositivos móviles como teléfonos y tabletas.

  985. Marioordiz
    Marioordiz says:

    ¡Saludos, cazadores de fortuna !
    casino online extranjero con asistencia personalizada – п»їhttps://casinosextranjero.es/ mejores casinos online extranjeros
    ¡Que vivas increíbles instantes inolvidables !

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 *