CATEGORY
The Local's Guide to San Francisco
By Cali Crystal May 19, 2020
MEDDIC
WHAT IS MEDDICC? YOUR COMPLETE MEDDICC CHECKLIST
By Rizan Flenner
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METRICS
M
Quantifiable and measurable results that potential customers perceive as valid for their project or initiative. Question to ask: What is the economic impact of your solution?
MEDDICC Sales Process Checklist
The person with the discretionary approval to spend. Question to ask: Who has the biggest profit and loss responsibility for this?
ECONOMIC BUYER
E
MEDDICC Sales Process Checklist
A formally or informally defined decision criteria for the project. Question to ask: What are their technical, vendor and financial criteria for your solution?
DECISION CRITERIA
D
MEDDICC Sales Process Checklist
The processes in place to sign off on a deal. Question to ask: Which personnel are involved in decision making and what is the approval process like?
DECISION PROCESS
D
MEDDICC Sales Process Checklist
A technical or business shortage that the client would like to overcome, stop or change. Question to ask: What are their primary business objectives?
IDENTIFY PAIN
I
MEDDICC Sales Process Checklist
The person within your client’s organization who will sell on your behalf when you’re not there Question to ask: Who will sell on your behalf?
CHAMPION
C
MEDDICC Sales Process Checklist
Could refer to a product you're competing with or your prospect's preference for the status quo. Question to ask: Who are we competing against and why?
COMPETITION
C
MEDDICC Sales Process Checklist