Qualification
MEDDPICC
Metrics, economic buyer, decision criteria, decision process, paper process, identify pain, champion, competition.
Why it matters
MEDDIC is metrics, economic buyer, decision criteria, decision process, identify pain and champion. MEDDPICC adds paper process and competition.
Metrics, economic buyer, decision criteria, decision process, identify pain, champion.
How to apply it
- Fill in each letter per deal
- Treat blanks as risks
- Review in deal meetings
Common mistakes
- Guessing letters
- Using it only after the deal is lost
Quick answers
What is MEDDPICC?
Metrics, economic buyer, decision criteria, decision process, paper process, identify pain, champion, competition. MEDDIC is metrics, economic buyer, decision criteria, decision process, identify pain and champion. MEDDPICC adds paper process and competition.
How do I apply MEDDPICC in sales?
Fill in each letter per deal. Treat blanks as risks. Review in deal meetings.
What are common mistakes with MEDDPICC?
Guessing letters. Using it only after the deal is lost.