Ready to save email templates for your company’s use? Go to your Nutshell Campaigns page to get started!If you’re in the business of sales, you’ve likely heard of MEDDIC. But maybe you’re unsure of taiwan cp number the finer details or want to brush up on your knowledge.
In this guide, we’ll explain what the MEDDIC sales methodology is (including its two successors, MEDDICC and MEDDPICC), the pros and cons of the method, and how you can implement it into your team’s sales process.
Table des matières
What is the MEDDIC sales process?
The key components of the MEDDIC sales methodology
MEDDIC vs. the upgrades
MEDDIC vs. MEDDICC
MEDDIC vs. MEDDPICC
Is MEDDIC right for your team?
How to implement MEDDIC into your sales process
What is the MEDDIC sales process?
The MEDDIC sales methodology is a process used by sales reps to qualify prospects and decide whether or not a lead is worth pursuing. The acronym MEDDIC stands for:
Metrics
Economic Buyer
Decision Criteria
Decision Process
Identify Pain
Champion
MEDDIC was created in the 90s by Jack Napoli and Dick Dunkel, who were both working at Parametric Technology Corporation (PTC) at the time. The methodology played a crucial role in PTC’s growth and set a new standard for sales qualification that has since been adopted by organizations worldwide.
It’s a time-tested process prevalent in the B2B space that provides a framework for new sales representatives to accurately qualify new leads.
In the years following its creation, the MEDDIC process has seen two upgraded formulas, namely the MEDDICC and MEDDPICC, which we’ll cover in more detail later in this post.
Key components of the MEDDIC sales methodology
The MEDDIC process includes six major components for sales qualification. You can treat these as a mental checklist for questions to filter your prospects. Knowing the answers to these questions allows you to form a tailor-made pitch for qualified potential buyers.