MEDDICC 101
MEDDICC 101 outlines seven critical factors—Metrics, Economic Buyer, Decision Criteria, Decision Process, Implicate Pain, Champion, and Competition—plus the often optional Paper Process, that sales professionals should identify and focus on to create a more effective sales process, build stronger relationships, and close more deals by understanding business outcomes, decision authority, evaluation criteria, buyer pain points, internal advocates, competitive landscape, and necessary documentation.
Identify and focus on these seven factors to create a more effective sales process, generate stronger relationships, and close more deals.
Metrics
Identify and define business outcomes or KPIs that indicate success and focus on how your solution drives them.
Economic Buyer
Identify the contact that has both the authority and budget to make the final purchase decision and engage with them.
Decision Criteria
Define the criteria on which your solution will be judged. Understand the capabilities and value you must show. You can also provide input against these criteria.
Decision Process
Define the process through which your buyer will evaluate their options and make a decision. You can also influence this process.
Implicate Pain
Find the pain that your buyers are experiencing and solve for it.
Champion
Identify and engage the contact that has internal power and influence who can sell when you are not there. This person must have a vested interest in your success.
Competition
Identify direct competitors, as well as external threats competing for the same budget or resources as your solution and position yourself appropriately.
Paper Process
Often considered optional, the paper process slots between decision and pain. This component focuses on the paper trail needed to win a deal, such as a proposal, contract, pricing agreement, technical documentation, and so on.