AI Coach: find and fix deal issues before they result in closed-lost using AI


Introduction to MEDDICC

10 min
Average Score

Matt Doyon

Chief Executive Officer @ Triple Session

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Did you know that over 60% of successful high-value, consultative sales use a structured methodology? Enter MEDDICC, a powerhouse in complex selling that has stood the test of time for more than 25 years. In this session, we'll delve into the intricacies of MEDDICC and why it's a game-changer for sales reps operating in the realm of high ticket transactions.

Understanding the Essence of MEDDICC

MEDDICC isn't just an acronym; it's a strategic roadmap for sales success. At its core, it's a checklist, a guide that empowers complex consultative salespersons to navigate through intricate conversations, fostering change and consensus internally. But why is it gaining such traction, and how can it elevate your sales game?

The Eight Pillars of MEDDICC Excellence

 1. Keeps You Organized

   - The checklist ensures you stay on top of critical information, maintaining clarity on what you need and why.

 2. Easy to Learn

   - For those new to MEDDICC, it simplifies the complex sales process, making it easier to comprehend and teach.

 3. Proven Track Record

   - With over 25 years of battlefield testing, MEDDICC delivers results, making it a trusted companion for sales professionals.

 4. Sets the Professional Tone

   - Using MEDDICC signals to your client that you're organized, professional, and armed with a structured approach, delivering real value.

 5. Increases Average Ticket

   - Quality information and organizational prowess enable you to command more value, translating into a higher price for your product or service.

 6. Shortens the Sales Cycle

   - Front-loading with MEDDICC expedites the sales process by tackling critical information early, preventing potential roadblocks later on.

 7. Open to Iteration

   - MEDDICC allows continuous improvement by breaking down complex deals into smaller components, facilitating ongoing analysis and refinement.

 8. Customized for the Complex Sale

   - Tailored to the heart of complex selling, MEDDICC addresses the need for comprehensive information, reducing the risk of overlooking crucial details.

 Demystifying the Acronym: Where Does MEDDICC Fit?

Metrics (M): Dive into the analytics of the buying committee. Understand the numbers, proof, and data driving the decision-making process. 

Economic Buyer (E): Identify the decision-maker who controls the budget—the crucial final signature needed for a successful sale.

Decision Criteria (D1): Explore the technical details, features, and pricing that influence the client's decision-making process.

Decision Process (D2): Understand how the client buys, outlining the steps, people involved, and internal processes that guide their purchasing decisions.

Identify Pain (I): Grasp the pain points—identify, indicate, and intensify them—to underscore the value of your product or service.

Champion (C1): Secure an ally within the buying committee, someone who advocates for your solution internally.

Competition (C2): Recognize and analyze the competitive landscape, whether it's other vendors, internal solutions, or the status quo.

 Is MEDDICC Right for You?

MEDDICC thrives in the complex high-ticket consultative sale. If your ticket size is $50,000 or more and involves more than three stakeholders, you're likely a perfect fit. It respects decision criteria, streamlines the decision process, identifies the economic buyer, nurtures a champion, and addresses competition—essential components in dealing with a larger stakeholder group.

In conclusion, MEDDICC isn't just a methodology; it's a strategic ally in navigating the intricate landscape of high-value sales. As you embark on your journey, remember, practice makes progress. Ready to delve deeper? Watch this session to learn more about mastering the art of MEDDICC in high-value sales.

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