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MEDDIC Sales: Checklist & Methodology

What is MEDDIC?

It is a proven Sales Qualification Methodology, applicable to any complex B2B Enterprise Sales Process. It may be referred to as the MEDDIC CHECKLIST, or even MEDDIC SALES PROCESS (imperfect). This renowned sales methodology is being taught at MEDDIC ACADEMY where you can get both in-person and online trainings and coaching.

Where does it come from?

It comes from PTC (Parametric Technology Corp.), a PLM software company . Darius Lahoutifard, founder of 01consulting, was a member of that initial international sales leadership team at PTC. He took PTC Southern Europe from $4M to $27M in 3 years, beating the main competitor in their own fiefdom. He naturally contributed to the elaboration of MEDDIC and later practiced it in his career including his sales leadership roles at THINK3 and Agile/Oracle among other companies.


What does the acronym stand for?

  1. Metrics: Quantification of the potential gain and ultimately the economic benefit
  2. Economic Buyer: Interaction with the person who has decision control on the funds for the PO
  3. Decision Process: Process defined by the company to reach the purchase decision
  4. Decision Criteria: Criteria used by the company to make the purchase decision and choose among options
  5. Identify Pain: Actual pains at the company which would require your product/service to be relieved
  6. Champion: Powerful & influential persons at the company, who are favorable to your solution


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We assess your Enterprise SaaS sales team and deliver the most efficient sales methodology in your Industry, through a customized workshop and train your sales force.

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The MEDDIC Workshops Delivery Team

Darius Lahoutifard
Darius had previous Sales Leadership roles at PTC and Oracle among other software companies. He is also a Serial Entrepreneur in Enterprise SaaS with successful exits. As an International Sales Leader he is an expert in multi-cultural contexts for building and coaching sales & marketing teams. More about Darius here.

Kai Krickel
Kai has over 25 years experience in complex B2B sales. He learned and adopted the MEDDIC qualification methodology as a VP Sales at PTC Central Europe. During that time, he field trained sales reps and several sales managers in the MEDDIC qualification methodology.


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