MEDDIC is the most renowned Sales Qualification Methodology, applicable to any Enterprise Sales Process which is rather complex. MEDDIC may be referred to as the MEDDIC CHECKLIST, or even MEDDIC SALES PROCESS (imperfect).
MEDDIC is the result of the Sales and Sales Management and Qualification techniques developed and practiced at PTC (aka Parametric Technology Corp.), a company recognized as one of the strongest sales cultures in the context of Enterprise Software (now SaaS). PTC experienced over 40 quarters of continuous growth during the 90s. The initial Global Sales Management team at PTC developed different elements of MEDDIC in the field, before PTC training managers, namely Dick Dunkel and Jack Napoli at the headquarters, put them together in a formal practice course for new hires. 01consulting’s founder, Darius Lahoutifard, 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.
The level of knowledge, control and progress of each of the above elements in a specific account provides the sales person with a CHECKLIST, easy to use and remember. The review of the MEDDIC CHECKLIST will result in an objective assessment of the level of qualification in the sales campaign and the degree of confidence for the sales forecast. The unchecked elements on the MEDDIC CHECKLIST will point the sales team to the right actions in the account which will lead to closing that deal.
We train your sales force starting with as short as a 2 hours training & workshops, in-person or through state-of-the-art yet accessible distance learning methods. We also offer to coach your team through ongoing weekly sales meetings until MEDDIC becomes a habit.
We wanted a sales intervention around MEDDIC to be carried out to evaluate gaps in our sales processes. After evaluating multiple options we engaged with Darius and it was a wonderful experience. His analysis of gaps and recommendations were sharp and actionable. We implemented some of these and the result is that 12 months out, our monthly revenue is 3x of what it was 12 months back.
CEO at Innoviti Payment Solutions
We connected with Darius to support our annual kick off meeting with a challenge to introduce the MEDDIC qualification process to a mixed audience of both technical and sales staff.
Although the time was short, with only 2 x 4 hour sessions, Darius managed to articulate the message, and most importantly he involved every person in the room.
Our staff left the sessions with an important, new, view on the basic criteria of qualifying a sales opportunity from both a technical and commercial perspective.
Darius’s experience and his ability to transmit the MEDDIC methodology into simple, logical steps based on actual scenarios, resulted in a significant step forward in our teams ability to approach sales opportunities in a far more structured manner.
I can highly recommend Darius to deliver strategic methodologies in a form that is simple to follow, entertaining to experience, and of high value to any sales or technical organization.
VP Sales and Marketing at OPTIS
We hired Darius for a half day Sales coaching session at our annual Kick Off meeting and he nailed it. Our Sales team was convinced that selling in Europe and Asia was “different” that North America. Darius was able to articulate several key challenges in the MEDDIC process and Champion building which are applicable globally. This really helped ours sales teams get unified in our process and communications. The engagement with the sales team was fantastic which was a strong confirmation that they got it and were ready to adopt a better way to approach selling. The feedback from the team after the event was great and there is no doubt that his actions directly impacted that year’s sales results. I highly recommend Darius.
CEO – Blueridge Numerics (acquired by Autodesk)
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