MEDDIC SALES: CHECKLIST & METHODOLOGY

What is MEDDIC?

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

Where does it come from?

MEDDIC was initially developed and practiced at PTC (Parametric Technology Corp.). 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.

CHECK ALL MEDDIC COURSES AND TRAININGS AVAILABLE HERE

What does the acronym MEDDIC 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

READ MORE ABOUT MEDDIC AT MEDDIC ACADEMY.

Back to Top