MEDDIC SALES METHODOLOGY

What is MEDDIC?

MEDDIC is the most renowned Sales Qualification Methodology, applicable to any Enterprise Sales Process which is rather complex.

Where does it come from?

MEDDIC is the result of the Sales and Sales Management and Qualification techniques at PTC (aka Parametric Technology Corp.), a company recognized as one of the strongest sales cultures in the context of Enterprise Software (now SaaS) which 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 trainers at the corporate office 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, 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.

Meddic sales-methodology from Darius Lahoutifard

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

 

The level of knowledge, control and progress of each of the above elements in a specific account provides the sales person with an objective level of qualification in the sales campaign and an assessment of the degree of confidence for the sales forecast.

What’s the benefit of using MEDDIC?

  • Monitors the level of qualification/progress of a deal
  • Self assessment by each sales person
  • Leads to the next sales activity during the sales campaign
  • No Discount needed to win a deal
  • Improves accuracy of sales forecasts
  • Increases revenue through sales efficiency thanks to better qualification
  • Reduces costs thanks to early disqualifications of the deals that are not winnable

How Can We Implement MEDDIC Within Our Sales Force?

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 and optionally coach them through ongoing weekly sales meetings until MEDDIC becomes a habit.

              Contact us here  and let’s start selling smartly.

What do customers say?

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.
Rajeev Agrawal
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.
Peter Moorhouse
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.

Ed Williams
CEO – Blueridge Numerics (acquired by Autodesk)

 

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