MEDDICC

MEDDIC hasn't just survived the evolution of enterprise sales over the past 25 years. It has thrived.

Today, the MEDDIC or MEDDICC and MEDDPICC, as it is better known, is used by the the world's most elite sales organizations to drive efficiency and predictability within the sales process.

More organizations than ever rely on MEDDICC, and it has become a standard requirement upon the job descriptions of the most sought-after roles in sales and sales leadership.

This book provides a unique perspective from someone who has embraced and been rewarded by these timeless principles, initially as an individual contributor and then through multiple iterations as a sales leader.

The benefits that Andy and many other great sales leaders have achieved through the use of MEDDICC include:

• The ability to test and improve an existing sales process for better results
• More effective qualification, leading to better conversion rates and increased overall performance per seller
• A sound and repeatable framework for identifying the gaps and risks in deals and then putting corrective measures in place
• Improved internal communication and a common language for defining sales success

If even one of the above benefits resonate with you, I implore you to invest in this book. It will significantly help you upon your path to professional development.

• Introduction
• What is MEDDICC?
• How to Read This Book
• Is MEDDICC a Methodology?
• MEDDICC versus Other Qualification Methodologies
• Qualification
• What Defines Elite?
• Discovery
• Don't Knock the Competition
• Price Conditioning
• The Go_live Plan
• Metrics
• Economic Buyer
• Decision Criteria
• Decision Process
• Paper Process
• Implicate the Pain
• Champion
• Competition
• Risks
• Lessons Learnt While Implementing MEDDICC
• MEDDICC Checklist
• MEDDICC Scoring
• Epilogue
• Appendix