MEDDIC & MEDDPICC

MEDDICC is a sales methodology that provides a structured approach for selling complex B2B (business-to-business) solutions. The acronym stands for Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, Champion, and Competition. Each of these elements is a critical component of the sales process and helps sales professionals to qualify opportunities and close deals.

Here is a breakdown of the MEDDICC elements:

1. Metrics: Sales professionals should focus on quantifying the impact of their solution on the customer’s business. This involves identifying key performance indicators (KPIs) and measuring the potential ROI (return on investment) of the solution.
2. Economic Buyer: The economic buyer is the person who has the authority to make the purchasing decision. Sales professionals need to identify this person early in the sales process and build a relationship with them.
3. Decision Criteria: The decision criteria are the factors that the economic buyer considers when making a purchasing decision. Sales professionals need to identify these criteria and position their solution accordingly.
4. Decision Process: The decision process is the series of steps that the customer goes through when making a purchasing decision. Sales professionals need to understand this process and guide the customer through each step.
5. Identify Pain: Sales professionals need to identify the customer’s pain points and challenges, and position their solution as a way to solve these problems.
6. Champion: The champion is the person within the customer’s organization who advocates for the sales professional’s solution. Sales professionals need to identify and cultivate this relationship.
7. Competition: Sales professionals need to understand the competitive landscape and position their solution as the best option.

The MEDDICC methodology provides a structured framework for selling complex B2B solutions. By focusing on each of these elements, sales professionals can identify and qualify opportunities, build strong relationships with customers, and close more deals.

The key difference between MEDDIC and MEDDPICC is that MEDDPICC emphasizes the importance of understanding the paperwork and legal aspects of the purchasing process (Paper Process), as well as developing a detailed implementation plan. These two components help sales professionals to ensure that the purchasing process goes smoothly and that the solution is successfully implemented once the deal is closed.