MEDDIC
A qualification framework for complex B2B deals built on six checks: Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain and Champion. Each letter is a question the rep has to answer with evidence from the buyer, not a guess. The extension MEDDPICC adds Paper Process and Competition. A blank letter in a late-stage deal is a forecast risk.
More terms from Enablement
- Sales Enablement
- BANT
- SPIN Selling
- Challenger Sale
- Solution Selling
- Value Proposition
- Elevator Pitch
- Objection Handling
- Discovery Call
- Buying Committee
- SDR (Sales Development Representative)
- BDR (Business Development Representative)
- Multi-Threading
Growth without the headcount.
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