MEDDICC is a powerful tool—when used correctly. Force Management's Antonella O'Day covers common traps sellers fall victim to when trying to use MEDDICC and key ways to avoid them. These traps include:

Not getting specific enough with metrics.
The budget holder rarely being the Economic Buyer.
Trying too late to influence the Decision Criteria.
Drifting too far away from the Decision Process.
Focusing on the wrong pain, not quantifying the pain, and not understanding its root cause.
Champion single-threading.
Not considering all potential competition.

Here are some additional resources:

MEDDICC Certification on Ascender
- https://rb.gy/we8rzy
Avoiding MEDDICC Traps | Ascender Live
- https://rb.gy/p1h4lr

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Avoiding Common MEDDICC Traps

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Influencing Decision Criteria Early

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