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

Visit Ascender, a platform designed solely for salespeople who own a quota. If you enjoy the Audible-Ready Sales Podcast, Ascender is perfect for you! We put out content every day with insights to help you level up in your sales career.

Check out the platform here: https://my.ascender.co/Ascender/
Subscribe here: https://my.ascender.co/Ascender/PlanComparison

Check out this and other episodes of the Audible-Ready Sales Podcast on Apple Podcasts, Spotify, or our website.

Avoiding Common MEDDICC Traps

The Audible-Ready Sales Podcast

Final Takeaway: Skepticism Protects Deals

The AI-powered Podcast Player