MASTERS OF MEDDICC

Masters of MEDDICC - Why every revenue team needs MEDDIC as a common language - Bonus Episode

Sep 11, 2021

This episode of the podcast explores the importance of MEDDIC as a common language for revenue teams. It discusses the benefits of hiring salespeople who understand MEDDIC, understanding customer profiles and decision criteria, using MEDDIC in the sales cycle, and the advantages of using MEDDIC as a common language in revenue teams.

16:40

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Quick takeaways

Using MEDIC as a common language in hiring can lead to more efficient candidate selection and ensure a high standard of discipline in important areas like pipeline generation and forecast accuracy.

Having a common language like MEDIC accelerates the onboarding process for new salespeople, enabling them to quickly understand customer engagement and typical buying criteria.

A common language like MEDIC ensures cohesion and alignment across the entire go-to-market team, helping in understanding customer profiles, buying criteria, prioritizing roadmap features, and articulating messaging in a way that resonates with customers.

Deep dives

Reason 1: Hiring

Using MEDIC as a common language in hiring can lead to more efficient candidate selection and ensure a high standard of discipline in important areas like pipeline generation and forecast accuracy. By prioritizing candidates with MEDIC experience, hiring managers can save time and easily identify those who understand and embrace the framework.

Introduction

3min

Benefits of Hiring Salespeople Who Understand and Embrace MEDDIC

3min

Understanding Customer Profiles and Decision Criteria

3min

The Importance of a Common Language in Sales and Using MEDDIC in the Outbound Cycle

3min

Benefits of Using MEDDIC as a Common Language in Revenue Teams

5min

The world's most elite sales teams use MEDDIC as a common language across their entire revenues in everything aspect of their engagements with their customers.

MEDDIC, or as it is more widely used today as MEDDICC or MEDDPICC is a qualification framework that helps revenue professionals to align their selling process in line with their customers buying process. Specifically, the Who, What, and How of the customer's buying process.

MEDDIC helps revenue teams to focus on the following key aspects and use one clear common language to communicate them across their revenue organization:
- The stakeholders: Who are they? What do they care about? What is their role?
- The challenges or goals that the customer is facing, how you propose to solve them, and the measurable impact of solving them
- The customer’s buying process. Right from how they make the decision to even enter into an evaluation process through to the processes they have to go through to move forward with your products or services, through to the subsequent upsells and renewals.

Referenced Free Extract from the MEDDPICC Masterclass:
How to use Metrics in your first meeting: https://youtu.be/lRwd1zbnENs

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