MASTERS OF MEDDICC

Masters of MEDDICC - What is the correct acronym for MEDDIC? Is it MEDDIC? MEDDICC? MEDDPICC? - Bonus Episode

Feb 7, 2021

In this episode, guest_name_1 discusses the different variants of MEDDIC, such as MEDDICC and MEDDPICC. They explore the origins of the MEDDIC framework, including the role of Dick Dunkel, and discuss the importance of the paper process and addressing competition. If you're considering implementing a MEDDIC variant, this episode provides valuable insights.

09:02

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Quick takeaways

The evolution of the acronym Medic includes the addition of two new elements: Paper Process and Competition, reflecting the complexities of the modern sales landscape.

Evaluating factors such as the complexity of paperwork, customer familiarity, champion-paper connection, stakeholder distribution, and unplanned events can help determine the most appropriate variation of Medic for a sales team.

Deep dives

The Evolution of Medic

The podcast episode explores the evolution of the acronym Medic. Originally introduced by Dick Dunkel in the 90s, Medic represented six key elements: Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify the Pain, and Champion. However, in today's complex sales landscape, two new elements have emerged: Paper Process and Competition. The paper process now involves legal agreements, security assessments, and data privacy issues. Meanwhile, competition extends beyond rival solutions to anything that competes for the same budget or resources. The episode suggests that considering variations of Medic, such as Medpick, can be beneficial depending on the complexity of the paperwork and the presence of competition in sales deals.

Introduction

2min

The Evolution of the MEDDIC Framework and the Importance of the Paper Process

3min

Should the paper process be included in MEDDIC?

2min

The Importance of Addressing Competition in MEDDIC

2min

2021 is the year of MEDDIC - Whether you are a veteran of the methodology from its earliest inception at PTC, right through to someone that is just learning about MEDDIC for the first time you can be more successful in 2021 by embracing MEDDIC.

But, there is an elephant in the room, right? Which variant of MEDDIC should you implement?

Well, as you will have noticed there are many variants. The most popular that are implemented today are MEDDICC and MEDDPICC, but which one is right for you?

Some MEDDIC purists will tell you that MEDDIC has everything you need, but, when the MEDDIC creator, Dick Dunkel himself uses alternative variants as do MEDDIC all-time greats like John McMahon, Jack Napoli, and John Kaplan there must be something in the more detailed variants, right?

This video aims to give me perspective as to why you should consider MEDDICC and MEDDPICC in your consideration for which MEDDIC variant to implement.

I'd love to hear your thoughts and opinions in the comments section.
As always, thank you for your attention 🙏 .

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