The Audible-Ready Sales Podcast Avoiding Common MEDDICC Traps
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Nov 21, 2023 Antonella O'Day, a seasoned sales leader and MEDDICC practitioner, shares her expert insights on avoiding common pitfalls in the MEDDICC process. She emphasizes the importance of getting specific with metrics and warns that the budget holder isn't always the economic buyer. Antonella also highlights the necessity of influencing decision criteria early and staying close to the decision process. Additionally, she discusses the significance of understanding root causes of pain, nurturing multiple champions, and assessing all forms of competition, including the risk of doing nothing.
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MEDDICC Directly Addresses Deal Failure
- MEDDICC maps directly to the most common reasons deals stall or fail, so the framework remains highly relevant.
- Using a structured process reduces missed steps that can cost opportunities, quarters, or years.
Get Specific On Metrics Early
- Ask for precise metrics early and verify they match your track record before investing resources.
- If buyer expectations exceed your proven outcomes, either reset the baseline or walk away to avoid wasted effort.
Validate The True Economic Buyer
- Treat the budget holder as a red flag and validate who the true Economic Buyer is and what they care about.
- Ask to meet the economic buyer early and set that expectation as part of your process.