MEDDPICC — A Checklist For Modern Day Selling with David Weiss

This episode of the Live Better Seller Better Podcast features David Weiss, Head of Sales at LeaseUp. There is a lot of misconception about MEDDPICC and David clears up what it is and what it is not.

For starters, MEDDPICC is not a step-by-step process. It is a checklist that is made for sales reps, not sales leaders. David shares that MEDDPICC is updated to modern ways of selling and it helps you by identifying gaps in your sales process.

HIGHLIGHTS

• MEDDPICC: Metrics, Executives, Decision criteria, Decision process, Paper process, Identify pain, Champion, and Competition
• A checklist for reps, not leaders
• Economic buyer vs decision-maker
• Decision process: Create a mutual action plan
• Identify persona-based pain and personal pain

QUOTES

David: "MEDDPICC is not a process. What it is is a gap-analysis checklist. It sits on top of your process. It sits on top of your sales methodologies, plural for a reason. And it helps you kind of see blindspots. It's a blindspot detector."

David: "You ask good questions to the wrong people, you get to the right people."

David: "Create really tight alignment between the problems you're trying to solve, how they're trying to solve them, how your solution solves them, write them down with your differentiators in mind, and then share them with the buyer."

David: "Never negotiate before you get to procurement. If I'm going to make any recommendation to any salespeople out there, if someone says hey, we want to keep you in the game but you need to drop your price 20% and that's like midcycle, just pause there."

"And say, we're going to get there but until I understand holistically every single thing that your procurement and legal teams are going to ask for, let's just not do it. Let's focus on us being the right solution."

You can find out more about David in the link below:

• LinkedIn: https://www.linkedin.com/in/davidlbweiss/
• Website: meddpicc.co