MEDDICC Polska
Created by expert practitioners, who gained their knowledge in sales around the world.
What is MEDDICC
Dedicated MEDDICC is a sales methodoloigy used by companies selling B2B (SMEs and Enterprise).
MEDDICC Training
For companies selling in the B2B model for small and medium-sized enterprises as well as Enterprise.
Why MEDDICC Sales Methodology is the best
The best sales process of the sales departments
Variations MEDDICC that are the most comprehensive qualification process used by sales leaders worldwide. MEDDICC is an acronym representing individual stages and steps required for effective selling. A framework that is flexible enough to adapt to sales for small and medium-sized businesses as well as enterprise organizations.
- Metrics - business related
- Economic Buyer - who decides about budget
- Decision Criteria - how do they chose
- Decision process - how they decide
- Paper process - what is the necessary paper work
- Implicate pain
- Champion
- Competition
- Compelling event
Qualifying customer needs at the highest level
MEDDICC (MEDDPICC sales) in practice
Metrics
Investigate the economic benefits for your client's most important indicators. Check how your solution or your service can improve the client's business.
Economic Buyer
The economic buyer is the person in the purchase process who decides to spend money on purchasing a product or service. The project sponsor is the one who can say NO when others say YES.
Decision Criteria
Decision criteria are the guidelines under which a buyer decides to choose a solution or service. These are most often a set of requirements, guidelines, and procedures that an organization has defined for purchase processes.
Decision Process
The decision process is a series of steps that the buyer must take to make a decision to purchase a product or solution. Identify who and what needs to happen for your solution to land on the right desks.
Paper Process
One of the factors that often determines how quickly and whether at all we will sell our product or solution. Identify the process, people, and time you will need to positively resolve formal matters.
Implicate Pain
You're selling a solution to a problem your client has. Identify the real pain points and make them think only about the quickest solution. Reach out to people in the organization who are affected by this pain and involve them in the purchasing process.
Champion
A Champion is our ambassador at the client's place. This is a person who is convinced of our solution, has a high level of authority in the organization, and is able to influence purchasing decisions. Without a champion, you can forget about a quick victory.
Competition
Find out who you are competing with for the client's attention. It can be a competitive solution, but also other internal projects fighting for the budget, decisions to make the solution themselves, or maintaining the status quo.
Compelling Event
A series of events that need to happen for the project to gain momentum. It could be a client who likes your solution, has a budget for the purchase, but for some reason, isn't deciding. Something needs to happen that will make the purchase of your product or solution possible.
Effective sales process
Why MEDDICC (MEDDPICCC)
2
xmore closed won opportunities
35
%shorter sales cycles
200
%higher average contract value
50
%higher customer retention
Companies that are using MEDDICC (MEDDPICCC)
Development of sales team competencies.
MEDDICC Training
B2B value-based selling
Who will leverage MEDDICC
SaaS
Companies selling services in the software as a service model to other businesses.
Professional IT Services
Companies in the technology industry, selling Hi-Tech services to other B2B and B2C businesses.
Software House
Companies offering custom software development services B2B.
Learn MEDDICC and MEDDPICCC
Knolwedge Base
GAP Selling Helps B2B Sales, MEDDICC Does Better
In the rapidly evolving world of B2B sales, methodologies like GAP Selling
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Effective B2B Sales? MEDDICC Methodology
As a B2B sales consultant, I have often encountered situations where companies
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Implement MEDDICC in Hubspot: Step-by-Step Guide
Implementing MEDDICC in HubSpot can be tricky. Hubspot is a well-known and
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What do our clients ask us?
Frequently Asked Questions
MEDDPICCC is the most comprehensive qualification framework used in the sales process to large companies with complex organizational structures. In creating your process, you don't need to use the full MEDDPICCC, instead, you can apply its earlier iterations, MEDDICC or MEDDPICC. The flexibility of MEDDPICCC makes it applicable in sales to small and medium-sized businesses, but also for enterprise-class companies.
When starting your journey with MEDDPICCC, it's important to know the ideal customer profile, meaning which company would benefit most from our solution, the value proposition of your product or service, which is our market differentiator and the value it delivers. It's also good to have an idea of how our client purchases, i.e., what the buying journey looks like among our ideal clients.
In the sales and qualification process, there's no such thing as the best. Everything boils down to the product we sell, who our client is, and how they make decisions to purchase new products and services. MEDDICC and its various variants are certainly not for companies selling in a transactional model. MEDDICC is designed for products and services that we sell in a consultative model.
Congratulations, the decision to use MEDDICC in your company is one of those investments that will bring benefits to your sales team very quickly. There aren't too many studies available on the market about implementing MEDDICC. Hence our initiative to popularize knowledge about effective implementation of this qualification method in sales processes. Use the form below and contact us, we will certainly be able to help.