MEDDIC: The Original Sales Qualification Framework
In this blog post, we talk about the original sales qualification framework that was created by a group of elite sales organizations. MEDDIC is short for Meddic Qualification Methodology and it will help you qualify deals at the earliest opportunity. It stays relevant throughout its evolution so that sellers are always on their toes to focus on what matters.
The original sales qualification framework, MEDDIC, was created by a group of elite sales organizations. It is short for Meddic Qualification Methodology and it will help you qualify deals at the earliest opportunity. It stays relevant throughout its evolution so that sellers are always on their toes to focus on what matters.
As a qualification framework, MEDDIC first and foremost helps you to qualify whether there is an opportunity within the organization you are working with. This is often overlooked by salespeople who focus on trying to create unqualified opportunities for themselves.
If we were going into depth about this topic, it would be worth mentioning that one of the most difficult things for sellers to do in any situation, not just during qualifying, is asking questions and getting honest answers from prospects or customers. We typically want to spend less time talking than listening but without those deep conversations our deals will never get qualified because they won’t have enough information to make a decision as well as some context around what motivates them and their company’s needs at this point in their journey.
MEDDIC is Qualification Methodology developed for sales teams to use in qualifying their prospects. Often called a Sales Methodology, MEDDIC is an acronym based on six elements containing: Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain and Champion.
MEDDIC is not a sales process. MEDDIC is a framework that helps to qualify potential buyers. For this reason, MEDDIC is only one of the qualification frameworks in the sales process.
The Meddic framework consists of four basic phases—Qualification, Opportunity Development and Closure, Task Board Management and Managing New Priorities—which produce an ever-evolving competitive landscape for prospective new customers as they seek to identify best-in-class suppliers of goods or services on which their businesses depend.
The MEDDIC sales qualification framework helps companies to qualify their opportunities by focusing on six important elements, the Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain and Champion.
