Reps with Deals Frequently Getting Caught Up in Paperwork

[rifat28dddd]

What's the Difference between MEDDIC and MEDDPICC?
MEDDIC is the original concept that came before MEDDPICC. Invented in 1996 by Dick Dunkel and others at a software company called PTC, MEDDIC was designed to make it simpler for salespeople to qualify customers throughout complex deal cycles. Over time, the methodology evolved to include more parts of the sales process: Paper Process and Competition. From that, MEDDPICC was born.

Who Should Use the MEDDPICC Methodology (and Why)?
The MEDDPICC methodology is flexible, meaning you can adapt it to almost any sales organization and process. That said, it’s especially useful for certain groups—for example, it’s great for enterprise sales but might be overkill for selling used cars.

MEDDPICC can be a game-changer when qualifying leads for the following types of salespeople and teams.

Sales Teams Selling to Large Organizations
Selling to a large organization can feel like you’re selling the same thing over and over again to different people within the org (especially if you’re not nailing down who the key decision-makers are). MEDDPICC can help uncover key decision-makers out of a huge number of employees, identify the strongest pain points to focus on, and overcome the hurdles of long and complicated buying processes.

Using MEDDPICC can help you stop wasting time on unnecessary meetings and problem-solving and instead focus on what matters. It cuts through the complexity and helps salespeople gain the clarity they desperately need when working through a large organization’s buying process.

Paperwork shouldn’t be a salesperson’s worst enemy, but too often, it gets between a rep and their commission. If you find deals stalling due to red tape, the Paper Process section of the MEDDPICC model can help identify bottlenecks and streamline your process to close deals.

As you start to ask the right questions about procurement, contract terms, and legal requirements, you better uncover the issues you need to be aware of and prepare for. This can result in faster deals, reduced bottlenecks, happier customers, and a bigger paycheck.